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? Yes, it does not scale, but the beauty is the product. Does one have to move to enterprise?

Scale 124

Scale SaaS Payments Sales Recruiting Payment Services 124

SaaStr

FEBRUARY 8, 2019

Having led and scaled numerous sales teams, does Bridget agree the best sales reps are outgoing and extroverted? How does the successful profile of a sales rep depend on (1) whether you are selling to SMB or enterprise? (2) So I think it very much depends on the question that you asked of SMB versus enterprise.

Sales Hiring 112

Sales Hiring Scale Sales SMB 112

SaaStr

JUNE 21, 2019

* Messaging is very dependent on the customer being targeted, how does the messaging need to be different when targeting SMB vs enterprise? How does the creative plan to get the message to the target customer change dependent on SMB vs enterprise? Where does Sara see most people go wrong here? * How do you think about that?

Scale 134

Scale Sales Hiring SMB Interviewing 134

SmartKarrot

FEBRUARY 20, 2023

Provide team managers helpful coaching and feedback so they can successfully lead our three customer success segments (Enterprise, Mid-Market, and SMB). Create, provide, and administer high touch and large-scale programmes to satisfy the requirements of various customer segments. Create listening locations along the way.

Customer Success 19

Customer Success Scale Communication Technical Review 19

SaaStr

MARCH 12, 2019

How can founders know when is the right time to make the move from SMB to enterprise? Where does Erica often see founders make mistakes with this scaling? With the scaling of departments and teams, what has Erica seen work really well when it comes to making cross-functional teams communicate really well? That is so important.

Scale 168

Scale Enterprise Scaling Sales Hiring 168

SaaStr

OCTOBER 3, 2023

Finding product market fit Moving from SMB to Enterprise or vice versa Achieving Enterprise repeatability Strategic expansion Borland has experienced all four stages at three different companies and knows what teams and functions look like for each stage of growth. You’ll need to define your business objectives for the revenue play first.

Enterprise 225

Enterprise B2B Scale SMB 225

Sales Hacker

SEPTEMBER 23, 2019

Our second sponsor is Outreach , the leading sales engagement platform that enables sales reps to humanize their communications at scale, from automating the soul-sucking manual work that eats up selling time to providing action-oriented tips on what communications are working best. Outreach has your back.

VP of Engineering 52

VP of Engineering Sales Recruiting Sales Hiring Scale 52

Andreessen Horowitz

OCTOBER 16, 2023

They become all about sales and learning sales and scaling sales. Then after pre-product-market fit, the challenge becomes about selling and scaling sales organizations. Peter: Well, a lot of us start our careers as engineers, and a lot of our construction of a business is around the features, and around what the product does.

Product Marketing 74

Product Marketing Scale Sales Hiring Sales Recruiting 74

Sales Hacker

SEPTEMBER 11, 2018

Driving constructive tension between sales and marketing. Outreach triples the productivity of sales teams, empowers them to drive predictable and measurable revenue growth by prioritizing the right activities, and scaling customer engagement with intelligent automation. What You’ll Learn. The optimal pricing strategy to IPO.

Scale 42

Scale SaaS Investment Construction 42

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? What are the dangers there?

Scale 114

Scale SMB Sales Recruiting Sales Hiring 114

SaaStr

JUNE 26, 2022

Instead, pure dominance strategy works once the top competitors have efficient scale. And importantly, in enterprise SaaS, with bigger customers — there often are not that many economies of scale on the sales-marketing-success side. So try to kill them sub-scale if you can. Or Salesforce-for-Construction.

Strategy 70

Strategy Scale SaaS B2C 70

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? What are the dangers there?

SMB 26

SMB Sales Recruiting Sales Hiring Scale 26

SaaStr

JUNE 16, 2020

It’s available to everyone bringing in third party speakers, bringing in, we had Mark Cuban couple of weeks ago, we’re having Brene Brown for our SMB business, around empathy, and leading through courage. It’s the SMB space. In the same construct, what are the opportunities here? One, Salesforce Care.

Sales Hiring 156

Sales Hiring Scale SaaS Payments Payment Services 156

SaaStr

FEBRUARY 7, 2020

What were Karen’s biggest takeaways from seeing the hyper-scaling at Box? Early stage, there’s going to be demand risk and product market fit risk, but later the risk is about the ability to scale. The risks at the growth stage are going to be about, how can you scale? Is it in that scale up phase? I see that.

Scale 168

Scale Underperforming Technical Team Investment Sales Hiring 168

SaaStr

MARCH 3, 2023

At SaaStr APAC 2023, Scott Pugh, VP of Sales at Figma, shared how to scale these two sales teams while building culture. Pugh’s strategy is simple, albeit not always easy: Recruitment — how to hire the best talent to scale your sales organization. Diversity is really important when scaling. Create a buddy system.

Scale 221

Scale Sales Recruiting Sales Hiring Scaling 221

Sales Hacker

OCTOBER 7, 2021

Bring your feelings, gut instinct, experience, and constructive emotion into the boardroom and sit at the table. If you do something constructive with your doubt, and use it to advance yourself, it can be an asset. It took me a long time to admit to myself that I don’t enjoy transactional SMB sales. Cassie Young.

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

SaaStr

OCTOBER 4, 2019

Before that, Jeppe was the CFO @ Tradeshift where he first hand saw their scaling to 190 countries with offices in 6 different locations. How does the product build in the early days differ when building for SMB vs enterprise? Why does Jeppe believe that building for SMB makes it easier to build a great culture internally?

Scale 118

Scale SaaS Payments SMB Sales Hiring 118

SaaStr

OCTOBER 25, 2019

I do want to dig in there, because you were such a transformational moment in Twitter’s trajectory, and so kind of diving in there and really starting on the people side, I’d love to hear what were your biggest lessons on how to hire successfully at such scale? Often early stage startups post raise need to scale and hire quickly.

Sales Hiring 110

Sales Hiring Sales Recruiting Scale Underperforming Technical Team 110