Chart Mogul

AUGUST 15, 2019

Revenue-based financing is quickly becoming a popular way for startups to raise funds without sacrificing equity. New investment structures are gaining traction in the early-stage SaaS financing market. A high-level look at Revenue-based financing (RBF). This is how it works. What is RBF? Simplified RBF. We require $450k (1.5x

Finance 85

Finance Payments Revenue Payment Solutions 85

ChurnZero

AUGUST 24, 2018

This week we hosted a well-attended webinar on – Customer Success & Finance: Get Aligned! The webinar discussed the process and impact of the renewal from both the Customer Success and Finance point of view. Q: What do you do if CS and finance come to the table and have different numbers? You do not have a business there.

Finance 61

Finance Customer Success Scale Customer Lifetime Value 61

Tom Tunguz

APRIL 25, 2012

On first glance, SMB SaaS companies, those who sell Software-as-a-Service to small to medium businesses, may seem like any other software company. SMB SaaS companies sell to a radically different market than enterprise software companies. On the other hand, SMB SaaS companies sell to firms with 10 employees and $400k in annual payroll.

SMB 100

SMB Scale SaaS compliance 100

Chart Mogul

AUGUST 15, 2019

Revenue-based financing is quickly becoming a popular way for startups to raise funds without sacrificing equity. New investment structures are gaining traction in the early-stage SaaS financing market. A high-level look at Revenue-based financing (RBF). This is how it works. What is RBF? Simplified RBF. We require $450k (1.5x

Finance 52

Finance Payments Revenue Payment Solutions 52

SaaStr

AUGUST 7, 2023

That works for a hyper-SMB model. How Founders Can Optimize For Cash Flow You don’t need 20 people in finance or operations or the best accountants to optimize for cash flow. One of the biggest dangers with founders is getting a crap model from a finance team. You can still measure something in the funnel. So what is it?

Metrics 176

Metrics SaaS Sales Hiring Finance 176

SaaStr

DECEMBER 5, 2023

You always have to build more relationships within the customer organizations Gong, as an example, started as an SMB platform and went to Enterprise. You also need dedicated resources across your organization — marketing, customer success, product, legal, and finance. The lesson learned?

Scale 175

Scale Enterprise readiness compliance Enterprise 175

Tom Tunguz

JULY 15, 2019

Design is next, followed by Sales and Finance. Last, I bucketed the companies into price segments: SMB, Mid-Market and Enterprise, based on my estimates of their ACVs. Engineering dominates with 37%. Many is the next category. These are products that sell across departments: Mattermost, Notion, Zapier, etc. And the data shows that.

Enterprise 192

Enterprise Payments Payment Solutions SMB 192

SaaStr

APRIL 8, 2020

Divvy is a seamless expense management software combined with the world’s smartest business card giving your company total control of finances. Hiver’s Free Shared Inboxes for SMB. Click here for Divvy’s Seamless Expense Management Platform for Businesses. What are they all about? Where can I find the deal?

Machine Learning 209

Machine Learning Artificial Intelligence SaaS Consulting 209

Tom Tunguz

OCTOBER 21, 2017

Venture capitalists have financed many of those businesses. Those venture dollars have financed a panoply of competition. Salesforce for Sales, Workday for HR & Finance, ServiceNow for Operations, Atlassian for Engineering and so on. Salesforce was founded in 1999. This sea of SaaS startups have reshaped the market.

SaaS 180

SaaS Venture Capital Finance Machine Learning 180

Tom Tunguz

APRIL 8, 2015

There’s a familiar path now to SaaS companies that start in the SMB (small-to-medium business) part of the market. In short, new startups leverage a distribution advantage to acquire SMB customers at scale. SMB 3-7% 31%-58%. SMB customers tend to go out of business more frequently than bigger businesses.

Innovation 155

Innovation Startup Scale SMB 155

SaaStr

FEBRUARY 14, 2023

For SMB-facing companies, over 110% should be your goal. Key Takeaways The SaaS “crash” reminds us to drive our investing from corporate finance fundamentals. This number should always be great than 100 and is typically measured as a percentage. For enterprise-facing companies, great than 120% is a good number. 5x is best.

Metrics 193

Metrics SaaS Marketing SMB 193

Stax

APRIL 11, 2024

SMB owners wear many hats, managing everything from staff to sales. Data silos are never good for business, especially when we’re talking about your finances, and integrations make your life easier. Here’s where a Payment Management System (PMS) can swoop in as your financial hero to understand your business better.

Payment Services 88

Payment Services Payment Solutions Merchant Services Payment Methods 88

Neil Patel

DECEMBER 14, 2021

This announcement is a testament to the hard work of our growing pool of talented employees as well as our major enterprise and SMB clients. Our SMB Clients. That’s why we’re committed to using our experience to help SMB clients reach their full potential. Contact us to learn how we can help your SMB grow.

Technical Review 92

Technical Review SMB Sales Hiring Finance 92

Tom Tunguz

APRIL 24, 2017

The story behind Fleetmatics and Geotab illustrates the way two companies pursued the SMB logistics market in radically different ways, but built roughly similar sized businesses. Fleetmatics financed its growth early on by generating cash. And, upfront cash collections finance more inside sales hiring. Multiyear deals.

Sales Hiring 186

Sales Hiring Strategy Venture Capital Marketing 186

Tom Tunguz

OCTOBER 9, 2014

The Financial Services companies Stripe and Square record high valuation efficiencies likely because their customer acquisition strategies are developer and SMB focused, which excises the high cost of enterprise sales and positions them more for consumer-like customer acquisition.

Finance 108

Finance Startup Social Media Technical Review 108

OPEXEngine

FEBRUARY 27, 2020

But the financial or strategic acquirers do a thorough check, and they find: Chinese forum chatter about the company’s financing, or. 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.

Systems Review 69

Systems Review Technical Review Cybersecurity SaaS 69

Kellblog

NOVEMBER 6, 2022

It’s an utterly soul-sucking exercise to watch sales, marketing, and finance talk about these issues when the players are not all quantitative by nature, using the same metrics definitions, using the same models, all aware of the differences between averages and distributions, and all having a good understanding of ramping and phase lags [7].

Sales Recruiting 134

Sales Recruiting Sales Hiring Marketing Scale 134

Payrix

MARCH 12, 2024

How do you increase the lifetime value of that software and payments customer through value added services, think Embedded Finance, gift card solutions, digital, or you know, physical gift card solutions? You may be dealing with a software company that solely focuses on the SMB. How do you think about retention? Ian Hillis Of course.

Payments 100

Payments Embedded Payments Merchant Services SaaS Payments 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. You can’t talk with a founder without talking about financing.

Cloud 100

Cloud Scale AWS Machine Learning 100

Point Nine Land

JANUARY 2, 2019

It started with Salesforce in the sales category, followed by Hubspot for Marketing, Zendesk for customer support, Intuit or Xero for finance, Zuora for payment, Slack for internal communication to the more recent ones like Invision’s app store for design or Intercom for customer communication.

Payment Methods 66

Payment Methods Payment Solutions SaaS Payments Payments 66

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

MARCH 31, 2022

So the ability to do flexible payment plans, financing, retire that pre-committed spend has been a really significant a way for us to accelerate and amplify our transactions. So I think just opening your aperture when you’re thinking about marketplace, not assuming it’s just a small commercial SMB market sales.

Scale 183

Scale Marketplace as a Service Cloud SaaS Payments 183

Intercom, Inc.

OCTOBER 22, 2019

Here’s an example from LB’s own career: at LinkedIn, when her team of SMB AEs were short on inbound pipeline, she had her reps take an entire day off their calendars to focus on prospecting. For LB, this means having a consistent, well-defined rallying cry for her team to get behind.

Sales Hiring 123

Sales Hiring Underperforming Technical Team Sales Management 123

Tom Tunguz

JULY 14, 2013

Characteristic 3: Finances Its Own Growth. At the outset, the company targets the less sophisticated SMB segment which doesn’t demand the compliance, heavy security and integration features needed by enterprise customers. Not every company has ML expertise. The company benefits from negative working capital and shorter time-to-market.

Sales Hiring 100

Sales Hiring Venture Capital SaaS Machine Learning 100

SaaStock

JANUARY 25, 2019

from Vostok Emerging Finance, Valor Capital Group, and others. Omie main goal is to bridge the efficiency gap in Brazilian SMB, helping customers to be more prosperous. Omie is the only SaaS company figuring among 100 fastest growing SMB in Brazil, according to Deloitte Consulting, ranking #3. CEO : Gabriel Gaspar.

SaaS Payments 257

SaaS Payments Payment Solutions Payment Methods Payments 257

Chart Mogul

JUNE 29, 2018

This week: Net negative churn in SMB SaaS, US expansion gotchas and forecasting revenue at Zendesk. SMB SaaS and Net Negative Churn. ” Churn is generally far higher in SMB SaaS than in enterprise. Related posts: 🚀 SaaS Roundup #120: Financing, selling, scaling. Expanding your startup to the U.S.?

SaaS 40

SaaS SMB Forecasting Scale 40

Point Nine Land

OCTOBER 8, 2021

Construction companies deserve better financial management tools… Enter Graneet :) Meet Graneet Graneet is a SaaS solution for small construction companies to manage their finances. Graneet is live in France and servicing all types of SMB customers; from general contractors to very specialised service providers.

Technical Cofounder 52

Technical Cofounder Construction Payment Solutions SaaS Payments 52

ChurnZero

DECEMBER 4, 2020

I hear Finance say it. Finance doesn’t. 25% of our SMB customer segment is using XYZ feature). Note: in an ideal world, Operations or Finance owns gross retention and net retention; but if they don’t, Customer Success should be the source of truth for these metrics. I hear Sales say it. I hear Product say it. ARPU (ARPC).

Customer Success 59

Customer Success Leadership Churn Finance 59

Kellblog

FEBRUARY 2, 2023

High-quality companies will still be financed, if on less stratospheric terms. Structure generally means financing terms, such as multiple liquidation preferences or participation (definitions here ), that favor new investors over existing investors and the common stockholders in a liquidation. The structure pendulum: it’s back.

Software Review 120

Software Review Development Team Review Underperforming Technical Team Scale 120

SaaStr

AUGUST 9, 2019

To date they have raised over $113m in financing from some of the best in the business including Tiger Global, Battery Ventures, Boldstart, Canaan, Cisco, and Redpoint, just to name a few. It’s not an SMB where you’re getting volumes of 100 a day. You said there about mid-market and it not having the same velocity of SMBs.

SaaS Payments 130

SaaS Payments Cloud Technical Review Scale 130

Tom Tunguz

JUNE 26, 2013

SMB capital access - In addition to consumers' feeling the tightening of the credit market, small and medium businesses suffered as local and regional banks' pursestrings contracted in tandem. An alternate form of loan, crowdfunding is being used for everything from financing vacations to hardware development.

Merchant Services 100

Merchant Services Payments Point of Sale Startup 100

Sales Hacker

AUGUST 26, 2021

Don’t be hard on RevOps and finance folks for putting guardrails up. The industry ranges are around six to nine months for MM/Enterprise sales and three to five months for SMB sales businesses. Before going any further, there are two things to keep in mind: First, compensation plans are not created in isolation.

Software Review 96

Software Review Compensation Payment Features Underperforming Technical Team 96

OPEXEngine

SEPTEMBER 10, 2020

This seems to be especially true for companies selling in the SMB space as compared to large enterprise customers. Many SaaS companies are also being more lenient with payment terms, especially for customers in harder hit sectors of the economy. Support your team. Be kind and laugh a lot.

Payment Services 59

Payment Services SaaS Payments Trends Payment Solutions 59

CustomerSuccessBox

OCTOBER 26, 2021

Hence, CS Ops should not only be limited to SMB (small and mid-sized businesses) but should be spread across all customer segments. The important question is to ask what digital CS is aiming at, what it means for customers, if those goals are achievable, etc. It becomes easy if you know what it means for different customer segments.

Customer Success 52

Customer Success Sales Hiring Scale SMB 52

ChurnZero

DECEMBER 9, 2022

Traditionally, it’s the chief officer of finance or operations. We had to say: what does SMB want? So, we combined our 20 products into one and said here’s a package for SMB, here’s a package for mid-market, and here’s a package for enterprise. Which executive role gives you the best likelihood of becoming CEO?

CTO Coach 52

CTO Coach Customer Success VP of Engineering CTO Hire 52

SaaStr

OCTOBER 26, 2023

In a year like this, SMB is doing worse, with a lot more churn and startups going out of business. But in other years, SMBs are jumping in the boat, so you get amazing growth long-term with a multi-segment strategy. But in other years, SMBs are jumping in the boat, so you get amazing growth long-term with a multi-segment strategy.

Sales Hiring 194

Sales Hiring AI SMB Scale 194

SmartKarrot

MARCH 20, 2023

To track progress qualitatively and using KPIs, organise and conduct business review meetings with customer executives (CFO, CAO, VP of Finance, etc.). owning SMB and Enterprise account adoption, renewals, and growth across all industries. Along with the sales team, secure possibilities for customer renewal and growth.

Customer Success 19

Customer Success Sales Hiring Technical Review SMB 19