article thumbnail

Do SMBs Need Customer Success? 100% For Sure If You Also Have Sales Involved

SaaStr

If a sales rep closed a deal, A customer success manager should take it over. Find a way to fund both, even with SMBs. An open question around smaller customers is how do you staff up Customer Success for them — if at all. The grey area is often with SMBs. Often, the coverage is quite limited.

article thumbnail

10 Learnings Scaling from Consumer to SMB to Enterprise with Grammarly’s Head of Organizations Revenue Dorian Stone (Podcast 520 + Video)

SaaStr

Dorian Stone , Head of Organizations Revenue at Grammarly, is here to share lessons from his experience of scaling the company from consumer to SMB to Enterprise to help you steer your expansion efforts in the right direction. When Dorian stepped into his current role, they promised the board a strong growth on the revenue line.

Scale 220
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Secrets to SMB at Scale with Hubspot CEO Yamini Rangan and SaaStr Founder & CEO Jason Lemkin (Pod 616 + Video)

SaaStr

Customers have become very thoughtful about where they can spend their budget and how to do more with less in times of uncertainty. Yamini Rangan, CEO at HubSpot, has many insights on how to serve SMB customers at scale. The Challenge of Digital Expansion for SMB. This pace cannot be sustained forever.

Scale 239
article thumbnail

Top SaaStr Content for the Week: Amplitude CEO, DigitalOcean CMO, G2 CMO, Podium SVP, Revenue Marketing, and More!

SaaStr

BowtiedCocoon: Top SaaS SMB AEs have $125k OTEs. Navigating the CRO and CMO Relationship with G2 and SalesLoft: Mike Weir, Chief Revenue Officer, G2; Steve Goldberg, Chief Revenue Officer, SalesLoft; Amanda Malko, CMO, G2. Revenue Marketing: Build for Scale with Podium’s SVP, Revenue Marketing Jess Weimer.

article thumbnail

How Revenue Leaders at Box, Calendly, and Lattice Scaled From $0 to $100M+ and Beyond

SaaStr

Solving High Volume, Low Conversion at Lattice Dini Mehta joined Lattice at $3M in revenue when it had just 10 people in seat for Go-To-Market and 7 salespeople. In the beginning, it was solopreneurs and small SMBs coming through the funnel. Calendly is scheduling automation and has roots in PLG.

Scale 244
article thumbnail

The Path to CRO with TigerEye, CircleCl, Lattice, and Notion

SaaStr

The path to Cheif Revenue Officer (CRO) is different for many people. Tracy Young , CEO and co-founder at TigerEye, sits down with three CROs to talk about how they navigated the journey to revenue leader. After switching to SaaS, she started as an SMB sales leader with no prior management or SMB sales experience.

Scale 234
article thumbnail

What’s a Good Net Retention Rate in SaaS?

SaaStr

Let’s look at some of the top public SaaS companies: Shopify — very SMB: 100%. Hubspot — mostly SMB: 100%. Surverymonkey — fairly SMB, but going more enterprise: 100%. Zendesk — 116%, mix of SMB and enterprise. 119% net revenue retention. Asana, 130% net revenue retention. And mostly SMBs.

Retention 342