SaaStr

DECEMBER 29, 2019

I know some VCs will take shots at this statement, and I mean it more as a construct than a reality. Enterprise deals are nothing like SMB deals, most especially over the long term. Some take-aways: If You Truly Have Net Negative Churn and High NPS — Then Almost Any Reasonable CAC Makes Sense.

Scale 339

Scale Churn Construction SMB 339

Clouded Judgement

JUNE 9, 2023

They were also more constructive on cloud optimizations bottoming. Usage on Snowflake is driven by queries run on Snowflake Azure: Neutral Tone With Strength in AI Overall I’d characterize Azure’s quarter as a net positive. ” They’re also seeing some real strength in AI Services.

Trends 130

Trends Cloud Azure AWS 130

Neil Patel

DECEMBER 8, 2020

Clockify – Best Reporting Features Time Doctor – Best for Employee Monitoring Toggl Track – Best for Holding Everyone Accountable TSheets – Best for GPS Monitoring Tick – Best for SMB Time Management. It’s a favorite for property developers, construction companies, and other field service-oriented businesses.

Payment Solutions 140

Payment Solutions Software Payment Methods Payments 140

SaaStr

FEBRUARY 8, 2019

How does the successful profile of a sales rep depend on (1) whether you are selling to SMB or enterprise? (2) Number one, does the success profile differ on the market that one’s approaching, be it SMB or Enterprise, does that make a difference? In an SMB rep we see payback periods within, gosh after training four months.

Sales Hiring 113

Sales Hiring Scale Sales SMB 113

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 125

Scale SaaS Payments Sales Recruiting Payment Services 125

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). becoming a member of the group that conducts creative pilot projects and achieving ground-breaking successes for our clients giving our product team frank and constructive criticism.

Customer Success 19

Customer Success Scale Communication Technical Review 19

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 135

Scale Sales Hiring SMB Interviewing 135

Sales Hacker

DECEMBER 1, 2017

When integrated correctly, virtual sales assistants can become a hugely valuable asset to your SMB company. It means that everyone is getting constructive criticism/feedback along with some praise every week. Part of the allure of VAs is they are typically more cost effective than hiring another employee locally.

Sales Hiring 96

Sales Hiring Outsourcing Services Sales Recruiting Sales 96

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 209

Enterprise B2B Scale SMB 209

Sales Hacker

SEPTEMBER 23, 2019

Prior to Slack, Kevin spent four years as VP of Sales at Dropbox, where he helped build the outbound sales team covering SMB through large enterprise. Sam Jacobs: What is the role of sales in this construct (A), and then (B) is it the same profile of person as it would be at a more traditional outbound B2B enterprise sales solution?

VP of Engineering 52

VP of Engineering Sales Recruiting Sales Hiring Scale 52

Sales Hacker

SEPTEMBER 11, 2018

Driving constructive tension between sales and marketing. Even the sizes of companies–you have enormous companies that sell to the SMB and enormous companies that sell to the mid market and the enterprise, and the capital efficiency for each of those businesses is close to the same. What You’ll Learn. We’re on iTunes.

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 112

Scale SMB Sales Recruiting Sales Hiring 112

Andreessen Horowitz

OCTOBER 16, 2023

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. And they were designed more for SMB. It’s a bit of a chicken-egg thing. It’s all technically oriented, right? So for that one, you really want to start broad and then segment.

Product Marketing 75

Product Marketing Scale Sales Hiring Sales Recruiting 75

Neil Patel

OCTOBER 21, 2020

How Can Ripoff Reports Help E-Commerce, Local, and SMB? This way, you are using the consumer’s grievances constructively and will come out ahead of the situation, despite the potential and temporary ding to your reputation. For small business owners, suing is not a viable option. Here’s how. Focus on Superior Customer Service.

Payment Methods 126

Payment Methods Payment Services Marketplace as a Service Payments 126

SaaStr

MARCH 12, 2019

How can founders know when is the right time to make the move from SMB to enterprise? Because one message isn’t necessarily always transferable when considering kind of SMB to enterprise. ” How do you know when’s the right time to think about moving from an SMB and mid-market to enterprise?

Scale 154

Scale Enterprise Scaling Sales Hiring 154

SaaStr

JUNE 26, 2022

It can be hard for a smaller team to keep up on the human capital side, in a way with a simpler B2C or SMB-focused app, maybe they could. Or Salesforce-for-Construction. If you think you could rebuild all of Salesforce’s rich CRM functionality in even 5 years, you are dreamin’ OK great, so what’s to do here?

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

Sales Hacker

FEBRUARY 5, 2019

If you have a product that is absolutely crushing it in SMB/mid-market, you may be tempted to dive straight into the Enterprise market. SMB and Mid-Market orgs don’t have an analytics department with data scientists, so the technology fills the gap. SMB products tend to have similarly less flexibility or customization capability.

SaaS Payments 58

SaaS Payments Sales Hiring Payments Enterprise 58

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

And do have to ask one final thing from Aaron, I’ve got to give him so much credit for basically constructing the schedule here. And we had a ton of inbound SMB and enterprise action as a result. I think many people consider it too late. We’ve spoken a lot about your time with Box and Aaron. What a hero.

Scale 169

Scale Underperforming Technical Team Investment Sales Hiring 169

SaaStr

OCTOBER 11, 2019

So once we have that playbook that we’ve constructed ourselves for our individual company, it’s one step to have it, it’s another to turn it into repeatable and actionable. You really have to create it for yourself and what’s right for your team and your audience.

B2C 131

B2C Technical Advisors Sales Hiring Branding 131

SaaStr

MARCH 3, 2023

For SMB mid-market, it’s typically around 2-3 months. Constructive feedback is also important. So remember that constructive feedback means a compassionate, one-on-one conversation, while positive recognition can be done in a group setting to boost morale. If they’re not, you likely need to fix something within your business.

Scale 203

Scale Sales Recruiting Sales Hiring Scaling 203

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.

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

Sales Hacker

AUGUST 25, 2020

I have a sales org that spans both acquisition as well as existing customer retention and growth, and everything from SMB to our key and Global Accounts. And so, I was left with one option which was to run the SMB business, which on paper was not necessarily the job that I think would have been as appealing.

Management 72

Management Sales Recruiting Sales Hiring Development Team Review 72

SaaStr

OCTOBER 4, 2019

Why did Jeppe decide to focus on SMBs from Day 1? 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? How did you think about this, and why did you start with SMB? What changes? *

Scale 119

Scale SaaS Payments SMB Sales Hiring 119

SaaStr

OCTOBER 25, 2019

The value for a video company is production related, and the value for a construction company for Airtable is specific to that construction use case. The only objection when they invested was that this sort of store thing for SMB was so small, they projected the maximum exit would be seven hundred million.

Sales Hiring 106

Sales Hiring Sales Recruiting Scale Underperforming Technical Team 106