SaaStr

DECEMBER 5, 2023

For many, moving upmarket makes sense to scale. Security — SOC 2 compliance is table stakes. Role-based access controls Org visibility of how to manage the entire organization on the platform Compliance and governance Reporting If you’re committed to the journey, build this into your platform early.

Scale 188

Scale Enterprise readiness compliance Enterprise 188

SaaStr

MARCH 19, 2021

We created a product that was simple to use for entrepreneurs who were juggling a thousand different priorities and didn’t have (and didn’t want) an expertise in regulation, compliance or sales tax. Unlike our SMB customers, midsize businesses tend to have multiple key decision makers, including finance, product, IT, security and legal.

Scale 263

Scale Business Finance compliance 263

Tom Tunguz

APRIL 25, 2012

On first glance, SMB SaaS companies, those who sell Software-as-a-Service to small to medium businesses, may seem like any other software company. SMB SaaS companies sell to a radically different market than enterprise software companies. On the other hand, SMB SaaS companies sell to firms with 10 employees and $400k in annual payroll.

SMB 100

SMB Scale SaaS compliance 100

SaaStr

SEPTEMBER 14, 2023

Training by osmosis with a couple of street-smart reps doesn’t scale much past 2-3 reps,” says Lemkin. Ultimately, you have to pause, find a manager to scale them, listen to them, and train them. SMB is more transactional, and Enterprise reps need to be subject-matter experts, know the industry, the workflow, the competition, etc.

Outsourcing Services 206

Outsourcing Services Sales Hiring Scale Sales Recruiting 206

Stax

DECEMBER 20, 2023

Since we’ve spoken a lot about credit card processing before, today we’ll take a look at how to find the best credit card processor for your SMB in 2024. Since the big players in the landscape generally all offer a robust set of services, data shows that most SMBs are satisfied with their payment processors and aren’t likely to switch.

Payment Services 88

Payment Services Merchant Services Payment Methods Stax 88

Clouded Judgement

MARCH 22, 2024

For SaaS businesses that target smaller SMB customer segments, gross retention is typically in the mid to low 80’s with net expansion in the ~105% range. ” They’ll look at things like cost, scalability, compliance, etc. The most common product group put in this category is vector databases.

AI 183

AI Revenue Cloud Technical Advisors 183

SaaStr

JUNE 13, 2019

And they were broken down roughly a third, a third, a third by targeting the SMB, the mid-market, and the enterprise. In the SMB, two-thirds use month-to-month, and in the enterprise, you’ve got two-thirds using multi-year. In terms of ACV, they span the gamut, everywhere from 5K all the way to 150K plus. What does this mean?

Scale 207

Scale SMB Sales Hiring Payment Services 207

Neil Patel

DECEMBER 5, 2020

Phoneburner – Best for Remote Teams VanillaSoft – Best for Outbound Sales Voicent Cloud – Best Standalone Auto Dialer Software Mojo – Best for SMB Sales RingCentral – Best for Compliance Kixie – Best for Local Presence. Compliance. Be conscious of compliance, but don’t stress too much.

Software Review 143

Software Review Software Scale compliance 143

Neil Patel

JANUARY 7, 2021

Schoology – Best for K-12 education D2L Brightspace – Best for higher education Tovuti – Best for selling online courses Looop – Best for SMB employee training Docebo – Best for enterprise learning Sensei – Best LMS plugin for WordPress. The other thing to pay attention to is content compliance.

Systems Review 138

Systems Review Management Scale Education 138

SaaStr

JULY 11, 2019

You go from the leanest organization and very small SMB, to closing seven figure TCVLs for enterprise. What we’ve realized is, doing a product for SMB is fairly simple, and you’ll see in the graph, that’s why we grew so much in the beginning. Doing a product for SMB is fairly simple. Tiago Paiva: Oh yeah.

Sales Hiring 261

Sales Hiring SMB Scale Cloud 261

FastSpring

JANUARY 27, 2022

Offering tiers is the most common SaaS pricing strategy that enables customers to scale with you, as well as customize options. In other words, if you want to attract SMBs, make sure you have SMB language on your site. Let someone else manage VAT, sales taxes, and compliance. Tiered plans: A common step as companies grow.

Merchant Services 138

Merchant Services Payment Services SaaS Payments Payment Solutions 138

SaaStr

NOVEMBER 19, 2019

Learn what it takes to create your own category, achieve scale in a niche SaaS vertical and how it requires more than just discovering an unmet need. They all looked at me really weird because remember, I’d never done SMB before. Well, in the SMB space within physical therapy, most of the owners are actually operators as well.

Scale 168

Scale SMB VP of Engineering Leadership 168

Tom Tunguz

JUNE 19, 2016

As startups scale and address incremental customer segments, the marketing mix becomes more complex. Customers will be confused.

Pricing 110

Pricing Startup Strategy Development 110

Frontegg

NOVEMBER 25, 2021

Main benefits of using SSO platforms include: Added ease of use for end-users, which enhances customer satisfaction Less stress on developers to create new authentication solutions Improved security and compliance capabilities A seamless experience that is easy to integrate Better and easier to manage, especially while scaling up fast.

B2C 98

B2C Scale Identity management Enterprise readiness 98

Frontegg

AUGUST 12, 2021

Pros: Good integration capabilities, Strong security Cons: Costs add up quickly while scaling up fast, Getting started can be complex Pricing: $2/month/user (Basic), $8/month/user (Ent.) Scaling up fast and need a solid Single Sign-On solution? 1500 minimum. #2 2 – Auth0. 3 – Frontegg. 7 – SecureAuth.

B2C 98

B2C Identity management Systems Review B2B 98

Sales Hacker

FEBRUARY 2, 2021

SMB Sales vs Enterprise Sales Process. Security : Are all data fully protected and in compliance with privacy policies? SMB Sales vs Enterprise Sales Process. There’s already a movement towards personalization and relevance at scale, even at the small and medium size deals. What Is Enterprise Level Sales? Key Takeaways.

Scale 96

Scale Enterprise Marketing Sales 96

BetterCloud

MARCH 15, 2022

With centralized SaaS visibility, automation, and security in one platform, an SMP’s value scales over time as you leverage and extend more of its capabilities. Security and compliance requirements can also greatly affect IT’s choice in what solutions they can and should use. How does an SMP compare to a SAM, CASB, IAM, IGA, or iPaaS?

Management 52

Management SaaS compliance Marketplace as a Service 52

Neil Patel

NOVEMBER 29, 2020

In the event of a legal or compliance issue, call recording will cover your bases. Many companies still maintain their own call centers and it can be important to keep everything in house for compliance reasons. Talkdesk has rolled out affordable solutions for SMB call centers. Well it’s all true. Cloud Call Center Software.

Payment Solutions 144

Payment Solutions Software Review Payment Methods Software 144

SaaStr

JULY 2, 2019

Dannie : The way we specialized is we segmented, so SMB originally, enterprise, large enterprise. Dannie : I think I mentioned this earlier, but when I was hired on, I hired onto lead an SMB team that was newly formed. Dannie : At this point, we started thinking how do our peers, staff, go-to-market teams, downmarket in the SMB?

Enterprise 143

Enterprise Scale Sales Hiring SMB 143

SaaStr

JULY 19, 2019

250: Peter Yared is the Founder & CEO @ InCountry, the startup that allows you to operate globally with data residency as a service meaning they store your mission-critical data in it’s country of origin, without compliance. The other one really applied to enterprise and SMB, is where on earth do I start?

VP of Engineering 130

VP of Engineering CTO Hire Technical Review Sales Hiring 130

OpenView Labs

MAY 5, 2021

Related podcast episode: How MongoDB Scaled Their Open-Source Product with a Bottom-Up and Top-Down Sales Motion. However, a good question to ask yourself when considering the reduced friction is: Could you get the same benefit with a scaled-back, freemium offering? Are you targeting enterprise or mid-market/SMB?

Business 52

Business SMB Scale DevOps as a Service 52

OPEXEngine

FEBRUARY 22, 2022

SMB customers will want high-touch sales engagement and service delivery but SMM SaaS companies will likely not have the budget necessary to justify providing this level of sales support. The Avalara product is a point solution , which is the term for a product that performs a singular function, in this case, tax compliance.

SaaS Payments 52

SaaS Payments Payment Services Payment Methods Marketplace as a Service 52

Intercom, Inc.

DECEMBER 13, 2018

Not to connect everyone – because everyone is already connected in the company – but to keep the culture and to scale the culture as they grow. We are going from having an enterprise business to having a mid-market business to investing in an SMB business. Julien: Next for Workplace, we have to keep scaling the business.

Scale 151

Scale Marketplace as a Service Mobile Sales Hiring 151

FastSpring

DECEMBER 7, 2023

In this episode of Growth Stage, Carl will dives into his experience running acquisitions of SMB software businesses, including: His thoughts on what makes a software company a good target for an acquisition by a brand. Our company was founded 13 years ago, to really take a lot of the headaches away from operating a WordPress site at scale.

Software Review 147

Software Review Technical Review Development Team Review Branding 147

Audacix

OCTOBER 19, 2023

This documentation is crucial for compliance, audits, and future reference. The vulnerability management tool is also well-known in the SMB landscape, because of phishing awareness which is crucial in the complex security infrastructure of large-scale organizations as well.

Underperforming Technical Team 40

Underperforming Technical Team Enterprise Software Management 40

Audacix

OCTOBER 19, 2023

This documentation is crucial for compliance, audits, and future reference. The vulnerability management tool is also well-known in the SMB landscape, because of phishing awareness which is crucial in the complex security infrastructure of large-scale organizations as well.

Underperforming Technical Team 40

Underperforming Technical Team Enterprise Software Management 40

How To Buy Saas

APRIL 14, 2022

Completely free for a small-scale business. For large-scale businesses, it is highly affordable and worth the value. With so much to do, for free, I feel Sendinblue is the best tool to be chosen by any business across the globe to scale their online business to new heights. How is that possible to integrate into your business?

Systems Review 52

Systems Review Software Review Scale Pricing 52

ProfitWell

SEPTEMBER 3, 2019

The companies we chose serve customers of all sizes—from individual business users to small and medium businesses (SMB) to the enterprise. In the Plus plan, you pay up to $15 per month and get unlimited searches and integrations, as well as enterprise-level services such as single sign-on, compliance reporting, and guaranteed uptime.

Pricing 69

Pricing Scale Technical Review compliance 69

Andreessen Horowitz

NOVEMBER 17, 2023

And as I looked through the list of things like HIPAA compliance and cloud prem solutions that our customers were really, really clamoring for, I thought, “there’s no way we will build any of this,” right? Because you sell in the enterprise in a very different way than you sell in SMB.

Sales Hiring 85

Sales Hiring Scale Sales Underperforming Technical Team 85

SaaStr

APRIL 3, 2019

So tell me, how did you make your way into the world of startups and come to be CRO for one of the fastest scaling, I think it’s eighth fastest scaling of all time in Flexport. It’s often said that the specialization of roles is always an inevitable part of company scaling and leaders must know when they are and act fast.

Scale 100

Scale Sales Hiring Systems Review Marketplace as a Service 100

FastSpring

DECEMBER 8, 2022

As a former agency owner, now the Chief Marketing Officer at FastSpring, David Vogelpohl has helped many software companies scale around the world. We’ll handle all the hard stuff, such as localizing checkout, billing and ecommerce compliance, and tax management — and let you focus on building and growing your SaaS business.

Payment Methods 78

Payment Methods Payment Solutions SaaS Payments Software Review 78

Mucker Capital

APRIL 6, 2023

Before you scale the acquisition like crazy, really figure out how to activate new users, how to convert them. Then, any marketing budget or any acquisition effort you do at large scale is not wasted. Are you interested in learning how I can help you set a better compliance? ” Figure out the foundational things.

Startup 52

Startup Scale CTO Hire Outsourced Development 52

SaaStr

AUGUST 15, 2020

And well, that simplicity theme obviously is so massive and also just doing more in the product when you have that massive scale that you all have at Algolia and New Relic has as well. Loren Padelford: And it’s possible because we built a platform to manage the scale of millions of merchants. Because that doesn’t scale.

Payment Methods 197

Payment Methods Merchant Services Scale Payments 197

SmartKarrot

OCTOBER 23, 2020

Develop company-wide customer success motion onboarding processes, between Compliance, Marketing, Sales, Product, and Technology to identify opportunities and risks of onboarding and retention. You will lead the Customer Support function to continue to meet the demand of the growing partner base as the business scale up and growth needs.

Outsourcing Services 10

Outsourcing Services Customer Success Outsourced Development Scale 10

SaaStr

NOVEMBER 22, 2019

You can’t have one person be the deep technical expert that engages with the chief information security officer to talk about compliance as well as then is able to come up with the economic model that ends up in the quote as well as then is the customer care professional that’s onboarding and monitoring for adoption.

Underperforming Technical Team 156

Underperforming Technical Team SaaS Payments Payment Services Technical Advisors 156

SmartKarrot

DECEMBER 21, 2020

Apply here: [link] Role: Head of Customer Success Location: Austin, TX, US Organization: Atlassian As a Head of Customer Success, you will define and implement a strategy to improve customer experience, scale the team, develop talent, balance cost, lower churn, etc. Communicate product roadmap to customers.

Customer Success 10

Customer Success Scale Leadership SMB 10

Sales Hacker

OCTOBER 7, 2021

Cassie is an operating partner at Primary Venture Partners, where she works closely with Primary’s portfolio companies to help them build, scale and optimize their go-to-market efforts. It took me a long time to admit to myself that I don’t enjoy transactional SMB sales. What you do matters, but character matters more.

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130