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. Use free products to drive conversion, motivate innovation, and entice your customers.

Scale 261

Scale SMB Scaling Innovation 261

SaaStr

NOVEMBER 27, 2024

What was once considered too small or too niche, vertical SaaS has recently emerged as a hotbed of innovation and profitability. How Much Time Should a CEO Be Involved With Customers When you have a high-velocity SMB motion that’s still sales-driven, how much time should the CEO spend in sales and with customers?

Payments 257

Payments SaaS Payments Payment Solutions Payment Services 257

SaaStr

APRIL 15, 2020

They’ve also launched a fairly innovative Free program from their customers that are struggling that I think many of us can learn from. 001” with Romain Lapeyre, CEO of Gorgias: 2,500+ SMB E-Commerce Customers appeared first on SaaStr. Take a listen. The post “What Are You Seeing?

SMB 223

SMB Innovation Cloud Data 223

SaaStr

JULY 14, 2022

Talkdesk, last valued at $10B, started off as an SMB Zendesk and Salesforce plug in at a $25m valuation when I first invested. That’s a big change from a grab-and-go SMB solution in the early days. You have to continue to provide innovation to your customers. But pricing tweaks don’t really do that.

SMB 329

SMB Enterprise Government compliance 329

SaaStr

MARCH 19, 2020

They will keep innovating. And even when you do check “dashboards” from SMB-y apps, they often don’t even look like dashboards. Depending on who you are, and what you do, sales may or may not have slowed way down. But one thing I do know: the best SaaS companies will come out of this time with the strongest products.

SMB 363

SMB Enterprise Innovation Communication 363

SaaStr

DECEMBER 31, 2022

“How To Innovate Faster with Community: Insights From GitLab CEO Sid Sijbrandij” A great session from GitLab’s CEO and founder on how to really use community to build and scale. #2. The 4 V’s of Sales: Volume, Value, and Velocity: Waze Head of SMB Sales & Head of Sales Enablement.

Scale 246

Scale SMB Innovation B2B 246

SaaStr

DECEMBER 15, 2021

7:00 AM (50 MINS) – Acquiring SMB 10,000 Customers Solely from Data with Gorgias’ CEO Romain Lapeyre. 9:00 AM (50 MIN) – How To Innovate Faster with Community: Insights From Co-creating Product with Community with GitLab’s CEO Sid Sijbrandij. All times are in Pacific Time. 7:00-8:00 AM PT. 8:00-9:00 AM PT.

Scale 273

Scale VP of Engineering Scaling SMB 273

SaaStr

MARCH 28, 2025

SMB customers. For SMB SaaS, aim for 6 quarters of LTV:CAC, not 4 Ren adjusted the traditional benchmark because SMB customers stay longer than typically measured. Balance tech debt with innovation: Even after 18 years, Bill continues to invest in modernizing its platform while developing new capabilities.

SMB 130

SMB Payments Payment Services SaaS Payments 130

SaaStr

APRIL 24, 2022

BowtiedCocoon: Top SaaS SMB AEs have $125k OTEs. Learnings from Innovating in Underserved Markets with Samsara CPO Kiren Sekar. Each week, we round up our most popular content so you can catch up on anything you may have missed. Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: 1.

Sales Hiring 293

Sales Hiring Revenue Scale SMB 293

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 281

Sales Hiring AI SMB Scale 281

SaaStr

DECEMBER 20, 2022

Learnings from Innovating in Underserved Markets with Samsara CPO Kiren Sekar. #20. The 4 V’s of Sales: Volume, Value, and Velocity: Head of SMB Sales Fernando Belfort and Head of Sales Enablement Kendra Wrightson. #19. How to Get the Most Out of Your Entire Revenue Motion with Salesloft CMO Lauren Vaccarello. #21.

Scale 271

Scale SMB Sales Enablement Innovation 271

SaaStr

DECEMBER 1, 2021

Romain’s last SaaStr session “ How to Close Your First 1000 Customers Based Solely on Data ” is still one of our all-time top watched sessions, so at this edition of SaaStr Scale, he’ll be refreshing this now that Gorgias’ growth has exploded and sharing “ Acquiring SMB 10,000 Customers Solely from Data.”

Scale 278

Scale Scaling SMB compliance 278

Tom Tunguz

AUGUST 7, 2017

The strategic question might be catalyzed by increasing cost of customer acquisition in the core SMB segment. In addition, enterprise sales often requires more staff than SMB sales. Field marketing and sales engineering are two essential roles in enterprise sales that have no counterpart in SMB.

SMB 185

SMB Sales Funnel Company Culture Enterprise 185

SaaStr

JANUARY 29, 2021

But also, more innovation. Sticking with SMBs, even as go more enterprise. Sticking with SMBs, even as go more enterprise. Kyle noted this is a top board-level discussion, with enterprise customers worth 100x or more than SMBs. But Salesloft wants to keep to its roots as well and retain SMB customers.

Scale 301

Scale Social Media SMB AI 301

SaaStr

JULY 8, 2022

Half of Gorgias’ almost 10,000 SMB customers come from partners. How To Innovate Faster with Community: Insights From GitLab CEO Sid Sijbrandij. How Leveraging Partnerships Can 2x Your Growth with Gorgias CEO Romain Lapeyre. A niche session, but a strong one. Here’s how they do it. #5.

VP of Engineering 274

VP of Engineering Scale Outbound Sales Team SMB 274

SaaStr

DECEMBER 30, 2021

But They Do Expect Continual Innovation. The Social Contract is that you will be highly innovative — and the CIO gets input on the roadmap. Maybe you want to be 100% SMB, or focus on functional silos in the enterprise. Trust is so key here. And you (probably) will need to get on a plane. Not someone on the team.

Startup 261

Startup SMB Enterprise Innovation 261

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 274

Venture Capital Cybersecurity Artificial Intelligence Scale 274

SaaStr

MARCH 19, 2021

Unlike our SMB customers, midsize businesses tend to have multiple key decision makers, including finance, product, IT, security and legal. Our innovations in customer experience and automation work best when they work for all of our customers. Our larger customers needed more time to vet us.

Scale 284

Scale Business Finance compliance 284

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 291

Enterprise B2B Scale SMB 291

SaaStr

DECEMBER 20, 2023

So to serve both segments at the simultaneously, ZoomInfo has been rolling out a Product-led sales motion, that gives the ability for an SMB customer to sign up directly on their website for a free trial and grow into a paid customer, without ever having to talk to an sales rep or go through a demo process.

New CTO 312

New CTO Scale Sales Hiring CTO Hire 312

Payrix

JANUARY 28, 2025

This shift presents opportunities for innovative companies to leverage changes for growth. Those that fail to adapt risk losing market share to more innovative players. This episode reinforces the importance of innovation, adaptability, and long-term vision in the ever-evolving payments industry.

Payments 130

Payments Payment Solutions Merchant Services Payment Methods 130

SaaStr

MAY 24, 2021

Roundtable: Fueling Product Innovation on the Path to $10B with Workday. Enterprise, SMB and Everything In Between: How to Build a Business that Scales With Your Customers with Zendesk. The 4 Secrets to Better Prospecting with Vidyard. Michael Sindicich. Roundtable: 5 Tips to Reduce the Enterprise Sales Cycle with TripActions.

Scale 179

Scale Enterprise SMB SaaS 179

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 84

SMB Enterprise Strategy Compensation 84

SaaStr

AUGUST 8, 2019

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. I’m very happy to talk about SMB sales today because if you think about it, healthcare is a very nice economic sector.

Sales Recruiting 120

Sales Recruiting SMB Scale Sales Hiring 120

Tom Tunguz

OCTOBER 21, 2017

Segmentation - focus on SMB, Mid-Market, or Enterprise, to play where competition isn’t present. As the number of new startups ebbs, and major forces in the industry reshape it, I suspect we’re going to see a massive amount of innovation in SaaS, a reinvention after the perfection of a 20 year old playbook.

Venture Capital 189

Venture Capital SaaS Artificial Intelligence Machine Learning 189

SaaStr

AUGUST 8, 2019

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. I’m very happy to talk about SMB sales today because if you think about it, healthcare is a very nice economic sector.

Sales Recruiting 111

Sales Recruiting SMB Scale Sales Hiring 111

SaaStock

JANUARY 25, 2019

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. It offers innovative software, relationship and management support. CEO : Marcelo Lombardo.

SaaS Payments 257

SaaS Payments Payment Solutions Payment Methods Payments 257

SaaStr

DECEMBER 15, 2022

SaaStr 527: Acquiring 10,000 SMB Customers Solely from Data with Gorgias CEO Romain Lapeyre. #5. SaaStr 549: From 0 to $500 Million ARR in 6 years: Learnings from Innovating in Underserved Markets with Samsara CPO Kiren Sekar. #3. SaaStr 525: Marketing Hyper-Growth at Scale with Klaviyo Head of Marketing Kady Srinivasan. #4.

Scale 157

Scale SMB Innovation Scaling 157

SaaStr

JANUARY 26, 2022

So UserTesting is a case study on how great SaaS can be (innovating and creating a market leader, and driving it to $160m+ ARR) … and also hard SaaS can be. They started as pay-as-you go and pretty SMB / PLG. I love the company and the product, and the value add. UserTesting didn’t start enterprise, quite the opposite.

Scale 189

Scale SMB Enterprise Pricing 189

Unbounce

SEPTEMBER 28, 2021

As online competition intensifies and consumer expectations continue to evolve, Unbounce’s latest innovation is a crucial part of the company’s aggressive ambitions: To help small and midsize businesses (SMBs) optimize their marketing with AI marketing insights traditionally designed for large corporations. ”

AI 141

AI Artificial Intelligence Machine Learning Marketing 141

SaaStr

MARCH 7, 2021

Field vs. mid-market vs SMB early. Early adopters take vendor risk, they seek out innovation, they kick a lot more tires. You can do dinners at first, and half-day meet-ups second, and then a full-event later. But start early. Steak dinners always work. 8/ Specializing the sales team earlier. Closers should close, openers should open.

Part-Time VPE 293

Part-Time VPE Sales Recruiting Sales Hiring Scale 293

Tom Tunguz

JUNE 19, 2016

It builds products of the highest quality often with innovative and novel manufacturing techniques. Apple serves as a great example of a company whose marketing mix is aligned and consistent. The company positions itself in the market as a premium brand. Apple sells its products in glorious, well lit and modern stores.

Pricing 127

Pricing Startup Strategy Development 127

Aaron Beashel

MARCH 9, 2018

The end users of their software are marketers at SMB companies and they sell their product for around $100 per month (Meaning the Annual Contact Value is around $1000). Zenefits is a great example of business model innovation. Business Resources.

Scale 192

Scale B2B SaaS Payments Strategy 192

Blulogix

JUNE 13, 2025

Enterprise Integration Focus BluLogix integrates directly with Salesforce, NetSuite, provisioning platforms, and more via our innovative DataMart. The Cost of Getting It Wrong Too many enterprises are running billing on SMB-era infrastructure—or worse, fragmented systems patched together by IT.

Payment Features 52

Payment Features Enterprise Traceability Scale 52

Intercom, Inc.

JANUARY 31, 2022

The startup landscape is full of exciting, and innovative companies, and we look forward to continuing to support them. Startups rely on tools like Notion and Intercom to get their companies off the ground” – Kate Taylor, Head of SMB Business at Notion. Intercom was critical to Notion’s early engagement with customers.

Startup 118

Startup Scale Venture Capital SMB 118

Tom Tunguz

JUNE 26, 2013

In the last two years, financial services startups have been innovating impressively quickly and challenging some of the fundamental ways in which capital and credit are distributed. The next wave of innovation in consumer credit seems to be the use of social signals as determinants of creditworthiness.

Merchant Services 100

Merchant Services Payments Point of Sale Startup 100

How To Buy Saas

APRIL 9, 2024

As the popularity of SaaS rises, it is a must for every entrepreneur to know the latest SaaS innovations. Low code and no code platforms The next innovation is driven by white labeling, low-code, and no-code solutions. Did I forget to mention the ways it is revolutionizing the business world? What are they? Let’s find out.

Artificial Intelligence 52

Artificial Intelligence Innovation Software Review Technical Review 52