SaaStr

MARCH 1, 2019

As for Tom, he joined Redpoint in 2008 and has since led investments in Kustomer, Looker, Expensify, and Gremlin all prior guests on the show, I hasten to add. How does this differ when comparing enterprise to SMB? How does this differ when comparing SMB to enterprise? How does this differ when comparing SMB to enterprise?

Scale 116

Scale SMB Sales Recruiting Sales Hiring 116

ChurnZero

DECEMBER 2, 2021

From sessions on building variable compensation plans and Customer Success tech stacks to fostering customer advocacy and community, BIG RYG explored how today’s Customer Success leaders are tackling major industry challenges and advancing their Customer Success game. Variable compensation plans need to be achievable.

Customer Success 98

Customer Success Technical Review Scale Compensation 98

OPEXEngine

JANUARY 11, 2022

Companies that do not need to lock customers in with minimum commitments, particularly in the SMB space, use these types of models. Pay for performance compensation plan. Planning and investments. Sales compensation. Many times, a customer can just use a credit card to start using a vendor’s solution.

Pricing 52

Pricing Payment Solutions Outsourced Development Compensation 52

SaaStr

OCTOBER 29, 2019

SaaS is about creating long-term value for your customer, and being compensated appropriately for that value as a business. Naomi Pilosof Ionita | Investing Partner @ Menlo Ventures. This is a mobile solution for SMB’s to send an invoice and get paid. Are we being compensated appropriately for that value?

Payments 100

Payments Pricing Compensation SaaS Payments 100

OpenView Labs

FEBRUARY 3, 2022

Simpler segmentation approach : By bucking the good, better, best seat-based pricing model, a single price point can be used to satisfy cost-conscious SMB customers as well as mid-market/enterprise businesses. Then, and only then, you’re ready to invest more resources to truly become a market leader.

Headcount 73

Headcount SaaS Compensation Acquisition 73

SaaStr

MARCH 31, 2022

So I think just opening your aperture when you’re thinking about marketplace, not assuming it’s just a small commercial SMB market sales. It’s definitely an investment that requires that kind of executive level visibility. And I would also say, regardless of the field, is how you go about compensating this channel.

Scale 203

Scale Marketplace as a Service Cloud SaaS Payments 203

SaaStr

AUGUST 19, 2022

And then you’re left, in most cases, with a one-off piece of tool with no one to support and invest in it, right? Do you think, is training and onboarding your customers a great investment to do if you’re early in your product? Is that a good investment to make? And even those that do, never get it done on time.

Scale 215

Scale Sales Hiring Scaling VP of Engineering 215

Sales Hacker

AUGUST 7, 2020

The plus side of this is that it leads to a comradery at start-ups and SMB organizations that is often hard to replicate at the enterprise level. Salespeople are not as tightly managed in start-ups or SMBs, and most of us like that. They also usually invest in fulfillment and customer support functions. Opportunities.

Scale 76

Scale Enterprise Sales Hiring Technical Review 76

SaaStr

JULY 30, 2020

How does this differ between SMB and enterprise? Something that we did really poorly at TalentBin early on was not really focusing on a very crisply defined ICP and insufficiently investing in customer success. They’re usually very highly compensated, usually later stage organizations are more upmarket, etc.

Part-Time VPE 201

Part-Time VPE Scale Sales Recruiting Sales Hiring 201

SaaStr

JULY 24, 2019

Final point about Talkdesk is that we started selling about five years ago in the SMB space. One thing that we have implemented is every time a customer turns now, and I realized this is not scalable if you’re in the SMB space and you have 50000 customers; but for Talkdesk with 1500, any time a customer turns, we do a full postmortem.

Retention 137

Retention VP of Engineering Sales Hiring Scale 137

Sales Hacker

JUNE 14, 2018

Is it more important to save a few dollars on a subpar partner or invest in a specialized team that possesses the expertise in a particular channel? Perhaps you are expanding into the SMB space and have not been able to gain a measurable return. Understand the capabilities of the partner you choose to align with.

Outsourcing Services 57

Outsourcing Services Sales Hiring Sales Outsourcing Outsourced Development 57

SaaStr

JUNE 16, 2020

Matt Garratt: So for those that aren’t familiar with Salesforce Ventures, we are the strategic investment arm for Salesforce. It’s the SMB space. One is investing in your team, calibrating your operations and then re-qualifying your customers. And so Leading Through Change is a series we’ve launched.

Sales Hiring 160

Sales Hiring Scale SaaS Payments Payment Services 160

SaaStr

JANUARY 3, 2020

As for Tom, he joined Redpoint in 2008 and has since led investments in Kustomer, Looker, Expensify and Gremlin all prior guests on the show I hasten to add. How does this differ when comparing enterprise to SMB? How does this differ when comparing SMB to enterprise? How does this differ when comparing SMB to enterprise?

SMB 26

SMB Sales Recruiting Sales Hiring Scale 26

SaaStr

SEPTEMBER 26, 2019

I looked back at our investment memo, it was a 2K ACV when Jason invested after Y-C. So up to 100-150K and SMB, we’re at 2K. The next stage was we hired more junior people who would do the first call and work on SMB accounts and we would have the more senior work on mid-market and enterprise accounts.

Scale 136

Scale Sales Hiring Sales Recruiting Technical Advisors 136

Kellblog

FEBRUARY 2, 2023

Going forward, while VCs clearly have dry powder , what’s unclear is their willingness to invest it. Some companies treat these as publicity stunts, talking a big vision, but not really investing. Stock-based compensation (SBC) is increasingly controversial. Oracle Network Computer. Informatica Analytic Applications.

Software Review 120

Software Review Development Team Review Underperforming Technical Team Scale 120

Chart Mogul

SEPTEMBER 15, 2023

5 Reasons I Hate the Rule of 40 by Mikael Johnsson, SaaS Nordic While not necessarily completely useless, I would strongly argue that R40 is a metric applicable to the world of PE and public markets investing and is not a good metric for assessing the quality of venture-stage companies. Because this drives investment decisions.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

SaaStr

NOVEMBER 2, 2019

How does Krish think about purely serving the SMB market? How does he think about the mortality rate of SMBs? How does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise? What does Krish mean when he says, “In SaaS, you either sell to one of 2 customer profiles”?

Scale 128

Scale SaaS Payments Sales Recruiting Payment Services 128

Andreessen Horowitz

OCTOBER 16, 2023

> where would your idea or your product fit the most — is it large enterprise, is it SMB, is it financial services — then I would just go and interview all of them, and not narrow yet. And the rule of thumb that I followed — that was [that] two-third of our engineering investment should go with our existing TAM. <The

Product Marketing 80

Product Marketing Scale Sales Hiring Sales Recruiting 80

Sales Hacker

NOVEMBER 5, 2018

Most likely with 2 SDRs, a manager, and some consulting, you’re investing $200,000 for an experiment. You should ask in advance about the expertise of the SDR, and their compensation structure. I recommend keeping SDR emails at a maximum of 3000 per month or 150 per day, and make sure that autodialers are only used for SMB campaign.

Outsourcing Services 75

Outsourcing Services Outsourced Development Sales Outsourcing Underperforming Technical Team 75

SaaStr

JULY 1, 2020

Then, we’ll end of the day with me and Stewart Butterfield and obviously Slack is doing well, but Slack also has a massive SMB base and its challenges. For example, we’ve got like Roman from Gorgeous that Sam knows at the end of the day talking about dealing with SMB turns, they did something interesting at Gorgeous.

Merchant Services 179

Merchant Services Scale Sales Recruiting Sales 179

SaaStr

MARCH 27, 2019

And the other job was to be an investment banker at Merrill Lynch. And I was talking to my dad, and he said, “I don’t think you’re an investment banker, Leyla,” which was good advice. I think for me one of the biggest realizations for me, we were a mid market company, right, we grew up in SMB.

Scale 131

Scale VP of Engineering Mobile Scaling 131

SaaStr

AUGUST 12, 2020

We had SMB mid-market and enterprise teams, so we were attacking all those markets. Let’s see here, a lot of questions about my investments. At the time that Microsoft bought the company, I want to say that we had about 50 AEs, so that should give you a sense. All right, let’s keep going.

Startup 277

Startup Software Review Scale Systems Review 277

Sales Hacker

JUNE 9, 2020

This was the first time that I was really focused on the SMB market and had a great experience there. Sam Jacobs: What about compensation? We first of all took the opportunity to make some significant adjustments to our compensation plan. Was recruited to TriNet a little less than three years ago. We changed the plan year.

Leadership 78

Leadership Scale Sales Recruiting VP of Engineering 78

SaaStr

AUGUST 16, 2019

What VC wants to truly invest in a founder who is quote unquote, hustling 24/7. Examples to me, would be things like really crisp career pathing, appropriate compensation plans, providing ample opportunities for learning and development, a recognition program. And I think that’s a good sign. They want someone well rested.

Scale 140

Scale Underperforming Technical Team Sales Hiring Interviewing 140

Unbounce

JUNE 16, 2020

especially for SMB SaaS startups. Affiliates usually receive some kind of compensation (more on this below) for their work. Partners need to trust that you have a stable and reliable product if they’re going to invest in you. I think channel distribution is one of the most promising and untapped acquisition channels for SaaS?—?especially

Outsourcing Services 131

Outsourcing Services Sales Recruiting Scale SaaS 131

SaaStr

MARCH 12, 2019

How can founders know when is the right time to make the move from SMB to enterprise? How should compensation plans be altered with the move? Because one message isn’t necessarily always transferable when considering kind of SMB to enterprise. Why does Erica believe that enterprise is a “company sport?”

Scale 171

Scale Enterprise Scaling Sales Hiring 171

SaaStr

SEPTEMBER 13, 2019

Actually there was now a business imperative to invest in the client experience and ensure that these companies were avoiding a leaky bucket. But, because we’ve been through, fortunately, a lot of growth it’s felt like actually I’ve been through several different companies over my time at Gainsight.

Engineering 26

Engineering Scale Underperforming Technical Team Customer Success 26

Sales Hacker

NOVEMBER 15, 2017

Base Salary refers to an agreed-upon amount of payment an employee received as compensation for work rendered. A bonus is a gift or additional compensation given on top of the standard pay or fee, often serving as a reward for outstanding performance or for achieving certain business targets. Compensation. Return on Investment.

Scale 99

Scale Payment Methods Sales Recruiting SaaS Payments 99

InsightSquared

MAY 22, 2019

External: At an enterprise level, macro-economic factors such as exchange rates and other macroeconomic variables can have a significant impact on investment decisions. In the mid-market and SMB worlds, we can create an activity focused and pipeline coverage oriented ‘reverse engineering’ approach to figure out where we are going to land.

Sales Hiring 94

Sales Hiring Enterprise Engineering Outsourcing Services 94

OnStartups

JULY 7, 2021

We're going to talk about why you invest in what you invest. And we're going to talk about, do you ever invest in non startup stuff? I don't know if you recall this Sam, that there was something that was said about VCs or investment or something. You can invest in things. We're also going to talk about your ideas.

Payment Methods 40

Payment Methods Software Review Technical Review Payment Solutions 40

Intercom, Inc.

SEPTEMBER 8, 2021

Invest in the proper tech stack. For example, over here at Webflow, we’ve invested in what I think is the absolute best tool stack possible. Likely, the compensation structure is just not going to be figured out. What did they learn from this last deal? How are they using this to improve?

Scale 118

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 118

OnStartups

JULY 7, 2021

We're going to talk about why you invest in what you invest. And we're going to talk about, do you ever invest in non startup stuff? I don't know if you recall this Sam, that there was something that was said about VCs or investment or something. You can invest in things. We're also going to talk about your ideas.

Payment Methods 140

Payment Methods Software Review Technical Review Payment Solutions 140