SaaStr

JANUARY 21, 2022

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. Overview: Grammarly’s Enterprise Evolution. Enter your email below for the latest SaaStr updates.

Scale 191

Scale SMB Enterprise Sales Hiring 191

SaaStr

DECEMBER 14, 2022

Yamini Rangan, CEO at HubSpot, has many insights on how to serve SMB customers at scale. The Challenge of Digital Expansion for SMB. When the shift began in 2020, everyone wrote off SMBs as unprepared for the necessary changes that lie ahead. Provide an enterprise-grade product that is easy to buy, easy to use, and easy to dock.

Scale 207

Scale SMB Scaling Innovation 207

SaaStr

APRIL 1, 2023

The SMBTech economy is very different from enterprise software, and there is massive opportunity to capture it. How To Capture This Global SMBTech Opportunity There is massive market opportunity to sell to SMB businesses. Efficient Go To Market There are a lot of ways to GTM as an SMB. SMBTech is primed for growth.

Scale 182

Scale SMB Merchant Services Payment Methods 182

SaaStr

MAY 21, 2021

Yes you can win in many cases by remaining “hidden” as CEO — but the more enterprise your customer base is, the more important getting out there and being out there is. But Box became 95%+ enterprise by revenue over time, and Dropbox is still 95% SMB and smaller and consumer. Let’s contrast Box and Dropbox. Few tweets.

Enterprise 322

Enterprise SMB Scaling Revenue 322

SaaStr

JULY 11, 2023

Enterprise? So many teams are hiring SDR/BDR teams, and it’s really tough to make that work in SMB sales. Note: Objective deal stages may work best with SMBs. This is because Enterprise and some mid-market customers will have longer sales cycles and many stakeholders. Who is the likely and ideal buyer? Mid-Market?

Sales Hiring 151

Sales Hiring SMB Sales Recruiting Payment Methods 151

SaaStr

JULY 27, 2022

If a SaaS business hopes to win over the SMB market successfully, it will need a precise GTM approach. Founded in 2015, PayFit is a software company that empowers entrepreneurs and SMBs to digitize payroll and HR processes. Without an autonomous-first approach, you will miss out on many SMBs.

SMB 176

SMB Sales Hiring Scale B2C 176

SaaStr

MAY 10, 2021

SaaStr Enterprise 2021 is our next MEGA Digital Event and the line-up is incredible: Registration has just kicked off, and the core sessions are FREE, so sign-up here. “Enterprise, SMB and Everything In Between: How to Build a Business that Scales With Your Customers with Zendesk’s CTO.” Register here. #2.

Enterprise 261

Enterprise CTO SMB Scaling 261

How To Buy Saas

MARCH 14, 2024

However, WhatsApp Business API is for large brands (enterprise-level) that need a complete business suite that integrates seamlessly with their other digital channels and data. It has a higher level of customization.

SMB 52

SMB Artificial Intelligence Enterprise Business 52

SaaStr

DECEMBER 12, 2023

Enterprise reps tend to close more ($1m+), and SMB reps less (maybe $500k), with $750k net new bookings per year the median. An enterprise rep at Salesforce probably has to be able to close $1.5m or so a year to take home those comp levels, and an SMB rep likely $800k or more. And how many hit quota?

SMB 261

SMB Sales Hiring Enterprise Metrics 261

CloseSaaS

SEPTEMBER 15, 2022

SMB vs mid-market vs enterprise sales—should you be going after small fish or whales? Learn how enterprise sales is different from SMB or mid-market sales & how to choose the right market.

SMB 52

SMB Enterprise Marketing Sales 52

Tom Tunguz

MARCH 27, 2023

Startups selling to enterprises have increased 36%, twice those of Mid-Market & SMB focused companies. The distribution chart above shows about one-third of enterprise sales cycles take 50% or longer than last year to complete. But the latency isn’t evenly distributed.

Startup 299

Startup SMB Headcount Sales 299

SaaStr

JUNE 13, 2021

Phase IV: Phased roll-out across the enterprise. As you can see, an enterprise deployment can easily take 24–30 months, especially if urgency is there but not super high. It’s not just about the software itself once you leave the SMB stage. The post Why Enterprise Deployments Take So Long appeared first on SaaStr.

Enterprise 146

Enterprise SMB Scale Startup 146

SaaStr

MARCH 26, 2024

The second time, we started SMB. As a founding team, we didn’t know what to make of our first SMB customers, as they were very small — from $12 to $99 a month. There is so much diversity in the types of businesses SMBs run, how they run them, etc. But with big enterprise customers, even 1 can show you the future.

SMB 195

SMB Enterprise Startup Data 195

SaaStr

MAY 24, 2021

We’re super excited to be gearing up for 2021 SaaStr Enterprise this week! Improving Employee Performance in the Enterprise: What the Data Really Shows with Ally.io. Roundtable: 5 Tips to Reduce the Enterprise Sales Cycle with TripActions. 3 CCO Lessons in Scaling Enterprise CX with Hubspot. Michael Sindicich.

Scale 153

Scale Enterprise SMB SaaS 153

Tom Tunguz

JULY 15, 2019

published the Enterprise Tech 30 last week. It’s a coaches poll of the top enterprise startups broken into early, mid and growth stage. We think of enterprise companies in three layers. Last, I bucketed the companies into price segments: SMB, Mid-Market and Enterprise, based on my estimates of their ACVs.

Enterprise 192

Enterprise Payments Payment Solutions SMB 192

Tom Tunguz

FEBRUARY 20, 2023

In CloudFlare’s latest earnings report , the management team highlighted the strength of enterprise buyers within their customer base. Do public software companies with largely enterprise customer bases benefit from superior growth to their peers with mid-market or SMB focuses? I wondered if this were broadly true.

SMB 243

SMB Enterprise Software Strategy 243

SaaStr

FEBRUARY 19, 2022

SurveyMonkey was relatively slow to go enterprise, which suited it well for a long time. That journey here: Most of us don’t stay SMB forever. A few other examples: Slack started off almost 100% self-serve with no sales reps, but at $1B was 50% enterprise. PagerDuty was almost entirely SMB at IPO, at $125m in ARR.

SMB 329

SMB SaaS Enterprise Software 329

SaaStr

OCTOBER 11, 2023

▶️ Radically more efficient, $600m+ adj operating income run-rate ▶️ 29% of biz from enterprise (Plus) — Jason ✨Be Kind✨ Lemkin  (@jasonlk) October 10, 2023 5 Interesting Learnings: #1. “Shopify Plus”, Shopify’s More Enterprise Offering, Remains at about 29%-31% of Revenue. A tough transition.

Payments 220

Payments Merchant Services Payment Solutions Revenue 220

SaaStr

NOVEMBER 21, 2020

130%+ in the enterprise, and for top B2D products. 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. And mostly SMBs. As It IPOs.

Retention 316

Retention SMB SaaS Enterprise 316

SaaStr

JUNE 8, 2022

ARR, Zoom was an SMB powerhouse, with Enterprise growing. SMB is now saturated at $4B ARR and not growing, but Enterprise is picking up the slack and growing faster than ever. 100k+ customers are now the engine, not self-serve SMBs. Enterprise NRR is now 123%, but than means SMB is now well under 100%.

SMB 259

SMB Enterprise Engineering Scale 259

SaaStr

NOVEMBER 9, 2019

Enterprise sales: Reps often hunt many of their own deals. Enterprise Reps often have a lot of help in sales — from solution architects and sales engineers helping answer customer questions, to the CEO joining pitches for the big deals. SMB sales: Reps generally are given 100+ leads a month from marketing / demand gen.

Sales Hiring 150

Sales Hiring Enterprise Sales SMB 150

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.

SMB 73

SMB Enterprise Strategy Compensation 73

SaaStr

JANUARY 3, 2024

Shrav added that if you want to close bigger deals, not just Enterprise, but mid-market and SMB as well, that the moment you’re ready to Go-To-Market, you need to become compliant. How is Secureframe servicing both startups and enterprise customers? They want to automate a lot of their enterprise workflows.

AI 145

AI SMB compliance Sales Hiring 145

SaaStr

MAY 18, 2022

RingCentral is a very interesting case study in SaaS of starting very SMB, way in the early days of SaaS in 1999, keeping at it … and then tilting upmarket to going much more enterprise post-IPO. Fast forward to today, they are 27% SMB and 63% Mid-Market and Enterprise at $2B in ARR growing 33%. of revenue.

SMB 237

SMB Enterprise Scaling Revenue 237

SaaStr

FEBRUARY 1, 2022

Toast’s SMB NRR is 114% today — but it took 4 full years just to get to 100%. A reminder that you don’t need to settle for sub-100% NRR from SMBs. And also that, with SMBs, it can take a while and a lot of value-add and learnings to get that NRR over 100%. And it’s the true magic in scaling SMB SaaS.

Scale 330

Scale SMB SaaS Scaling 330

SaaStr

OCTOBER 21, 2023

Dear SaaStr: What is the average percentage of annual vs. monthly plan sold for a BtoB SaaS startup targeting the SMB market? Once the customers get large enough, and you have a brand … in the enterprise, for six figure deals … almost all will want to pay annually via invoice. Even as its gone pretty enterprise.

Data 198

Data SMB Payment Features Churn 198

SaaStr

DECEMBER 3, 2023

SMB SaaS often has much lower than 100% NRR, especially to start. Eventually most SaaS SMB leaders get to 100% NRR one way, or another (often by either going multiproduct and/or a bit more upmarket). But you can’t count that as profitable revenue. In fact, Very Small Businesses often see 3% a month churn or higher. They don’t.

SaaS Payments 188

SaaS Payments Metrics Payments SMB 188

SaaStr

JUNE 17, 2019

In 2019, the average enterprise buyers has deployed over 100+ SaaS apps, per Okta numbers. And the average SMB buyer has already purchased 50+ apps. The post What is the psychology behind the B2B enterprise sale? So your prospects and customers are veterans. The general pyschology thus is different than it used to be in SaaS.

Enterprise 163

Enterprise B2B Sales SMB 163

SaaStr

JANUARY 24, 2024

A Healthy Mix of Small, Medium, Enterprise and Channel / Agency Customers It takes a village in many cases. As we’ll see below, going upmarket and more enterprise has been key to SproutSocial’s growth at scale. That’s not super enterprise. Not direct. Are you investing enough there? #3.

Social Media 200

Social Media SMB Enterprise Scaling 200

SaaStr

FEBRUARY 7, 2024

Enterprise Doing Better than SMB A common trend across many selling into tech. Enterprise leaders are the islands of strength today. /North America and the Rest of the World. Collaboration and developer-focused tools are very global by nature. Lean in there, if you can. #5. Startups are struggling.

SMB 209

SMB Enterprise Scaling Trends 209

SaaStr

JUNE 27, 2019

Erica has led New Relic through massive growth, scaling the company’s enterprise business 10x since she joined the business pre-IPO. Erica will share the five critical steps (and some lessons learned along the way) for scaling in the enterprise. A little bit more about our journey to the enterprise. And so let’s dive in.

Scale 164

Scale Enterprise Scaling Sales Hiring 164

SaaStr

APRIL 13, 2021

PagerDuty’s biggest change has been in going upmarket and more enterprise. At IPO, PagerDuty’s ACV and core customer had been a pretty consistent mix of small accounts, SMBs, and larger customers. Its “digital operations” segment is a rough proxy for its enterprise customers and now is over 20% of its ARR.

SMB 312

SMB Enterprise Scaling Startup 312

SaaStr

JANUARY 2, 2021

We can see that NRR for tiny customers is probably about 100%, as it is for other SMB leaders. And then 140% as the deals get more enterprise. While Asana isn’t going super -enterprise, its larger accounts are fueling the most growth, growing twice as fast as average. 100% very-small business /125% mid-sized / 140% large.

SMB 326

SMB Enterprise Cloud Churn 326

Sales Hacker

SEPTEMBER 22, 2023

Turning a free sign-up into an enterprise logo involves a multi-step process that requires careful planning, design, and execution. Establishing an inside sales team can enhance freemium conversion rates for enterprise-level B2B products by focusing on identifying and directly engaging high-priority leads. Anyway, let’s get into it.

Enterprise 87

Enterprise Scale Generative AI SMB 87

SaaStr

MAY 10, 2023

They’re a barometer of sub-enterprise B2B SaaS in many ways. 23% Customer Count Growth Leads to 30% Revenue Growth, but NRR dips to 104% HubSpot is still very much SMB, especially the “M” of SMB. This is a similar dynamic to Shopify but one many SMB leaders have not cracked. Including HubSpot. #4.

Scale 234

Scale SMB Headcount New CTO 234

SaaStr

JUNE 2, 2022

Two things though did get hit harder — SMB Churn and Upsell s. Enterprise customers renewed, but they didn’t buy as many additional seats for a while. Customers kept buying more SaaS than ever, which masked all-time high churn in SMB accounts. SMBs just plain went out of business in ’08-’09.

SMB 294

SMB SaaS Churn Enterprise 294

SaaStr

AUGUST 24, 2022

SMB sales (most of Toast) is very tough to do without a highly efficient and effective sales force. In the enterprise, by contrast, you don’t have to be quite as efficient. #3. Many SMB leaders have to get very, very good at outbound because of the limited deal sizes. 66% of customers from inbound, 33% from outbound.

SaaS Payments 268

SaaS Payments Scale SMB Payment Solutions 268