SaaStr

DECEMBER 15, 2022

SaaStr 527: Acquiring 10,000 SMB Customers Solely from Data with Gorgias CEO Romain Lapeyre. #5. SaaStr 549: From 0 to $500 Million ARR in 6 years: Learnings from Innovating in Underserved Markets with Samsara CPO Kiren Sekar. #3. SaaStr 525: Marketing Hyper-Growth at Scale with Klaviyo Head of Marketing Kady Srinivasan. #4.

Scale 148

Scale SMB Innovation Scaling 148

Sales Hacker

SEPTEMBER 25, 2019

Enterprise sales is hard, which is why most businesses start as an SMB org and grow into an enterprise org. So let’s look at how to drive sales in a high-growth situation, so the transition from SMB to enterprise is smoother (and faster). 2 rules for transitioning from SMB to enterprise. That’s not hard to believe.

SMB 73

SMB Enterprise Strategy Compensation 73

SaaStr

MARCH 19, 2020

They will keep innovating. And I also know that the best investment you can make today is in your existing customers. And even when you do check “dashboards” from SMB-y apps, they often don’t even look like dashboards. Make it a core asset for your sales and customer success team.

SMB 345

SMB Enterprise Innovation Communication 345

SaaStr

JULY 8, 2022

Half of Gorgias’ almost 10,000 SMB customers come from partners. How To Innovate Faster with Community: Insights From GitLab CEO Sid Sijbrandij. Nick Mehta, CEO Gainsight: 10 Things That Are Changing Now in Customer Success. #29. A niche session, but a strong one. Here’s how they do it. #5.

VP of Engineering 241

VP of Engineering Scale Outbound Sales Team SMB 241

ChurnZero

JANUARY 4, 2019

But what if you could have a better idea of the changes 2019 has in store for Customer Success professionals? We’ll see more applications of AI in Customer Success, but these will mostly be behind-the-scenes. the stuff that Customer Success teams are really meant to do).

Customer Success 73

Customer Success SaaS Payments Payment Services Payment Solutions 73

Sales Hacker

FEBRUARY 15, 2018

15, 2018 – Sales Hacker, the leading resource for sales innovation, acceleration, and the future of sales, is set to host The Revenue Summit , on March 1st, 2018 in San Francisco, California. This event will teach executives the most innovative and actionable best practices to scale revenue. of Sales & Customer Ops, Zendesk.

Scale 66

Scale Customer Success Revenue Marketing 66

SmartKarrot

JANUARY 18, 2023

Role: Customer Success Manager Location: Nottingham, England, United Kingdom (Hybrid) Organization: Pacvue As a Customer Success Manager, you will make customers successful by providing high-quality technical support and service. Foster account growth/expansion via new products and markets.

Customer Success 19

Customer Success SMB Technical Support Education 19

ChurnZero

JANUARY 4, 2019

But what if you could have a better idea of the changes 2019 has in store for Customer Success professionals? We’ll see more applications of AI in Customer Success, but these will mostly be behind-the-scenes. the stuff that Customer Success teams are really meant to do).

Customer Success 49

Customer Success SaaS Payments Payment Services Payment Solutions 49

Tom Tunguz

OCTOBER 21, 2017

Thousands if not tens of thousands of pages have been written about the marketer, sales developer, inside account executive and customer success play. This rivalry causes four major responses: Verticalization - compete with a horizontal player by picking one customer segment and building a product better suited to them.

SaaS 188

SaaS Venture Capital Finance Machine Learning 188

SmartKarrot

JANUARY 5, 2022

Thanks to the untiring zeal of its passionate community, Customer Success has grown to become the phenomenal force that it is today. Here’s our Top 50 Customer Success Influencers list for 2022 celebrating the inspiring visionaries and trailblazers who are helping shape the field and its future evolution. Lincoln Murphy.

VP of Engineering 23

VP of Engineering Customer Success Scale Technical Review 23

SaaStr

MAY 8, 2020

Prior to Work-Bench, Jessica was a Learning and Development Manager at Cisco Systems, where she worked with the Engineering organization on Agile transformation, innovation and culture. Can we help you help out more with customer success?”, And I love that joke around VCs, “Let me know how I can help.”

Sales Recruiting 176

Sales Recruiting Technical Review Sales Hiring Outsourced Development 176

Sales Hacker

AUGUST 7, 2020

Customer Success. Senior Vice President, Sales SMB. Ridge Innovative. Sales Manager, SMB New Business Acquisition. Senior Vice President Of Sales – Active Workplace – Innovation. VP, SMB Essentials Sales. INNOVATIVE SPA MANAGEMENT- ISM SPA. Leadership. Sales Development. Leadership.

VP of Engineering 121

VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

SaaStr

MARCH 7, 2021

Cash was tight and I didn’t know any great VPs of Biz Dev, so between myself and my VPs of Sales, Product and Customer Success, we all jointly managed our key partners. Field vs. mid-market vs SMB early. Customer success professionals are great and critical, but they aren’t marketers. But start early.

Part-Time VPE 269

Part-Time VPE Sales Recruiting Sales Hiring Scale 269

SmartKarrot

JULY 30, 2020

Role: Customer Success Manager Location: Austin, TX, US Organization: Punchh Punchh is looking for a CSM, who can own a portfolio of client accounts of brands in the verticals that Punchh currently has customers. Drive customer satisfaction, adoption, retention and renewals. Ensure retention and renewals.

Customer Success 10

Customer Success SMB Retention Enterprise 10

SmartKarrot

JANUARY 5, 2021

The evolving field of Customer Success owes its origin and rapid rise to a passionate community of pioneers, proponents, and practitioners. Here’s our Top 50 Customer Success Influencers list celebrating those frontiersmen and women pushing the boundaries and making Customer Success the force that it is today.

VP of Engineering 21

VP of Engineering Customer Success Scale Technical Review 21

SmartKarrot

APRIL 23, 2021

Role: Director of Customer Success Location: Remote, New York, NY, US Organization: Seated As a Director of Customer Success, you will lead a world-class Restaurant Success team, encouraging continuous learning and improvement. Be proactive and passionate about customer success and everything it entails.

Customer Success 10

Customer Success SMB Retention Innovation 10

SaaStr

AUGUST 9, 2019

When should one look to hire their first customer success reps? Ep 256: As a global technology provider powering thousands of SaaS companies, Google is at the forefront of driving exciting and innovative technologies to market. It’s not an SMB where you’re getting volumes of 100 a day.

SaaS Payments 132

SaaS Payments Cloud Technical Review Scale 132

SaaStr

NOVEMBER 2, 2019

What does Krish mean when he says, “In SaaS, you either sell to one of 2 customer profiles”? How does Krish think about purely serving the SMB market? Does one have to expand the product line to retain customers? How does he think about the mortality rate of SMBs? First, what is continuous customer development?

Scale 128

Scale SaaS Payments Sales Recruiting Payment Services 128

SaaStr

OCTOBER 31, 2019

They had fallen behind this latest wave of cloud innovation, and they had to acquire Red Hat in order to execute against their hybrid cloud vision, a similar story with SAP buying Qualtrics, Microsoft buying GitHub. SMB businesses just go out of business much more frequently, and so their gross retention numbers are going to be lower.

Cloud 100

Cloud Scale AWS Machine Learning 100

Sales Hacker

OCTOBER 30, 2018

An engaging speaker and innovative seminar leader, Joanne is changing the business of sales. She helps SMB companies drive growth by incorporating the newest research and best practices to enable business owners to bring about sustainable change that leads to growth. Emmanuelle Skala – SVP of Customer Success at Toast.

Sales Recruiting 111

Sales Recruiting VP of Engineering Scale Sales Hiring 111

Neil Patel

FEBRUARY 4, 2021

While the two agencies don’t work together much, they trade referrals if the SMB branch can better help specific clients meet their goals. SMB Digital Marketing Case Studies. NPAccel has helped numerous businesses find success with increased traffic and revenue. See our customer success stories.

VP of Engineering 126

VP of Engineering Marketing Marketplace as a Service Social Media 126

OPEXEngine

FEBRUARY 22, 2022

An additional non-financial constraint is a fact that these customers typically lack experience in software procurement and implementation, and this adds friction to the sales cycle. Customer success is usually staffed by a mix of customer support, sales, and engineering folks contributing some portion of their time to the Cost of Revenue.

SaaS Payments 52

SaaS Payments Payment Services Payment Methods Marketplace as a Service 52

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 233

Enterprise B2B Scale SMB 233

Intercom, Inc.

JULY 11, 2019

Those three together really comprise the entirety of the front office for the SMB. We’re pretty happy with the way that it’s been going, and our customers have enjoyed us being able to offer them more across the entirety of the customer experience. The pace of innovation is way up and to the right, currently.

Scale 188

Scale Scaling Sales Hiring Underperforming Technical Team 188

SaaStr

JANUARY 28, 2020

Anthony : I’ll add more too and this sounds like a sponsored answer, but customer success becomes even more important as we sort of think about where growth is coming from. Obviously, marketing and investments are expensive and we know the cost to keep a customer is obviously a lot less. The customers love her, right?

Sales Hiring 205

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 205

SaaStr

MARCH 27, 2019

And for years we did the employee survey, and would get the results back, and the thing that everyone liked the most about Salesforce was how innovative we were, and how we changed on a dime, and how we made all these great things happen, and then the thing that everyone was most upset about was everything changed all the time.

Scale 131

Scale VP of Engineering Mobile Scaling 131

SaaStr

JUNE 3, 2020

There is, you know, tons of innovation, tons of new categories being created every year. It’s most severe in the SMB world. And I think it is that customer obsession, that focus on delivering happiness, that has made them such an amazing company. But again, I think this is very exciting for us SaaS entrepreneurs.

Software Review 181

Software Review Scale Technical Review SaaS 181

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? How do you think about this?

Scale 116

Scale SMB Sales Recruiting Sales Hiring 116

SaaStr

AUGUST 8, 2019

The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. We knew from the beginning that we had to be excellent in SMB sales because basically there is no other way around it.

Sales Recruiting 107

Sales Recruiting SMB Scale Sales Hiring 107

SaaStr

DECEMBER 1, 2021

Anne and Amanda will be leading a step-by-step guide on How to Increase Revenue and Grow Your Customer Base by 10x Through the Power of Self-Serve and Direct Sales. When everyone can contribute, users become contributors, and we greatly increase the rate of innovation.” ” Sid Sijbrandij, CEO @ Gitlab. the DevOps platform.

Scale 209

Scale Scaling SMB compliance 209

SaaStr

AUGUST 8, 2019

The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. We knew from the beginning that we had to be excellent in SMB sales because basically there is no other way around it.

Sales Recruiting 108

Sales Recruiting SMB Scale Sales Hiring 108

Tom Tunguz

AUGUST 7, 2017

The strategic question might be catalyzed by increasing cost of customer acquisition in the core SMB segment. Alternatively, a surge of large customers paying for the product might trigger the question. In addition, enterprise sales often requires more staff than SMB sales. Or account executives might raise it.

SMB 161

SMB Sales Funnel Company Culture Enterprise 161

SaaStr

MARCH 12, 2019

Erica Schultz is Chief Revenue Officer @ New Relic, the company that gives you the real time insights your software driven business needs to innovate faster. As for Erica, under her CRO role, she leads all go-to-market functions including Marketing, Sales, Operations, Customer Success, Services, and Support.

Scale 173

Scale Enterprise Scaling Sales Hiring 173

SaaStr

DECEMBER 12, 2020

As for Kate, prior to making the move to Notion just last month, she spent an incredible 8 years at Dropbox including holding roles such as Head of Sales Development, North America and Director of Global SMB Revenue and Operations. One is the customer success and the other is the sales team. He responded.

Scale 166

Scale Sales Hiring Underperforming Technical Team Sales Recruiting 166

SaaStr

AUGUST 15, 2020

So I’m Nick Mehta, CEO of Gainsight and you probably have heard of Gainsight in the world of customer success and really excited to have two different voices in the world of how companies think about their customers. Jay Snyder: Today I have to manage and track health and my customer success, right?

Payment Methods 202

Payment Methods Merchant Services Scale Payments 202

ChurnZero

OCTOBER 12, 2021

Your Customer Success program is a telling datapoint when comparing great companies apart from their peers. The effects of CS run deeper than just customer retention – this instrumental function can have a profound impact on your long-term corporate success. Onboarding Hero – Definitive Healthcare. Adoption Hero – Sibme.

Healthcare 98

Healthcare Systems Review Scale Point of Sale 98

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