SaaStr

MARCH 19, 2021

Unlike our SMB customers, midsize businesses tend to have multiple key decision makers, including finance, product, IT, security and legal. Going upmarket has shifted how we do business — from how we approach sales to onboarding and retention. Our larger customers needed more time to vet us. No customer left behind.

Scale 281

Scale Business Finance compliance 281

SaaStr

JANUARY 21, 2020

It’s an SMB SaaS company in the healthcare technology vertical. My velocity lane, PatientPop’s SMB SaaS, eight units a month, $13,500 contract. If you’re an SMB SaaS business, I would recommend hiring SMB SaaS salespeople. Hey everyone, is this thing on. Hey everyone. My name is Justin Welsh.

Sales Recruiting 326

Sales Recruiting Sales Hiring Scale Sales 326

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. I’m very happy to talk about SMB sales today because if you think about it, healthcare is a very nice economic sector.

Sales Recruiting 117

Sales Recruiting SMB Scale Sales Hiring 117

SaaStr

FEBRUARY 2, 2021

Folks like Whereby that focus on SMBs mainly grew a stunning 5x in 2020, and I am sure Google Hangouts (or whatever it is called now) grew like a weed on the consumer/SMB side.]. ” Similarly, DropBox reported big gains from HelloSign, the player it acquired. [And And note this is Okta data, so it’s very enterprise.

SMB 182

SMB Cloud Trends Enterprise 182

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. I’m very happy to talk about SMB sales today because if you think about it, healthcare is a very nice economic sector.

Sales Recruiting 110

Sales Recruiting SMB Scale Sales Hiring 110

IT World

MAY 24, 2022

Instead, most organizations need a way to store our documents and data so we, and our teammates, can easily get our information whether we're at home or sitting at a convention center in Valencia, Spain. But I'm not here to talk about hyper-scale, public clouds such as Amazon Web Services (AWS), Azure, or Google Cloud.

Cloud 90

Cloud SMB Azure AWS 90

SaaStr

FEBRUARY 9, 2024

They had been building toward an SMB audience, so hiring 50 people in sales against a product that wasn’t ready for a specific audience would’ve been a mistake. This is where you know the user buyer paths and document micro steps. Next, think about product maturity. Then, you build campaigns to move each step, bit by bit.

Scale 314

Scale Sales Hiring Sales Marketing 314

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 179

Scale SMB VP of Engineering Leadership 179

Tom Tunguz

JANUARY 14, 2015

Based in New Zealand, Xero has built a widely adopted small-to-medium business (SMB) accounting solution that counts 371,000 paying customers, a figure that grew 76% in the last 12 months. First, Xero is a glowing example of a successful SMB SaaS company. And in the US, each accountancy provides about 13 SMB customers to Xero.

Benchmarks 100

Benchmarks Metrics SMB Outsourced Development 100

Sales Hacker

OCTOBER 24, 2019

For years now, I’ve taught a simple follow-up framework to salespeople and RevenueZen clients who are going after SMB and mid-market buyers — perfect for when you’re talking directly to the decision maker and there are only a few stakeholders involved. Or, they were supposed to go gather a document or two and send it to you.

SMB 62

SMB Sales Forecasting Social Media 62

Intercom, Inc.

NOVEMBER 21, 2019

Thanks to granular tactics like researching the voice of the customer, Tara and her team have developed a rich data set based on documented experiences and a true understanding of their customers’ pain points. Based on this understanding, Sprout Social has been able to trigger the right messages to the right customers at the right time.

Retention 34

Retention Scale Marketing Underperforming Technical Team 34

Stax

APRIL 3, 2025

On top of that, look for a payment provider that offers clear API documentation and integration support to reduce the time spent on configuration. Keep in mind that the right solution for a startup or SMB may not necessarily be the best for large firms or high-volume enterprises.

Payment Methods 88

Payment Methods Merchant Services Payment Solutions Payment Services 88

Sales Hacker

SEPTEMBER 16, 2021

Sales Profile: SMB to Commercial. Sales Profile: SMB to Commercial. If scope creep, the introduction of new requirements, changes the success criteria, it is important to document those new requirements to manage your prospect’s expectations effectively. Duration: 15 to 30 Days. Seller’s Cost: Low. Deal Size: Low. POC and POV.

Revenue 97

Revenue Sales SMB Engineering 97

Sales Hacker

AUGUST 26, 2021

We need to collectively understand the intricate details of the document so that every sales rep and sales leader is aware of the important elements to identify. Refer to this document while you’re going over your comp plan whenever you are being offered a new job or whenever your comp plan is being updated in your current firm.

Software Review 119

Software Review Compensation Payment Features Underperforming Technical Team 119

Frontegg

NOVEMBER 25, 2021

Pros: Multiple social login options, Intuitive dashboard, Good documentation Cons: Escalating pricing options, Iffy customer support, Better for B2C Pricing: $130/month/3 SSO connections, up to 7000 MAU, up to 50 organizations only, M2M tokens adds to the pricing. #3 3 – Frontegg. 7 – SecureAuth. 10 – Keycloak. and SAML 2.0.

B2C 98

B2C Identity management Scale Enterprise readiness 98

Andreessen Horowitz

MARCH 7, 2024

If they did, chances are many users would just create one huge, long document! Most effective segments: PLG, SMB, midmarket. For SMB and PLG: Many growth-stage companies use “T-shirt sizing,” which offers different buckets with set amounts of usage. Offer some form of committed consumption.

Scale 93

Scale Pricing SMB Forecasting 93

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. 4 – Flowlu — Best For SMB Finance. The Top 5 Options For Free CRM Software.

Payment Solutions 143

Payment Solutions Software Review Software Payments 143

OPEXEngine

FEBRUARY 27, 2020

The cost per hack of an SMB company is minimal and the number of SMB cyber events is growing by 10% year over year. For SMB companies, it can be about IP and legal payoffs, or a data breach. Leading-edge SMB tech companies with unique data or IP will be more heavily targeted than older, large companies in the same industry.

Systems Review 69

Systems Review Technical Review Cybersecurity SaaS 69

OpenView Labs

JANUARY 31, 2022

Think of a job description as a starting point, but not the only document at your disposal to provide candidates with information. Do they understand your GTM motion (enterprise vs mid-market/SMB)? But some candidates look through job descriptions with more of a fine-tooth comb than you’d think. Have they built teams?

Sales Hiring 94

Sales Hiring Interviewing Sales Recruiting SMB 94

SaaStr

JANUARY 10, 2022

So can you imagine a person setting up your product without help or without humans or documentation at all? You bring it out of the box and you push on and you go through the flow and you’re done, no documentation, no humans, generally speaking. So the gold standard of this would be the Apple iPhone.

Sales Hiring 246

Sales Hiring Scale Revenue Pricing 246

Andreessen Horowitz

MARCH 8, 2024

In our updated analysis, we saw two new categories enter the mix: music and productivity (which includes tasks like research, coding assistance, and document summarization). With features like in-flow editing and summarization, these companies focus on helping employees, freelancers, and SMB owners get things done more efficiently.

AI Search 145

AI Search AI ChatGPT Mobile 145

yoursales

DECEMBER 12, 2018

Mimiran – More Leads and More Deals for SMB Services Business. DocSend – Find and share the documents that close deals. Conga Collaborate – easily create, share and collaborate on digital documents. Tilkee – Analyse how your sales documents are read. Maximizer CRM – Grow with Confidence.

Scale 100

Scale Payment Methods Payment Solutions Outsourcing Services 100

Sales Hacker

OCTOBER 16, 2020

And finding time is tough compared to an SMB executive. Imagine trying to read through a whole document of 200+ pages just to find one small piece of personalization. You probably noticed that a lot of these tips are important when selling to SMB as well. Prospecting in the enterprise environment is just different.

Enterprise 126

Enterprise Payment Methods Payment Services Sales Hiring 126

Neil Patel

JANUARY 7, 2021

Schoology – Best for K-12 education D2L Brightspace – Best for higher education Tovuti – Best for selling online courses Looop – Best for SMB employee training Docebo – Best for enterprise learning Sensei – Best LMS plugin for WordPress. The Top 6 Options for LMS Software.

Systems Review 141

Systems Review Management Scale Education 141

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 66

SaaS Payments Sales Hiring Enterprise Payments 66

Chart Mogul

MAY 30, 2019

We work hard to span all areas of the pyramid, with smart feature prioritization, solid help center documentation, regular NPS surveys, and now, proactive customer success. Based on the market you play in (SMB, mid-market, enterprise), you should have a general idea of the complexity of your product and customer relationships.

Underperforming Technical Team 78

Underperforming Technical Team Development Strategy Management 78

How To Buy Saas

MAY 26, 2025

Within documents like invoices or estimates, customization is limited to adding your branding and selecting which fields to show. For example, creating or editing documents can involve more manual steps (since theres little automation or smart suggestions). SMB Guide, for example, gave Skynova an overall score of 4.75/10

Software Review 40

Software Review Systems Review Technical Review Payment Solutions 40

Sales Hacker

APRIL 1, 2025

The exact playbook to move from SMB to enterpriseincluding partner enablement, segmentation, and incentive design. 85% of your customers being SMB and mid-market to at the end of that six years, it was 75%, uh, enterprise. Why retention isn’t just a CS metricand how to build a sales team that cares about it.

Scale 62

Scale VP of Engineering Outsourcing Services Enterprise 62

yoursales

JANUARY 29, 2021

Mimiran – More Leads and More Deals for SMB Services Business. DocSend – Find and share the documents that close deals. Conga Collaborate - easily create, share and collaborate on digital documents. Revv - Run your business one document at a time. Tilkee - Analyse how your sales documents are read. centric CRM.

Scale 106

Scale Payment Methods Payment Solutions Sales Recruiting 106

Frontegg

AUGUST 12, 2021

Pros: Multiple social login options, Intuitive dashboard, Good documentation Cons: Escalating pricing options, Iffy customer support, Better for B2C and not B2B Pricing: $130/month/3 SSO connections, up to 7000 MAU, up to 50 organizations only, M2M tokens adds to the pricing. #3 3 – Frontegg. 7 – SecureAuth.

B2C 98

B2C Identity management Systems Review B2B 98

yoursales

DECEMBER 12, 2018

Mimiran – More Leads and More Deals for SMB Services Business. DocSend – Find and share the documents that close deals. Conga Collaborate – easily create, share and collaborate on digital documents. Tilkee – Analyse how your sales documents are read. Maximizer CRM – Grow with Confidence.

Scale 100

Scale Payment Methods Payment Solutions Sales Recruiting 100

SaaStr

OCTOBER 31, 2019

Contrast that with companies that might also sell into the SMB segment of the market where the ASPs, the average deal sizes are lower. SMB businesses just go out of business much more frequently, and so their gross retention numbers are going to be lower.

Cloud 107

Cloud Scale AWS Machine Learning 107

Intercom, Inc.

JANUARY 11, 2023

Liam: The third learning was that product usage skews towards SMB. And that works well in vSMB or SMB deals where one person can be the hero and use the product, test it, adopt it, buy it, and then bring it to the rest of the company. And by that time, I usually have given up already. Going up the ladder.

Scale 118

Scale B2B Banking SMB 118

yoursales

JANUARY 28, 2022

DocSend – Find and share the documents that close deals. Conga Collaborate - easily create, share and collaborate on digital documents. Revv - Run your business one document at a time. Tilkee - Analyse how your sales documents are read. Mimiran – More Leads and More Deals for SMB Services Business. Other Tools.

Scale 113

Scale Payment Methods Payment Solutions Sales Recruiting 113

Intercom, Inc.

DECEMBER 5, 2019

In some cases, the allure of the big enterprise can be distracting in some ways, that there’s nothing wrong with having a company that’s focused entirely on SMB and mid-market companies. Matt agrees: until you’ve proven your value and can tell your story through clear use cases, it’s best to prioritize the mid-market. “In

Scale 118

Scale Scaling Artificial Intelligence Business 118

Sales Hacker

DECEMBER 1, 2017

When integrated correctly, virtual sales assistants can become a hugely valuable asset to your SMB company. Better yet, build company documentation that you can share with them so they can refer back to it if they need to. Part of the allure of VAs is they are typically more cost effective than hiring another employee locally.

Sales Hiring 109

Sales Hiring Outsourcing Services Sales Recruiting Sales 109

yoursales

DECEMBER 23, 2019

Mimiran – More Leads and More Deals for SMB Services Business. DocSend – Find and share the documents that close deals. Conga Collaborate – easily create, share and collaborate on digital documents. Tilkee – Analyse how your sales documents are read. 20miles – Find and Share the Documents that Close Deals.

Scale 103

Scale Payment Methods Payment Solutions Sales Recruiting 103