SaaStr

MARCH 28, 2024

Our thesis here is that there is a growing need for cybersecurity offerings for the SMB, the best way to deliver that offering is via managed service providers, and winning companies will take a platform approach to building products and features that are at parity to what enterprises have access to.

Venture Capital 254

Venture Capital Cybersecurity Scale Artificial Intelligence 254

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

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.

Enterprise 231

Enterprise B2B Scale SMB 231

SaaStr

FEBRUARY 8, 2022

Waze sales executives Fernando Belfort , Head of SMB Sales, and Kendra Wrightson , Head of Sales Enablement, discuss optimizing sales processes for four essential data points: value, variety, volume, and velocity. You’re not the only SMB asking this question as you navigate perpetual pitches, closing clients, and growth. .

Scale 232

Scale Sales Hiring Compensation Sales 232

SaaStr

OCTOBER 30, 2021

Their CEO will join us at SaaSr Scale 2021 on December 15 to talk about using data to get to 10,000 SMB customers! I asked Aasif Osmany to share his learnings as a top-performing SMB VP of Sales, below. My personal objective was simple, learn as much about SMB SaaS as I could and move on to another company to continue learning.

Scale 263

Scale Sales Hiring Sales SMB 263

SaaStr

FEBRUARY 12, 2022

A new VP of Sales doesn’t always double sales in 30 days — although it can happen in SMB sales. ” – Aanand Radia, Education Investor. A lot of veteran SaaS revenue leaders protested, but most of them, upon reflecting on it, came to agree the point was right. But they do move the needle. That takes 4 years.

Sales Recruiting 250

Sales Recruiting Sales Hiring Sales SaaS 250

SaaStr

MARCH 3, 2023

Look at people’s geographies, ethnicities, cultures, gender, sexual orientation, and educational background. For SMB mid-market, it’s typically around 2-3 months. Diversity is really important when scaling. You want your sales team to represent the customers you serve and aspire to serve. One diversity you don’t want is negativity.

Scale 226

Scale Sales Recruiting Sales Hiring Scaling 226

Sales Hacker

APRIL 15, 2019

He also gives us a framework for how to move upmarket, and the requirements for taking a company from the SMB space all the way to the enterprise. Strategies for moving upmarket, and how to transition from SMB to enterprise. Strategies for moving upmarket, and how to transition from SMB to enterprise. What You’ll Learn.

SMB 58

SMB Enterprise Scale VP of Engineering 58

SaaStr

APRIL 14, 2023

Enterprise will likely have a different problem set vs. an SMB. The key focus here should be a shift to education. Mistake #3: Misunderstanding The Needs Of Your Geographic Market Founders are always looking to resolve a key burning issue or problem set. That’s an important lens to view your problems, but it’s not the only one.

Development Team Review 224

Development Team Review Technical Review Underperforming Technical Team SMB 224

SaaStock

JANUARY 25, 2019

The platform also offers free educational resources to educate its customers. Omie is a management platform in the cloud for small and midsized companies, bringing together ERP, Financial Services, Entrepreneur Education and a vibrant Marketplace for vertical 3rd party solutions, all combined in an easy to use environment.

SaaS Payments 257

SaaS Payments Payment Solutions Payment Methods Payments 257

Tom Tunguz

MAY 23, 2017

Excel has done a phenomenal job educating hundreds of millions of people about the power of software. This unbundling of Excel occurs primarily within medium business portion of the SMB segment. And then, they might ask how they could automate analysis in which case the could use VBA, Excel’s programming language.

Scale 187

Scale SMB Education Startup 187

Tom Tunguz

MARCH 17, 2018

Here is an amazing fact: the top 3 companies all target the SMB segment with ASPs at IPO of under $10k. 2U (education), Service Now (operations), Veeva (healthcare sales) and Workday (human resources) aren’t far behind with 9.7x+ forward multiples. Shopify, Atlassian, Xero and 2U top the list.

SaaS 165

SaaS Healthcare SMB Enterprise 165

Neil Patel

JANUARY 7, 2021

What happens when people aren’t engaged in their education? LMS software will not replace the hard work and perseverance that goes into creating lessons and educating people. Educational LMS Software. Educational LMS Software can be broken down into two subtypes. Very little, unfortunately. Corporate LMS Software.

Systems Review 138

Systems Review Management Scale Education 138

Tom Tunguz

MARCH 26, 2017

This strategy educated enterprise customers well in advance of a sales process. Customers may fall into SMB, midmarket, enterprise. Meanwhile, the current customer base, an SMB segment, received much more tactical campaigns. After all, the company and product were still quite early. How to move large files easily.

Startup 100

Startup Marketing SMB Enterprise 100

OpenView Labs

JANUARY 12, 2022

They are often an expedient way to educate yourself about the tools of the trade and the different ways to approach a particular challenge. Most companies test the waters with a SMB and/or freemium offering , and then work their way up to staking out territory in the mid-market and enterprise arenas. You have to think for yourself.” .

Leadership 76

Leadership SMB Underperforming Technical Team Scale 76

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? And how do you analyze it?

Scale 116

Scale SMB Sales Recruiting Sales Hiring 116

Payrix

MARCH 12, 2024

You may be dealing with a software company that solely focuses on the SMB. Or you may be dealing with a software customer that goes SMB up to mid-market up to Enterprise. It could be a sales leader, or it could be, you know, an A+ sales player that then, you know, does peer education across your software sales team.

Payments 100

Payments Embedded Payments Merchant Services SaaS Payments 100

Sales Hacker

JANUARY 9, 2023

With my college drop-out education, I’m sure my mind was thinking Star Trek or rental cars. Related: How to Transition from SMB to Enterprise: Tips from 3 Experts. SMB, mid-market, and enterprise defined. SMB, mid-market, and enterprise defined. Selling to SMB. SMB: Small and Medium-Sized Businesses.

SMB 91

SMB Scale Enterprise Marketing 91

SaaStr

JUNE 28, 2019

Is it best to start at enterprise and work down to SMB or does SMB and work up to enterprise work best? When does SMB pricing turn into enterprise and mid level pricing and so much more. It took us a while to educate ourselves about this. Can I not just start at SMB and stay there or can I start with SMB and scale up?

Outsourcing Services 115

Outsourcing Services Scale Sales Hiring SMB 115

Sales Hacker

FEBRUARY 13, 2020

When you are selling to SMB and MM, you can get away with fairly lean marketing. RELATED: From SMB to Enterprise: A 2-Step Strategy to Boost Adoption & Growth. Make no mistake, this is a long way from the SMB sales motion! You never asked that in SMB did you? Customer and channel partnerships. Sales strategy.

Sales Hiring 71

Sales Hiring Enterprise Technical Review SMB 71

SaaStr

NOVEMBER 22, 2021

You need to encourage your community members to actually make those videos where they’re creating the education on your behalf. If your product market fit seems like it’s on a roll, but you’re still more on that B2C, SMB stage, well, then I would really advocate for ambassadors and creators. You see August Bradley.

B2C 283

B2C Scale Consulting Software Review 283

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

SaaStr

MARCH 20, 2020

318: 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. And so marketing turns much more to, it’s about education. This episode is sponsored by TaxJar.

SMB 180

SMB Scale Startup Marketplace as a Service 180

User Pilot

JUNE 29, 2022

Use demographic segmentation to understand your customers’ gender, age, education, income, and so on. Geared for SMB. Cons: Despite their focus on the SMB market, using the tool will cost you $299/mo (billed annually). Demographic segmentation data. Compare feature usage over time. See your customer churn rate.

SaaS Payments 93

SaaS Payments Software Review Payment Solutions Payment Methods 93

SaaStr

JUNE 16, 2020

Matt Garratt: And it’s not just going to be we think in things like work from home tools like Zoom or IT solutions like VPN, but it’s really going to transform how business is getting done, whether that’s online education and learning. It’s the SMB space. Right now, learning for companies is only at 10% online.

Sales Hiring 160

Sales Hiring Scale SaaS Payments Payment Services 160

Sales Hacker

FEBRUARY 15, 2018

Director, SMB Sales, Google Cloud. The Revenue Summit features keynotes from industry-leading sales practitioners to deliver educational and actionable content across two tracks (strategic and tactical) including the following topics: Revenue Operations Technology — Harnessing Automation and AI for a Killer Sales and Marketing Stack.

Scale 66

Scale Customer Success Revenue Marketing 66

SaaStr

OCTOBER 29, 2019

This is a mobile solution for SMB’s to send an invoice and get paid. There’s a client of Simon Kutcher’s that caters to the SMB segment and they weren’t happy with their revenue growth. So, they dug in and saw that their plan had 27 features, 27 features, many of which weren’t valued by the SMB segment.

Payments 100

Payments Pricing Compensation SaaS Payments 100

Sales Hacker

FEBRUARY 14, 2022

They sit around a table and share actionable insights about their company’s transition from SMB to enterprise sales. . There’s one nightmare scenario every company wants to avoid when they make the transition from SMB to Enterprise. Pivoted away from having CSMs for SMB, replacing it with a support team to close tickets faster.

SMB 82

SMB Enterprise Scale Outbound Sales Team 82

Neil Patel

OCTOBER 21, 2020

According to reputation management best practices , you should claim all the online listings you can, including local directories, social media , and authoritative sites such as government and educational domains. How Can Ripoff Reports Help E-Commerce, Local, and SMB? For small business owners, suing is not a viable option.

Payment Methods 126

Payment Methods Payment Services Marketplace as a Service Payments 126

Neil Patel

DECEMBER 8, 2020

Clockify – Best Reporting Features Time Doctor – Best for Employee Monitoring Toggl Track – Best for Holding Everyone Accountable TSheets – Best for GPS Monitoring Tick – Best for SMB Time Management. For workers, there’s not a lot of education needed to use it, which makes getting buy-in a lot easier. #5

Payment Solutions 140

Payment Solutions Software Payment Methods Payments 140

BrightBack

APRIL 6, 2020

While SMB-focused and in-person subscriptions are being hit hard with customer churn, some offerings—like meal delivery and online education—are experiencing a high rate of sign-ups and usage. for TV streaming and online education subscriptions respectively. How to reduce customer churn during Covid-19.

Subscription 59

Subscription Payment Features Retention Payment Methods 59

Intercom, Inc.

JUNE 23, 2022

There is an acceleration in technology adoption, which Amanda believes is a result of an increase in self-education and the ability to try products before purchase. What does the state of software buying from SMB to enterprise look like now? I think a big part is the pace of decision-making and self-education.

Software Review 118

Software Review Trends Software Marketplace as a Service 118

SmartKarrot

NOVEMBER 29, 2021

Apply here: [link] Role: Customer Success Manager, SMB Location: Remote, United States Organization: AtoB As a Customer Success Manager, you will oversee and own a dedicated book of business of SMB customers (fleet owners and managers). Become the AtoB expert and educate your customers on best practices regarding AtoB.

Customer Success 19

Customer Success Sales Hiring Technical Review SMB 19

Baremetrics

JANUARY 24, 2021

A year earlier we’d launched the MVP of the model allowing SMB customers to input a credit card to get access to the platform, but we hadn’t had a chance to dedicate time or resources to optimizing a proper SaaS onboarding funnel. We educated them on key functionality and attempted to get them to book a call with a member of our team.

Churn 71

Churn SaaS Payments Payment Methods Payment Solutions 71

ChurnZero

DECEMBER 2, 2021

Every Customer Success leader needs to be educated on the business realities of SaaS. Let’s say your SMB, and you’re below 95%, it’s not good enough for SMB. If you want to be a business leader and if you want a seat at the table, you have to think at that level. It has to be north of 120% of the enterprise.

Customer Success 98

Customer Success Technical Review Scale Compensation 98

SaaStr

JULY 2, 2019

We had a lot of work to do on educating the market below that air cover. Dannie : The way we specialized is we segmented, so SMB originally, enterprise, large enterprise. Dannie : I think I mentioned this earlier, but when I was hired on, I hired onto lead an SMB team that was newly formed. We saw Box on one end.

Enterprise 146

Enterprise Scale Sales Hiring SMB 146

OpenView Labs

OCTOBER 21, 2019

To illustrate how complex is “enterprise complex,” and what the mindset of a real enterprise deal is, we need to look at the differences between SMB, Mid-Market, and Enterprise deals. SMB vs. Enterprise vs. Mid-Market. The SMB Deal. The SMB deal boils down to “you build it, they buy it.”. The Enterprise Deal.

Sales Hiring 40

Sales Hiring Enterprise Scale SMB 40