SaaStr

FEBRUARY 8, 2019

Bridget Gleason is VP of Sales @ Logz.io, the startup that uses predictive analytics and machine learning to provide monitoring, troubleshooting and security. How does the successful profile of a sales rep depend on (1) whether you are selling to SMB or enterprise? (2) Welcome to Episode 210! 2) The stage of the company?

Sales Hiring 114

Sales Hiring Scale Sales SMB 114

Sales Hacker

JUNE 20, 2018

Tune in to episode 12 of the Sales Hacker podcast with Jaimie Buss , VP of Sales, North America for Zendesk as she talks about startups careers and transitions! Building your career in startups and managing different career transitions. Differences between startups with a product-market fit and those without. What You’ll Learn.

Scale 81

Scale Sales Hiring SMB Interviewing 81

Sales Hacker

OCTOBER 30, 2018

She’s a sales leader with an accomplished background at several tech startups. She helps SMB companies drive growth by incorporating the newest research and best practices to enable business owners to bring about sustainable change that leads to growth. She has extensive software startup experience and a proven sales vision.

Sales Recruiting 111

Sales Recruiting VP of Engineering Scale Sales Hiring 111

Chart Mogul

MAY 30, 2019

Based on the market you play in (SMB, mid-market, enterprise), you should have a general idea of the complexity of your product and customer relationships. How do you build a compensation plan for a new customer success team and strategy? The first two are fairly obvious. This will help with determining your success management metrics.

Underperforming Technical Team 78

Underperforming Technical Team Development Strategy Management 78

SaaStr

JULY 24, 2019

Final point about Talkdesk is that we started selling about five years ago in the SMB space. It’s a startup.” There’s a very intense camp that feels that any sort of variable comp for customer success doesn’t make sense, that if you hire well, these individuals don’t need to have a variable compensation.

Retention 135

Retention VP of Engineering Sales Hiring Scale 135

Sales Hacker

SEPTEMBER 16, 2019

Compensation. Inside sales focuses on SMB, mid-market buyers. For example, if you’re an early-stage startup and a first-time founder, it’s unlikely you’ll have a dedicated person finding and qualifying leads with a well-defined go-to-market strategy. But when it comes to a startup, those same rules don’t apply.

Sales Hiring 81

Sales Hiring Scale Sales Recruiting Payment Methods 81

SaaStr

OCTOBER 26, 2023

Getting off the ground is one thing — an easy pitch of being an HR tech startup focused on improving hiring. In a year like this, SMB is doing worse, with a lot more churn and startups going out of business. But in other years, SMBs are jumping in the boat, so you get amazing growth long-term with a multi-segment strategy.

Sales Hiring 221

Sales Hiring AI SMB Scale 221

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. So we reorganized ourselves in a model — like, all startups within a startup. Jyoti: And there’s a sales compensation aspect to it also.

Product Marketing 74

Product Marketing Scale Sales Hiring Sales Recruiting 74

Kellblog

FEBRUARY 8, 2021

SMB oppties tend to move faster than enterprise ones. Focus on finding new opportunities that move fast. Remember that nine-month sales cycle is an average; s ome opportunities close a lot faster. Expansion oppties tend to move a lot faster than new logo oppties.

Systems Review 98

Systems Review Software Review Forecasting Advertising 98

SaaStr

AUGUST 12, 2020

So, the company starts getting divided up into functional areas, or silos, product management, sales, customers support, marketing and so on, and this siloing of the org chart I think means that not everyone knows what everyone else is doing, and there’s a general feeling of disorganization or chaos in most startups.

Startup 277

Startup Software Review Scale Systems Review 277

SaaStr

OCTOBER 4, 2023

Then everyone in the world was on Zoom selling flowers and yoga and things meant to be sold in person, so churn peaked at 3.6%, which isn’t terrible for SMB, but was higher than none. This is more of a look at startups. Everyone has gotten much fitter, which will be a fundamental change to how we think and build startups.

Sales Hiring 247

Sales Hiring SaaS Headcount Compensation 247

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 126

Scale SaaS Payments Sales Recruiting Payment Services 126

SaaStr

MARCH 1, 2019

How does this differ when comparing enterprise to SMB? How does this differ when comparing SMB to enterprise? Is it fair to always surmise that when serving SMB one will always have a higher rate of churn? How does this differ when comparing SMB to enterprise? When I was about 17 I got my first taste of startups.

Scale 117

Scale SMB Sales Recruiting Sales Hiring 117

SaaStr

MARCH 27, 2019

What advice does Leyla give to young people considering whether to found a startup, join a startup or join a hyper-growth company? I think for me one of the biggest realizations for me, we were a mid market company, right, we grew up in SMB. Leyla Seka: You know, to me, Salesforce is still a startup.

Scale 129

Scale VP of Engineering Mobile Scaling 129

Sales Hacker

JUNE 9, 2020

But I was determined to do it and found a technology startup that was willing to give me a shot. The company didn’t survive, so that was my first lesson in startups, is that they quite often don’t make it. This was the first time that I was really focused on the SMB market and had a great experience there.

Leadership 78

Leadership Scale Sales Recruiting VP of Engineering 78

SaaStr

AUGUST 16, 2019

Ep 257: Justin Welsh is the former SVP Sales @ PatientPop, the startup that offers the first all-in-one practice growth platform that’s HIPAA-compliant and is proven to grow your practice. To me, that’s a good balance of culture and performance that I think you need in a fast growing startup. Okay, discounting, is it always bad?

Scale 141

Scale Underperforming Technical Team Sales Hiring Interviewing 141

SaaStr

AUGUST 19, 2022

And look, what happens with almost every B2B startup is your initial little micro… The way you get to your initial group of customers, how you acquire them, plateaus. I talked to another and it says, “Look, you’ve done some sales at the SMB and up side, so bring in a sales lead.” So thanks for the questions. .

Scale 223

Scale Sales Hiring Scaling VP of Engineering 223

SaaStr

JULY 30, 2020

356: Pete Kazanjy is the Co-Founder @ Atrium, the startup providing proactive, always-on insights for sales operations, managers, and leaders. Pete is also the author of Founding Sales, the canonical writing on early-stage startup sales. Pete is also the author of Founding Sales, the canonical writing on early-stage startup sales.

Part-Time VPE 203

Part-Time VPE Scale Sales Recruiting Sales Hiring 203

SaaStr

OCTOBER 29, 2019

SaaS is about creating long-term value for your customer, and being compensated appropriately for that value as a business. This is a mobile solution for SMB’s to send an invoice and get paid. There’s a client of Simon Kutcher’s that caters to the SMB segment and they weren’t happy with their revenue growth.

Payments 101

Payments Pricing Compensation SaaS Payments 101

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. In 2021, we saw that fast growers were nearly 3x as likely to use a largely usage-based pricing model versus slow-growing peers.

Headcount 73

Headcount SaaS Compensation Acquisition 73

SaaStr

JANUARY 3, 2020

How does this differ when comparing enterprise to SMB? How does this differ when comparing SMB to enterprise? Is it fair to always surmise that when serving SMB one will always have a higher rate of churn? How does this differ when comparing SMB to enterprise? When I was about 17 I got my first taste of startups.

SMB 26

SMB Sales Recruiting Sales Hiring Scale 26

Chart Mogul

SEPTEMBER 15, 2023

Source 16 Startup Metrics by Jeff Jordan, Anu Hariharan, Frank Chen, and Preethi Kasireddy, a16z We have the privilege of meeting with thousands of entrepreneurs every year, and in the course of those discussions are presented with all kinds of numbers, measures, and metrics that illustrate the promise and health of a particular company.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

Unbounce

JUNE 16, 2020

especially for SMB SaaS startups. Affiliates usually receive some kind of compensation (more on this below) for their work. While compensation can be important, you should consider (and do the legwork necessary to know) what other benefits might be more meaningful to your partners. We were surprised too!)

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 177

Scale Enterprise Scaling Sales Hiring 177

Kellblog

FEBRUARY 2, 2023

Some believe that capital won’t flow again until after an extinction-level event for startups in 2023/2024. Stock-based compensation (SBC) is increasingly controversial. Companies who sell to SMB may see increased amounts of uncontrollable churn as customers cease operations. The metaverse remains meta. Bankruptcy.

Software Review 119

Software Review Development Team Review Underperforming Technical Team Scale 119

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. Channel Partner.

Scale 99

Scale Payment Methods Sales Recruiting SaaS Payments 99

SaaStr

JULY 1, 2020

It has a portion of its revenue that’s very sensitive to the economy and a lot of startups in the customer base, good and bad, right? We’re seeing pockets of strength and then we’re seeing pockets of startups that overnight not only are struggling but might even want to immediately stop their spend, right?

Merchant Services 181

Merchant Services Scale Sales Recruiting Sales 181

Intercom, Inc.

SEPTEMBER 8, 2021

When it comes to launching sales teams in hyper-growth startups, few people have walked the walk as much as Maggie Hott. “Give away your legos” and other commandments for scaling startups. I’m now Director of Sales, leading sales globally for Webflow, which is a really, really fast-growing startup.

Scale 118

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 118

User Pilot

FEBRUARY 21, 2023

Product-led growth may be a bit of a buzzword, but achieving no-code growth is particularly important for SaaS companies with low ACV, freemium models, and generally those in the SMB sector. This compensates a bit for the lack of in-depth analytics but means you need multiple subscriptions. Can be used on web apps and mobile apps too.

Software Review 52

Software Review Onboarding Technical Review Underperforming Technical Team 52

SaaStr

SEPTEMBER 13, 2019

I like to think there are a few different stages for customer success, which actually map really nicely to David Skok’s model of a startup journey. Then, on the SMB side your attach rate might be zero, or it might be 10 or 20%. David from Matrix Partners. You’re doing your best to achieve something that is unlikely.

Engineering 26

Engineering Scale Underperforming Technical Team Customer Success 26

Sales Hacker

AUGUST 7, 2020

Should you take the risk of applying to a fast-growing startup, or slowly work your way up at a more established enterprise company? 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. And it’s not an easy decision. Opportunities.

Scale 77

Scale Enterprise Sales Hiring Technical Review 77

OnStartups

JULY 7, 2021

Sam: Prior to that, you had another startup that you sold for a significant amount of money, we can talk about that. Sam: You're an angel investor in a lot of different startups, including Coinbase and things like that. And we're going to talk about, do you ever invest in non startup stuff? That's pretty funny. Let's jump in.

Payment Methods 140

Payment Methods Software Review Technical Review Payment Solutions 140

OnStartups

JULY 7, 2021

Sam: Prior to that, you had another startup that you sold for a significant amount of money, we can talk about that. Sam: You're an angel investor in a lot of different startups, including Coinbase and things like that. And we're going to talk about, do you ever invest in non startup stuff? That's pretty funny. Let's jump in.

Payment Methods 40

Payment Methods Software Review Technical Review Payment Solutions 40