article thumbnail

The 250,000 Customer Club: How HubSpot and Monday.com Both Created SMB+ Empires

SaaStr

Both started SMB (Monday even more so), and Both have now gone more enterprise (Monday even more) But still with the vast majority of their customers SMB. Enterprise Expansion : While maintaining strong SMB growth, Monday.com has successfully moved upmarket. Their ecosystem extends their reach globally.

SMB 273
article thumbnail

Approaching Half a Million Customers: How to Win in SMB with BILL CEO and Founder René Lacerte

SaaStr

Selling to Multiple Stakeholders If you sell into the Enterprise, you understand there are different stakeholders. With SMBs, the smallest business is owner-operated. SMB Unit Economics: Why Is 6 Quarters the Right Target for SMBs at Scale? BILL wants to be at the heart of every SMB business. This is true for BILL.

SMB 307
Insiders

Sign Up for our Newsletter

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

article thumbnail

The Enterprise Journey: 8 Keys to Going Upmarket Successfully with Workiva’s CEO Julie Iskow

SaaStr

Julie Iskow, CEO of $600m+ public SaaS leader Workiva joined Norwest Venture Partners Sean Jacobson at SaaStr Annual for a deep dive on going More Enterprise. Just look at the numbers: Enterprise customers bring 95%+ best-in-class retention vs. 85% in mid-market. Waiting too long to start their enterprise planning.

article thumbnail

5 Interesting Learnings from Klaviyo at Almost $1 Billion in ARR

SaaStr

110% NRR from 157,000 SMBs Yes, it can be done, 110% NRR from SMBs. 54% Growth in $50k+ Customers Like Shopify, Klaviyo is firmly SMB overall. New Startups and Companies and Enterprise Strong. SMB Weaker. But SMBs in the middle have become more cost and price-sensitive. #10.

Scale 301
article thumbnail

5 More Interesting Learnings From HubSpot at $2.4 Billion in ARR

SaaStr

75% of Customers Are Onboarded By Partners Partners don’t just matter in the enterprise. HubSpot has gone upmarket over the past years, while also remaining even more SMB-focused. They recently did an Analyst day though that had some more great data that I thought was super interesting, and worth a deep dive. Sales Hub, i.e

SMB 312
article thumbnail

Inherent Churn vs. Fixable Churn: You Have to Attack Both

SaaStr

So theres a theme Ive been working on with all the SMB-focused founders I work with and have invested in: # 1. The Goal for SMB SaaS is 100%+ NRR. Easy in enterprise, hard in true SMB. # However, SMBs have a certain level of inherent churn. And then your NRR will cross 100% with SMBs. Into an ERP.

Churn 273
article thumbnail

Dear SaaStr: What Are Some Tips For Shortening Enterprise Sales Cycles?

SaaStr

Dear SaaStr: What Are Some Tips For Shortening Enterprise Sales Cycles? A bit more on that here : How to Cope With Long Sales Cycles But there are plenty of things that help : Hire a VP of Sales with Enterprise Experience : A great VP of Sales who’s closed deals at your price point can shave months off your sales cycle.