SaaStr

NOVEMBER 28, 2022

This may look like moving from a mid-market business to an SMB, and eventually to an enterprise. Governance and compliance are core to alignment. Achieving 10X growth results from the repeated execution of common SaaS growth strategies. Look at the four common strategies to explore for your SaaS business: Expanding to new markets.

Scale 207

Scale Finance Sales Hiring Scaling 207

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 Cloud Revenue Technical Advisors 183

SaaStr

JANUARY 12, 2022

Another top mistake SMB folks make trying to sell enterprise. 5M in ARR b/c we were too small a co and compliance dept blocked renewal (shoulda raised price I guess…) ” — Jared Hansen, CEO Thrilling Foods. You just close more, and churn less, and upsell more, when you show up. isn’t enough in the enterprise.

CTO Hire 284

CTO Hire Sales Hiring New CTO CTO 284

Neil Patel

DECEMBER 14, 2021

This announcement is a testament to the hard work of our growing pool of talented employees as well as our major enterprise and SMB clients. Our SMB Clients. That’s why we’re committed to using our experience to help SMB clients reach their full potential. Contact us to learn how we can help your SMB grow.

Technical Review 92

Technical Review SMB Sales Hiring Finance 92

Tom Tunguz

JUNE 19, 2016

When a startup moves from serving the SMB segment to the midmarket to the enterprise, messaging must change because enterprise buyers care about different things including security, large user base management, compliance and other features that small to medium businesses never consider.

Pricing 109

Pricing Startup Strategy Development 109

SaaStr

OCTOBER 15, 2019

Unlike when selling into SMB businesses that kind of can go from a demo, to a conversion, to a close in a matter of days, enterprise sales is a lot more complicated and it’s hard to navigate through. So as Lauren sort of alluded to, we started by focusing on SMB’s. It’s not going to work.

Underperforming Technical Team 156

Underperforming Technical Team Sales Hiring compliance SMB 156

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. What Is Enterprise Level Sales? The Models of Enterprise Level Sales. How to Get Into Enterprise Level Sales. How Much Does an Enterprise Sales Rep Make? Key Takeaways.

Scale 95

Scale Enterprise Marketing Sales 95

SaaSOptics

MAY 30, 2018

QuickBooks is an easy decision for a SaaS startup or SMB. However, subscription-based businesses quickly run into challenges.

Revenue 40

Revenue SMB compliance SaaS 40

Tom Tunguz

JULY 14, 2013

At the outset, the company targets the less sophisticated SMB segment which doesn’t demand the compliance, heavy security and integration features needed by enterprise customers. This also decreasing time to market and provides revenues and product feedback in the short term.

Sales Hiring 100

Sales Hiring Venture Capital SaaS Machine Learning 100

OpenView Labs

MAY 29, 2019

As consumers become more anxious about data, GDPR compliance is at the top of the list for enterprise companies right now, and if you don’t have it, your product likely won’t even be considered. I like to use a contracts and compliance manager for this critical responsibility. Rigorous security requirements. Integration options.

Enterprise 65

Enterprise SaaS Outsourced Development compliance 65

SmartKarrot

NOVEMBER 29, 2021

Guide customers on non-technical issues such as data security and governance, compliance, and contracting. Apply here: [link] Role: Customer Success Manager, SMB Location: Remote, United States Organization: AtoB As a Customer Success Manager, you will oversee and own a dedicated book of business of SMB customers (fleet owners and managers).

Customer Success 19

Customer Success Sales Hiring Technical Review SMB 19

OpenView Labs

MAY 29, 2019

As consumers become more anxious about data, GDPR compliance is at the top of the list for enterprise companies right now, and if you don’t have it, your product likely won’t even be considered. I like to use a contracts and compliance manager for this critical responsibility. Rigorous security requirements. Integration options.

Enterprise 40

Enterprise SaaS Outsourced Development compliance 40

SaaStr

JULY 14, 2022

Talkdesk, last valued at $10B, started off as an SMB Zendesk and Salesforce plug in at a $25m valuation when I first invested. That’s a big change from a grab-and-go SMB solution in the early days. Because they want custom features, compliance, security etc. As a side note, SMB SaaS companies often hit TTAM issues earlier.

SMB 310

SMB Enterprise Government compliance 310

SaaStr

MARCH 28, 2024

Our thesis here is that there is a growing need for cybersecurity offerings for the SMB, the best way to deliver that offering is via managed service providers, and winning companies will take a platform approach to building products and features that are at parity to what enterprises have access to.

Venture Capital 256

Venture Capital Cybersecurity Artificial Intelligence Scale 256

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

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

User Pilot

AUGUST 6, 2023

Data security or compliance risks. Source: SMB Compass. Failing to centralize customer data could lead to the creation of data silos which bring drawbacks like: Hindering cross-department collaboration. Inconsistent data reporting. Miscommunications (both internal and external).

Investment 97

Investment Banking Social Media Customer Lifetime Value 97

Intercom, Inc.

DECEMBER 13, 2018

We are going from having an enterprise business to having a mid-market business to investing in an SMB business. With our go-to-market strategy, as you said, we turned the playbook upside down and we’re going from the enterprise to mid-market to SMB. Ultimately, the product works for every company.

Scale 151

Scale Marketplace as a Service Mobile Sales Hiring 151

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

Point Nine Land

JANUARY 17, 2019

The advantages of tokenizing these assets are that compliance can be hard-coded, the assets can be fractionalised, making them more affordable for some investors, and much of the back office, auditing and settlement processes can be automated, reducing transaction fees, amongst other things. inVision and Intercom launching their app store).

Technical Review 40

Technical Review Marketplace as a Service Software Review Venture Capital 40

Sales Hacker

AUGUST 23, 2018

You might optimize your prices and meet compliance regulations or you might have the best sales tools at your disposal. Starting off with SMB sales can be an advantage. But it’s mostly easier to target your sales strategy towards SMBs. Yet, all else can fail if you don’t know what to do and what not to do in B2B sales.

B2B 55

B2B Development Team Review Underperforming Technical Team Sales 55

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 268

Scale Business Finance compliance 268

FastSpring

DECEMBER 8, 2022

Offloaded Sales Tax And Compliance Management At FastSpring, we act as the merchant of record for all transactions on your site, making us responsible for collecting and remitting taxes on your behalf. Whether you’re trying to manage reduced tax rates, customized taxation, tax-exempt transactions, B2C or B2B — everything is handled for you.

Payment Methods 78

Payment Methods Payment Solutions SaaS Payments Software Review 78

SaaStr

DECEMBER 1, 2021

Romain’s last SaaStr session “ How to Close Your First 1000 Customers Based Solely on Data ” is still one of our all-time top watched sessions, so at this edition of SaaStr Scale, he’ll be refreshing this now that Gorgias’ growth has exploded and sharing “ Acquiring SMB 10,000 Customers Solely from Data.”

Scale 210

Scale Scaling SMB compliance 210

SaaStr

SEPTEMBER 14, 2023

SMB is more transactional, and Enterprise reps need to be subject-matter experts, know the industry, the workflow, the competition, etc. No one needs the 11th most boring article on compliance. The Takeaway: If you don’t hire someone or deeply become the VP of Sales yourself, it won’t work. All in all, you need a VP of Sales.

Outsourcing Services 213

Outsourcing Services Sales Hiring Scale Sales Recruiting 213

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. compliance. What factors beyond financials makes a target even more valuable. And that can cause a problem.

Software Review 128

Software Review Technical Review Development Team Review Branding 128

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

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 214

Scale SMB Sales Hiring Payment Services 214

SmartKarrot

DECEMBER 21, 2020

Handle overall responsibility for managing the customer relationship with Sage Intacct’s SMB customer base. CSM’s are responsible for renewal compliance, renewal SO, and SFDC opportunity to closure. Serve as the “voice of the customer” to product management, ensuring product roadmap reflects customer need.

Customer Success 10

Customer Success Scale Leadership SMB 10

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 264

Sales Hiring SMB Scale Cloud 264

FastSpring

JANUARY 27, 2022

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. Our merchant of record service might free you from worrying about sales taxes, VAT, compliance, audits from foreign tax agencies, and much more.

Merchant Services 110

Merchant Services Payment Services SaaS Payments Payment Solutions 110

SaaStr

NOVEMBER 19, 2019

So I went down the hall, met with the head of marketing, and I discovered a lot about in bound SaaS, about SMB, the importance of building this machine as I call it now that generates all these lovely leads. They all looked at me really weird because remember, I’d never done SMB before. Liberate some operating expenses.

Scale 169

Scale SMB VP of Engineering Leadership 169

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 146

Enterprise Scale Sales Hiring SMB 146

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

Sales Hacker

APRIL 21, 2022

After a couple of years, we had built a solid SMB business, but realized that in order to hit our growth goals we needed to move up-market. Companies also need to keep in mind that most enterprise buyers have less price sensitivity than SMB buyers. It’s an acquisition motion similar to consumer or SMB marketing.

Marketing 85

Marketing Sales Hiring SaaS SMB 85