SaaStr

OCTOBER 11, 2023

You don’t want to overwhelm SMB customers, and Monday made this a focus from day one. The Secret To Conquering High NRR From SMBs monday.com went from 125 to 110 NRR, which is macro yet still epic for SMB. How do you get over 100 for SMB? Zinman calls this a gradual discovery. They were wrong.

Scale 159

Scale Sales Hiring Scaling Banking 159

SaaStr

SEPTEMBER 14, 2022

In the early days, UserZoom struggled with deciding whether its target market should focus on enterprise or SMB. But UserZoom’s roots in Europe drove them to be more creative – everything from FFFs (friends, family, and fools), to bank loans, to government grants. Define and focus on one target persona.

Scale 205

Scale Venture Capital Sales Hiring SMB 205

SaaStr

DECEMBER 5, 2023

Role-based access controls Org visibility of how to manage the entire organization on the platform Compliance and governance Reporting If you’re committed to the journey, build this into your platform early. When you get to the phase of wanting to sell to Enterprise, it often breaks down at Enterprise needs.

Scale 180

Scale Enterprise readiness compliance Enterprise 180

Stax

APRIL 11, 2024

SMB owners wear many hats, managing everything from staff to sales. Government agencies have a payment management system to manage grant award payments, making the search for payment management system information more complicated. Learn More What is a Payment Management System?

Payment Services 88

Payment Services Payment Solutions Merchant Services Payment Methods 88

Kellblog

JANUARY 1, 2023

Alation , who pioneered the data catalog as an application for data search & discovery and then transformed it into an overall data intelligence platform for data search & discovery, data governance, cloud data migration, and data privacy. Examples: Gong, Clari, Amplitude [10].

Strategy 114

Strategy Startup Software Review Government 114

Sales Hacker

FEBRUARY 2, 2021

SMB Sales vs Enterprise Sales Process. SMB Sales vs Enterprise Sales Process. Deep knowledge and understanding of your prospects’ industry is the key difference between SMB sales , where you’re ‘churning and burning’ 10 demos a day, 5 days a week. What Is Enterprise Level Sales? The Models of Enterprise Level Sales.

Scale 96

Scale Enterprise Marketing Sales 96

Sales Hacker

APRIL 10, 2018

The SMB segment—going upstream vs. downstream. Markets have very specific requirements—think of Governments. Pro-user, SMB, Enterprise, this requires a specific Go To Market strategy. SMB/Group like – selling applications using an annual/monthly/usage contract. The SMB Segment: Going Upstream vs. Downstream.

SMB 73

SMB Strategy Outsourced Development Marketing 73

Sales Hacker

SEPTEMBER 16, 2021

Sales Profile: SMB to Commercial. Sales Profile: SMB to Commercial. A prescriptive guide, “ How to Maximize Your Evaluation Impact ,” conveys a framework based on the GUIDED principle, which stands for Govern, Understand, Inform, Define, Enable and Document when engaging in sales POCs with buyers. Duration: 15 to 30 Days.

Revenue 74

Revenue Sales SMB Engineering 74

BetterCloud

FEBRUARY 16, 2021

At the outset, Gartner calls out that since its last edition of the report in 2018 , “The market for SMPs has matured, with core capabilities to discover SaaS applications, manage their use, automate workflows, and establish consistent identity, access and data governance controls across SaaS applications.”. “By

Technical Advisors 98

Technical Advisors Management Merchant Services SaaS 98

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

SaaStr

MARCH 10, 2020

In some cases, they’re even owned by governments. In every case, they are government regulated, and they were not buying software. But all of the training was done by what we called the SMB managers. That was Flexport’s case, so we compete against companies that are generally 100 plus years old.

Scale 190

Scale Sales Hiring Sales Recruiting Scaling 190

OpenView Labs

MAY 5, 2021

The answer likely depends on your market segmentation, as freemium may ease adoption friction for SMB/mid-market companies. Developer communities can also have a significant impact dependent upon how the community and its contributions are governed. Are you targeting enterprise or mid-market/SMB?

Business 52

Business SMB Scale DevOps as a Service 52

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. The government forces me to, ho hum. This episode is sponsored by TaxJar. No one likes it.

SMB 173

SMB Scale Startup Marketplace as a Service 173

SaaStr

OCTOBER 22, 2019

These challenges, you know, range from weather crises to oil price changes, you name the challenge, but I’ll talk a little bit about one that’s happened recently, the government shutdown. So it’s [inaudible 00:19:14], we help SMB access, under economic incentives from the government, city contractor.

Payment Methods 101

Payment Methods Outsourcing Services SaaS Payments Business 101

Sales Hacker

OCTOBER 24, 2022

Company template: business vertical or size (enterprise, government). Company + persona + template: persona + vertical + size (fintech company for CRO, SMB for Head of Sales). Instead, you can use diverse levels of mirroring to showcase in your product demo: Generic demo.

Scale 80

Scale Technical Review Software Review Sales 80

SmartKarrot

NOVEMBER 29, 2021

Guide customers on non-technical issues such as data security and governance, compliance, and contracting. 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).

Customer Success 19

Customer Success Sales Hiring Technical Review SMB 19

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. It’s going to be used by governments. Frankly, they tend to be a lot more profitable customers across the board for all of us.

Scale 118

Scale Scaling Artificial Intelligence Business 118

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. Educational LMS Software.

Systems Review 138

Systems Review Management Scale Education 138

Intercom, Inc.

OCTOBER 29, 2019

Sales: Be able to route prospects to our self-service flow or the most appropriate team within Sales, e.g. startups, SMB, MME, based on well-defined customer segments. You can’t find email lists using Job-to-be-Done, but you can find ones for B2C subscription businesses that have a high volume of website traffic.

Business 184

Business B2C Scale Headcount 184

SaaStr

JUNE 16, 2020

It’s available to everyone bringing in third party speakers, bringing in, we had Mark Cuban couple of weeks ago, we’re having Brene Brown for our SMB business, around empathy, and leading through courage. It’s the SMB space. And so there’s a massive demand around some of this content. One, Salesforce Care.

Sales Hiring 155

Sales Hiring Scale SaaS Payments Payment Services 155

Sales Hacker

JANUARY 29, 2018

To grow, the company needs to structure its resources into two initiatives; SMB and MidMarket, each requiring a different approach. In the example below, you will notice the specialization of Government vs. Commercial. In the example below, you will notice how at first our teams operate unstructured.

Sales Recruiting 75

Sales Recruiting Scale Sales Hiring Sales 75

SaaStr

DECEMBER 3, 2019

It’s the same product that you use, whether you’re an SMB buyer or enterprise. So in fast, we always kind of are governed or mostly governed by CAC payback. Like what we do up market with our majors and enterprise teams is going to be very different than what do downmarket with our SMB. We hold back a lot.

Scale 131

Scale Sales Hiring Development Team Review Technical Review 131

Sales Hacker

APRIL 29, 2021

Our friends in SMBs may have been in the sales realm for a while, with reps who are used to doing their own things. For some teams, this includes a formalized content request process, allowing reps the opportunity to ask for the content they actually need. Content Analysis.

Scale 103

Scale Sales Hiring Sales Headcount 103

Sales Hacker

FEBRUARY 7, 2018

Pursue new accounts for example from SMB to Mid Market to Enterprise. Add a strategic partnership that opens a new segment, for example, Healthcare, Government, etc. Add new products/services to uplift the price, and create upsell/cross-sell opportunities.

Scale 87

Scale Growth Hacking Scaling Sales Hiring 87

SaaStr

JUNE 3, 2020

It’s most severe in the SMB world. Also government, it is right now in this time, hard to know who to trust. And so, it’s very hard to trust government. And you can see here across the board, companies, SaaS companies are expected increased churn. Especially when they’re all saying different things.

Software Review 173

Software Review Scale Technical Review SaaS 173

How SaaS Works

OCTOBER 25, 2019

There was clear resistance to this particular type of cloud-based product in larger companies, mainly due to IT governance. not a good fit b/c of IT governance. This may sound obvious, but even the best lead generation techniques end up with leads that simply aren’t in the market for your product category. Decision maker ?—?Does

Sales Funnel 40

Sales Funnel SaaS Government Market Segmentation 40

Kellblog

JANUARY 5, 2020

While most everyone I knew scratched their head at the enterprise-focused Workday acquiring a more SMB-focused Adaptive, Workday has done a good job simultaneously leaving Adaptive alone enough to not disturb its core business while working to get the technology more enterprise-ready for its customers. Autonomy’s former CEO gets extradited.

DevOps as a Service 63

DevOps as a Service Blockchain Technical Review AI Search 63

Point Nine Land

JANUARY 17, 2019

markets until the government shutdown ends…) We’ll see a transition in the private markets: plenty of venture money is still available, but valuations are softening, the checks aren’t flowing the way they were, and we’ll see companies refill their coffers while times are still (relatively) good.

Technical Review 40

Technical Review Marketplace as a Service Software Review Venture Capital 40

Intercom, Inc.

AUGUST 29, 2019

You need to start having more structure and governance in how you do everything. ” We started with a really small base of people who were SMB, really small customers. So operations needs to get more sophisticated. You need to start documenting things. You need to start aligning your processes.

Scale 172

Scale Sales Hiring Scaling Payment Services 172

SaaStr

AUGUST 15, 2020

A lot of people are saying that, “We’ve seen the worst of the downtown,” and you’ve got the other side of that saying, “There’s still more to come when furloughs and everything are no longer funded by governments and what have you throughout the globe.” Shopify has never moved up market.

Payment Methods 188

Payment Methods Merchant Services Scale Payments 188

Intercom, Inc.

SEPTEMBER 26, 2019

From there we actually built some enterprise capabilities that customers wanted around governance and compliance. And so, for products that are solely self-serve (and solely SMB or very small business), it can make less sense for us to go after it, right? For us, we’re very mid-market and enterprise.

Underperforming Technical Team 170

Underperforming Technical Team Marketplace as a Service Outsourced Development Development 170

Sales Hacker

NOVEMBER 15, 2017

Fiscal Year is a financial accounting period of one year (that may or may not coincide with the calendar year), which is used by governments and businesses for taxation, budget planning, performance assessment, strategy formulation and other purposes.

Scale 99

Scale Payment Methods Sales Recruiting SaaS Payments 99

SaaStr

SEPTEMBER 13, 2020

They’re facilitating virtual schooling, they’re helping governments organize. Everyone knows Shopify for what it is today, but in the earlier days, it really was the best SaaS platform for SMB eCommerce providers. They’re giving us the connectivity to communicate with our colleagues, friends and family.

Sales Hiring 152

Sales Hiring Scale Payments Cloud 152

InsightSquared

DECEMBER 15, 2017

As anyone with a sales or marketing operations background is all too well aware of, it takes a small army and an arsenal of tools to combat the ongoing challenges of data cleanliness, accuracy, and governance. We wanted to be able to serve and align our SMB and enterprise teams by sourcing from the same partner. Conclusion.

Data 66

Data SMB Outsourced Development Machine Learning 66

OnStartups

JULY 7, 2021

And then I met Brian in grad school and we both have this kind of shared passion for SMB. Do you have a sense of if that's going to be a problem or do you think that there's a solution to that with the governance? Dharmesh: I'm a believer in kind of self-governance over time. That was my kind of path, my kind of chosen path.

Payment Methods 140

Payment Methods Software Review Technical Review Payment Solutions 140

SmartKarrot

OCTOBER 27, 2020

The whole organization has to be governed with customer-centric philosophy to turn that into a powerful competitive advantage. You must collaborate with the marketing team to attract more right-fit customers. Likewise, the product management team has its own benefits of collaborating with customer success. Final Thoughts.

Customer Success 10

Customer Success Scale Traceability Sales Hiring 10

SmartKarrot

JANUARY 5, 2021

From start-ups to leading companies, Andreas has successfully reinvented the importance of Customer Success for several companies, including Apple’s SMB market. Mark is a Principal at CSLeadership , and the Co-Chair of Customer Success Leadership Governing Council. Don Peppers. Mark Pecoraro.

VP of Engineering 21

VP of Engineering Customer Success Scale Technical Review 21