Kellblog

JUNE 17, 2023

They’re also cutting the data by go-to-market (GTM) motion: transactional, solution, or consultative. selling a budgeting system to a VP of FP&A) and “consultative” means a complex sale with multiple constituents. I’ve seen big, rather transactional deals and small highly consultative ones).

Scale 102

Scale Sales Benchmarks Metrics 102

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

Neil Patel

DECEMBER 23, 2020

HubSpot CRM – Best free marketing CRM Really Simple Systems – Best free sales CRM Agile CRM – Best free customer service CRM Flowlu – Best for SMB finance Apptivo – Best for basic business management. Some of the better free products also include: Live chat Invoicing VoIP calling Limited sales automation.

Payment Solutions 139

Payment Solutions Software Review Software Payments 139

Sales Hacker

NOVEMBER 9, 2020

Having the right technology in place is often the difference between success and failure, and this is even more true for startups and SMB, where you have a small team and limited resources. This means responding with greater flexibility, offering shorter billing cycles, subscription pauses, or creative discounts for longer contracts.

Technical Review 118

Technical Review Scale Trends Startup 118

OPEXEngine

NOVEMBER 17, 2020

Subscription companies have to have a policy about when customers who have not renewed their subscription contract are no longer existing customers, and if they do resubscribe, they are now new customers. For monthly subscriptions, it may be the day after the subscription expiration.

Systems Review 52

Systems Review Technical Review Payment Features Scale 52

SaaStr

OCTOBER 29, 2019

This is a mobile solution for SMB’s to send an invoice and get paid. It was written by some of the partners from a premier pricing consultancy called Simon and Kutcher and it’s one of my favorite pricing books. That team is focused on the SMB segment, customers 250 employees or less. So, what did they do?

Payments 101

Payments Pricing Compensation SaaS Payments 101

SaaStr

JUNE 1, 2021

I’m going to skip by my life story, and how I grew up as a small child in India, and how the dusty streets influenced my take on unit economics, and SaaS subscription models. Do not…,” and the reason is no one hardly ever has succeeded in building a big business in SMB. I’m paraphrasing… [laughter].

Part-Time VPE 229

Part-Time VPE Technical Cofounder CTO Hire New CTO 229

Software Platform Consulting

MAY 20, 2019

Upwork has offerings for all sizes of clients from SMB to the enterprise. Upwork has a more complicated business model involving a freemium offering, subscription offerings with differing transaction rates for freelancers and clients. appeared first on Software Platform Consulting. Upwork even has a managed services offering.

Marketplace as a Service 40

Marketplace as a Service Software Review SMB Web Development 40

ChurnZero

JANUARY 4, 2019

Whether that’s AI-enabled analysis of customer data to help teams be proactive, in-house virtual assistants that are a resource to support teams as they work with customers or other operational applications, AI will play a larger role in this capacity next year.” – Julia Ahlfeldt, Customer Experience Advisor, Julia Ahlfeldt CX Consulting.

Customer Success 73

Customer Success SaaS Payments Payment Services Payment Solutions 73

Intercom, Inc.

JULY 29, 2021

SaaS is the subscription business. But because they couldn’t be in the office, we brought in some consultants on the sales enablement side and we beefed up our sales force and our customer platform. We have SMB mid-market enterprise. SaaS is the subscription business. How did that process look?

Sales Hiring 223

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

Aaron Beashel

MARCH 9, 2018

The end users of their software are marketers at SMB companies and they sell their product for around $100 per month (Meaning the Annual Contact Value is around $1000). If you’re taking a sales-lead approach, then offers like demo requests, free consultations, etc are common. Factors to consider. Business Resources.

Scale 192

Scale SaaS Payments B2B Strategy 192

Intercom, Inc.

OCTOBER 29, 2019

You can’t find email lists using Job-to-be-Done, but you can find ones for B2C subscription businesses that have a high volume of website traffic. Sales: Be able to route prospects to our self-service flow or the most appropriate team within Sales, e.g. startups, SMB, MME, based on well-defined customer segments.

Business 184

Business B2C Scale Headcount 184

Sales Hacker

FEBRUARY 12, 2021

Enterprise CRM vs. SMB CRM. Inventory management capabilities: price, quotes, invoices, purchase orders. Price : For accurate pricing options, schedule a free consultation. Subscription-based sales automation. But what exactly makes a CRM ideal for a large company? Workflows and email automation. Sales forecasting.

Payment Solutions 85

Payment Solutions Enterprise Scale Payments 85

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

ChurnZero

JANUARY 4, 2019

Whether that’s AI-enabled analysis of customer data to help teams be proactive, in-house virtual assistants that are a resource to support teams as they work with customers or other operational applications, AI will play a larger role in this capacity next year.” – Julia Ahlfeldt, Customer Experience Advisor, Julia Ahlfeldt CX Consulting.

Customer Success 49

Customer Success SaaS Payments Payment Services Payment Solutions 49

ChurnZero

MARCH 18, 2022

Speaker: Dave Kellogg , Principal, Dave Kellogg Consulting. Q: What’s the rationale for keeping the cadence on Monthly Recurring Revenue (MRR) versus Annual Recurring Revenue (ARR)? It’s subscription growth margin, which plays into CAC payback period. If you missed the webinar, you can watch it on-demand. Q&A recap.

Customer Success 98

Customer Success Metrics SaaS Banking 98

SmartKarrot

OCTOBER 11, 2022

Deploying the platform using a consultative approach that assists customers in meeting their strategic goals while simultaneously quickly achieving value. Drive and build repeatable processes in the SMB and MM book of business. Personally manage escalations from your direct reports, and follow a methodical escalation process to execs.

Customer Success 19

Customer Success Technical Review Systems Review Outsourced Development 19

Chart Mogul

SEPTEMBER 15, 2023

Software subscriptions are the life of every SaaS business and must be accounted for properly in your general ledger. That is SaaS subscription revenue and the corresponding deferred revenue balance. I’m also a board member of Beek , a B2C subscription audiobook company, and I’ve advised many companies across both models.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

SaaStr

JULY 1, 2020

I’m looking at it and I’m like, “Who’s got the Wall Street Journal subscription? Then, we’ll end of the day with me and Stewart Butterfield and obviously Slack is doing well, but Slack also has a massive SMB base and its challenges. Let’s cancel it. It’s $9 a month.

Merchant Services 180

Merchant Services Scale Sales Recruiting Sales 180

SaaStr

AUGUST 9, 2019

Prior to Kustomer, Vikas spent over 20 years implementing, consulting, marketing, and selling CRM and ContactCenter solutions with companies like LivePerson and Oracle. It’s not an SMB where you’re getting volumes of 100 a day. You said there about mid-market and it not having the same velocity of SMBs.

SaaS Payments 130

SaaS Payments Cloud Technical Review Scale 130

Sales Hacker

AUGUST 25, 2020

If you missed episode 123, check it out here: How to Go From a Transactional Model to a Subscription Model with Brandon Meyers. The first is Sapper Consulting. But Sapper Consulting has built REGIE to keep the promise of sales enablement and keep your team doing what they do best, which is winning. We’re on iTunes.

Management 73

Management Sales Recruiting Sales Hiring Development Team Review 73

SmartKarrot

JULY 3, 2020

Role: Customer Success Manager Location: Columbus, OH, US Organization: FloQast As a Customer Success Manager, you will manage a diverse portfolio of customers, from SMB to enterprise, develop new business from existing clients and manage the client relationship. Own the overall post-launch relationship with your FloQast customers.

Customer Success 10

Customer Success SMB Consulting Onboarding 10

FastSpring

DECEMBER 8, 2022

Note: FastSpring’s Revenue and Subscription Dashboards quickly show our customers where their revenue is coming from, the average order value or MRR per country, promotions performance per country, and more. “So I can see: is there an ecosystem around what’s happening that I can maybe try to tie into with my marketing?”

Payment Methods 78

Payment Methods Payment Solutions SaaS Payments Software Review 78

SaaStr

SEPTEMBER 27, 2019

And that was around the time that I left and then since then HubSpot has built an invoice generator and a bunch of other things. So we created an out of office email template builder. So it’s like someone properly raising their hand.

Sales Hiring 129

Sales Hiring Sales Recruiting Scale Software Review 129

Unbounce

JUNE 16, 2020

especially for SMB SaaS startups. These are often built with agencies, consultants, and managed-service-providers (MSPs) in mind. In trying to find a PRM solution for Unbounce, it was frankly hard to find a provider with a focus on SMB SaaS. Tom Tunguz, Venture Capitalist at Redpoint. Reseller Programs. Check them out.

Outsourcing Services 131

Outsourcing Services Sales Recruiting Scale SaaS 131

Sales Hacker

OCTOBER 7, 2021

Always seek to understand, seek more input, and consult your own tribe to decide what’s for you and what is not. Cassie spent the first pre-SaaS chapter of her tech career in growth roles in subscription and marketplace businesses (TheLadders.com, GLG). Believe in yourself and be open to what you can learn from each experience.

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

SmartKarrot

JULY 25, 2022

Apply here: [link] Role: Senior Customer Success Manager Location: Remote, United States Organization: Ai Palette As a Senior Customer Success Manager, you will manage a group of clients, making sure they maximize their Ai Palette subscription and services. Maximize renewal rates and recurring revenue; ensure customer growth.

Customer Success 3

Customer Success SMB AI Forecasting 3

SaaStr

SEPTEMBER 13, 2019

Before Gainsight, Allison started her career in NYC with stints at Bain and The Boston Consulting Group. Allison Pickens: As companies were shifting from on-premise software, perpetual license models, to the SaaS subscription model they were realizing, actually, that they would be making money over time, in triple, from their clients.

Engineering 26

Engineering Scale Underperforming Technical Team Customer Success 26