SaaStr

MARCH 7, 2021

5/ Moving from CTO-led -> VPE-led dev team. Most of us hire a VP of Engineering to take over from our CTO because we see the CTO is getting burnt out, or has trouble building a dev team > 8-9 folks, or gets disinterested in solving technical debt, bugs, etc. Field vs. mid-market vs SMB early. More here.

Part-Time VPE 262

Part-Time VPE Sales Recruiting Sales Hiring Scale 262

SaaStr

JUNE 27, 2019

When we were SMB focused in the early years, our sales cycles were quick. Product org changes quite a bit as well and as one chief product officer shared with me, he said, “You know, when we made the transition from SMB to enterprise, we went from being kind of in control of our own destiny and certainly of our own time.

Scale 175

Scale Enterprise Scaling Sales Hiring 175

OpenView Labs

MARCH 10, 2020

While the CTOs may be directly involved in the purchase decision-making at the startup and SMB organizations, the role of the CTO at larger organizations can be very different, and not all CTOs look the same. “A A lot of our clients want to target CTOs or C-level executives,” said Valentino Volonghi, CTO of AdRoll.

Enterprise 52

Enterprise Software Review CTO Hire Software 52

Point Nine Land

OCTOBER 8, 2021

Graneet is live in France and servicing all types of SMB customers; from general contractors to very specialised service providers. Graneet’s beautiful UI :) The platform is beautiful and super easy to use and ultimately becomes the key sidekick of the business owner becoming a solution that is used ongoingly throughout the month.

Technical Cofounder 52

Technical Cofounder Construction Payment Solutions SaaS Payments 52

SaaStr

DECEMBER 3, 2020

Bret was formerly the CTO at Facebook. And so, as you can imagine, some of it landed, most of it didn’t early on, but we skipped the whole go from SMB to mid-market to enterprise and just went SMB transactional right after the Fortune 500. Quip was founded by Bret Taylor and Kevin Gibbs. Sam Taylor: And so, I met Bret. .”

Scale 177

Scale Sales Hiring Sales Recruiting Sales 177

SaaStr

SEPTEMBER 26, 2019

So up to 100-150K and SMB, we’re at 2K. And we were acting as the CTO of Gap and whatever, another title. The next stage was we hired more junior people who would do the first call and work on SMB accounts and we would have the more senior work on mid-market and enterprise accounts. Gaetan Gachet : Depends on the segment.

Scale 141

Scale Sales Hiring Sales Recruiting Technical Advisors 141

ChurnZero

DECEMBER 9, 2022

We had to say: what does SMB want? So, we combined our 20 products into one and said here’s a package for SMB, here’s a package for mid-market, and here’s a package for enterprise. What does the sub-100 (emerging) want? What does the middle market want, and what are they trying to do? It gets quite complex.

CTO Coach 52

CTO Coach Customer Success VP of Engineering CTO Hire 52

SaaStr

JUNE 1, 2021

Co-founder and CTO Dharmesh Shah shared with us how they got there — and the top mistakes they made — just 3 quarters after their IPO. You will fail if you: 1) try to build a suite of products out of the gate, 2) focus solely on SMBs, or 3) have an MBA. But of course, it wasn’t always quite that big!

Part-Time VPE 216

Part-Time VPE Technical Cofounder CTO Hire New CTO 216

SaaStr

DECEMBER 20, 2023

So to serve both segments at the simultaneously, ZoomInfo has been rolling out a Product-led sales motion, that gives the ability for an SMB customer to sign up directly on their website for a free trial and grow into a paid customer, without ever having to talk to an sales rep or go through a demo process.

New CTO 246

New CTO Scale Sales Hiring AWS 246

SaaStr

JULY 13, 2023

A simplistic way to look at it — Revert back to sales closing 3-5x what they take home—at least 3x for SMB, 4x for mid-market, and 5x for enterprise. Truly great founders that have a great CTO that can build amazing software and they do not quit and commit for years and understand a market, I’ve seen zero percent fail,” says Lemkin.

CTO Hire 171

CTO Hire Sales Recruiting Sales Hiring Scale 171

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 163

Scale Enterprise Scaling Sales Hiring 163

Sales Hacker

JANUARY 21, 2020

SMB Sales & SDRs at (Smaller) Scale [18:20]. Angus Davis: Mike was the VP of Technology, and my job was to build prototypes of next generation products that our group was dreaming up. We were part of the office of the CTO. SMB Sales & SDRs at (Smaller) Scale [18:20]. Show Agenda and Timestamps.

Payment Methods 55

Payment Methods Scale CTO Coach SMB 55

Mucker Capital

APRIL 6, 2023

From there, you will also want to enable me and Tony, once we are so convinced, to easily have a conversation with the our CTO or our Chief Financial Officer when there's opportunity to buy new developer software. They’re the CEO, they’re the CTO, they never are interested in testing out the product as well. That's great.

Startup 52

Startup Scale CTO Hire Outsourced Development 52

SaaStr

AUGUST 15, 2020

Touching it, playing with it in a way a CIO or CTO might not before? We are still heavily oriented to SMB and to entrepreneurs. You say that Shopify is an SMB customer when I see 29%. I think Slack the majority of their revenue is enterprise even though their roots is SMB. Shopify has never moved up market.

Payment Methods 192

Payment Methods Merchant Services Scale Payments 192

SaaStr

SEPTEMBER 18, 2020

Do you segment enterprise and SMB? It’s not like I just go … I can’t just go to my CTO and go, “Do that,” and he goes, “Yep. Not having the right account structure for us meant we took customers on, and we just spread them across account managers. Do you treat them by usage together?

Sales Hiring 238

Sales Hiring CTO Hire Scale Investment 238

SaaStr

MAY 2, 2019

Vlad : And we went through that stage, as many start-ups do, like literally our CTO would get, he’d read all of the feedback from every customer and in our business we have tens of thousands of customers almost immediately, he would actually read all of the stuff that they write. So what does it mean?

Scale 148

Scale Business Sales Hiring CTO Hire 148

SaaStr

JULY 10, 2021

Nikos : In your case, I understand your company also shifted slightly on the market, like from SMB to bigger customers. Dialpad effectively integrates with Google apps or Office 365 to give a cohesive product. It makes sense that that would be the role that comes in as the CTO. Craig : Yeah. Nikos : The same for everyone?

Sales Hiring 255

Sales Hiring Underperforming Technical Team Development Team Review CTO Hire 255

SaaStr

JULY 19, 2019

Previously, Peter was also the CTO/CIO of CBS Interactive where he brought CBS into the cloud. At Sun, Peter was the CTO of the Liberty identity consortium that designed SAML 2. In terms of timing, how should entrepreneurs think about whether to start at SMB and move to enterprise or start enterprise and move to SMB?

VP of Engineering 137

VP of Engineering CTO Hire Technical Review Sales Hiring 137

OnStartups

JULY 7, 2021

Is your title CTO? Dharmesh: Yes, CTO. And then I met Brian in grad school and we both have this kind of shared passion for SMB. And I think part of it's because you've been in the game for a while and you're incredibly successful. So this is Dharmesh. Dharmesh is the. You're the co-founder of HubSpot. Sam: Are you active?

Payment Methods 140

Payment Methods Software Review Technical Review Payment Solutions 140

OnStartups

JULY 7, 2021

Is your title CTO? Dharmesh: Yes, CTO. And then I met Brian in grad school and we both have this kind of shared passion for SMB. And I think part of it's because you've been in the game for a while and you're incredibly successful. So this is Dharmesh. Dharmesh is the. You're the co-founder of HubSpot. Sam: Are you active?

Payment Methods 40

Payment Methods Software Review Technical Review Payment Solutions 40