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 216

Scale VP of Engineering Scaling SMB 216

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 199

Scale SMB Sales Enablement Innovation 199

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 73

SMB Enterprise Strategy Compensation 73

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 148

Scale SMB Innovation Scaling 148

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 332

SMB Enterprise Innovation Communication 332

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 157

Scale Enterprise SMB SaaS 157

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 248

Startup SMB Enterprise Innovation 248

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 227

VP of Engineering Scale Outbound Sales Team SMB 227

SaaStr

APRIL 14, 2023

Enterprise will likely have a different problem set vs. an SMB. But when you expand to China, SE Asia, and India, the quality of developers and innovation is sorely lacking. Mistake #3: Misunderstanding The Needs Of Your Geographic Market Founders are always looking to resolve a key burning issue or problem set.

Development Team Review 211

Development Team Review Technical Review Underperforming Technical Team SMB 211

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 262

Scale Social Media SMB AI 262

Intercom, Inc.

OCTOBER 26, 2020

When I was raising our seed round in 2011, and all the way into 2013, actually, when I was raising our Series A, I was told you cannot build a hundred million dollar software business selling to SMB. We built a hundred million dollar business with SMB. The art, again, is to weave the creativity and innovation in with the process.

Leadership 211

Leadership Scale SMB Innovation 211

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 Venture Capital Scale SMB 118

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 Machine Learning Artificial Intelligence Marketing 141

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 215

Scale SMB Enterprise Pricing 215

CustomerSuccessBox

DECEMBER 13, 2021

CS is evolving quickly which means there are lots of opportunities to help customers in new and innovative ways. To keep up with all the newest innovations in Customer Success. Trying to adapt successful enterprise or high touch innovations to SMB or self-serve environments. What do you dislike about the role?

Customer Success 52

Customer Success Management SMB Innovation 52

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.

SaaS 188

SaaS Venture Capital Finance Machine Learning 188

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 growing team is dedicated to implementing innovative, adaptive, and data-driven digital marketing plans that help brands connect with their audience. Our SMB Clients.

Technical Review 92

Technical Review SMB Sales Hiring Finance 92

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

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 115

Pricing Startup Strategy Development 115

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

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 258

Part-Time VPE Sales Recruiting Sales Hiring Scale 258

Sales Hacker

FEBRUARY 15, 2018

15, 2018 – Sales Hacker, the leading resource for sales innovation, acceleration, and the future of sales, is set to host The Revenue Summit , on March 1st, 2018 in San Francisco, California. This event will teach executives the most innovative and actionable best practices to scale revenue. Director, SMB Sales, Google Cloud.

Scale 66

Scale Customer Success Revenue Marketing 66

Sales Hacker

AUGUST 7, 2020

Senior Vice President, Sales SMB. Ridge Innovative. Sales Manager, SMB New Business Acquisition. Senior Vice President Of Sales – Active Workplace – Innovation. VP, SMB Essentials Sales. INNOVATIVE SPA MANAGEMENT- ISM SPA. Head of Sales – SMB New Business Acquisition. Faiza Hughell.

VP of Engineering 121

VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

SaaStr

OCTOBER 31, 2019

They had fallen behind this latest wave of cloud innovation, and they had to acquire Red Hat in order to execute against their hybrid cloud vision, a similar story with SAP buying Qualtrics, Microsoft buying GitHub. SMB businesses just go out of business much more frequently, and so their gross retention numbers are going to be lower.

Cloud 100

Cloud Scale AWS Machine Learning 100

Sales Hacker

JUNE 14, 2018

Perhaps you are expanding into the SMB space and have not been able to gain a measurable return. Can you illustrate your firm’s proven track record of selling in the enterprise, mid-market, or SMB segments ? Are they just speaking to what you asked for or are they providing innovative ideas for how to reach your sales goals ?

Outsourcing Services 57

Outsourcing Services Sales Hiring Sales Outsourcing Outsourced Development 57

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. Matt agrees: until you’ve proven your value and can tell your story through clear use cases, it’s best to prioritize the mid-market. “In

Scale 118

Scale Scaling Artificial Intelligence Business 118

InsightSquared

OCTOBER 24, 2017

Tiffani Bova, @Tiffani_Bova : Global, Customer Growth, and Innovation Evangelist at Salesforce. Market, Sell and Support: Best Practices from SMB Leaders – Wednesday, November 8, 1:00 PM – 1:40 PM – San Francisco Marriott Marquis Hotel, Foothill G1-G2: Video.

Sales 63

Sales SMB Leadership AI 63

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 203

Sales Hiring AI SMB Scale 203

ProfitWell

APRIL 24, 2019

Note though that these gains don’t seem to correlate with the size of the customer though, meaning it’s not as if SMB focused companies are better than enterprise companies in the region. It’s our cradle of innovation, spurring almost all of the greatest hits in our industry. Click to enlarge.

SMB 60

SMB Retention Innovation Revenue 60

BrightBack

APRIL 6, 2020

While it’s difficult to remember when the subscription model wasn’t as popular as it is today, a select few early innovators contributed to a rapid adoption of subscription services and goods, which reached a tipping point in 2012. The subscription industry is entering a retention-led phase of growth.

Subscription 59

Subscription Payment Features Retention Payment Methods 59

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 245

Venture Capital Cybersecurity Scale Artificial Intelligence 245

FastSpring

OCTOBER 18, 2018

No longer can you think of your enterprise-level or SMB customers as one-time buyers or users, they are now “subscribers” of your business. Accomplishing this involves making a proactive effort to listen to your customers’ frustrations and figuring out innovative solutions to their problems.

Payment Features 60

Payment Features Payment Services Subscription Payment Methods 60

Sales Hacker

OCTOBER 30, 2018

An engaging speaker and innovative seminar leader, Joanne is changing the business of sales. She helps SMB companies drive growth by incorporating the newest research and best practices to enable business owners to bring about sustainable change that leads to growth. Alice Heiman is a sales strategist, coach and keynote speaker.

Sales Recruiting 111

Sales Recruiting VP of Engineering Scale Sales Hiring 111

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 299

SMB Enterprise Government compliance 299

Neil Patel

FEBRUARY 4, 2021

While the two agencies don’t work together much, they trade referrals if the SMB branch can better help specific clients meet their goals. SMB Digital Marketing Case Studies. We put a lot of time into product improvements and innovation, and it’s something that separates us from the competition in a significant way.

VP of Engineering 126

VP of Engineering Marketing Marketplace as a Service Social Media 126

SaaStr

MAY 8, 2020

Prior to Work-Bench, Jessica was a Learning and Development Manager at Cisco Systems, where she worked with the Engineering organization on Agile transformation, innovation and culture. It’s that 12 to 18 month sales cycle versus the two to three month SMB contract. And it tends to be a bit more tied to the hip is what we see.

Sales Recruiting 175

Sales Recruiting Technical Review Sales Hiring Outsourced Development 175

Kellblog

APRIL 25, 2022

But over time analysts will remember who’s innovating in the market, and in which direction (so ensure you have a bigger strategic narrative) and they’ll know who’s copying. Or, they’re an SMB solution trying to come up-market (and you have an enterprise-class problem).

Technical Review 129

Technical Review Advertising Software Review Scale 129