Intercom, Inc.

JULY 29, 2021

You can also read the full transcript of the interview, which has been lightly edited for clarity, below. We have SMB mid-market enterprise. We know our customers and what the market price is. Is it a product you’d sell to a family member at list price because it’s that good? From selling bikes to software.

Sales Hiring 223

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

SaaStr

MAY 24, 2019

How does Andrew advise founders on the question of whether to start in enterprise or SMB? What are the benefits of starting in SMB? Below, we’ve shared the full transcript of Harry’s interview with Andrew Filev. I had Jason VandeBoom of ActiveCampaign on the show, and he said SMB first works. Andrew Filev. Andy Wilson.

Sales Hiring 145

Sales Hiring Scale SMB Sales Recruiting 145

Sales Hacker

NOVEMBER 9, 2020

Having the right technology in place is often the difference between success and failure, and this is even more true for startups and SMB, where you have a small team and limited resources. This isn’t the only effect WFH has had on the sales tech market, though.

Technical Review 117

Technical Review Scale Trends Startup 117

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! Customer and channel partnerships. Sales strategy. Your messaging may be focused on only one persona.

Sales Hiring 71

Sales Hiring Enterprise Technical Review SMB 71

SaaStr

NOVEMBER 2, 2019

How does Krish think about purely serving the SMB market? How does he think about the mortality rate of SMBs? How does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise? Below, we’ve shared the full transcript of Harry’s interview with Krish Subramanian.

Scale 128

Scale SaaS Payments Sales Recruiting Payment Services 128

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. Below, we’ve shared the transcript of Harry’s interview with Rachel. This episode is sponsored by TaxJar.

SMB 180

SMB Scale Startup Marketplace as a Service 180

FastSpring

DECEMBER 7, 2023

In this episode of Growth Stage, Carl will dives into his experience running acquisitions of SMB software businesses, including: His thoughts on what makes a software company a good target for an acquisition by a brand. Do I have better pricing with that vendor? Can you then inherit that pricing from me, that’s a cost synergy.

Software Review 136

Software Review Technical Review Development Team Review Branding 136

Andreessen Horowitz

OCTOBER 16, 2023

As for pricing, how do you know you’re not leaving value on the table? Joining me to interview Bansal, we have general partner Peter Levine, who also put out a series of 16 short sales videos for founders, which you can find at a16z.com/16sales. What does this mean for product design and product management? Where did you start?

Product Marketing 80

Product Marketing Scale Sales Hiring Sales Recruiting 80

Sales Hacker

MAY 1, 2018

4) Growth in an SMB, mid-market, and enterprise [5:10]. 8) Pricing as an objection [25:30]. During the interview process, he left the company and asked me not to join the company! How to Sell Your Software to a Big Company: SMB Vs. Enterprise. Overcoming Pricing as an Objection. Show Agenda and Timestamps.

Sales Recruiting 47

Sales Recruiting Sales Hiring Sales SMB 47

SaaStr

JULY 24, 2019

This is pretty simple, but when I look at this industry, a lot of times what I see is organizations crafting pricing packages that would enable, for example, an enterprise-wide license, where an organization pays you X amount of money, and they have unlimited seats, unlimited usage. What are these building blocks?

Retention 137

Retention VP of Engineering Sales Hiring Scale 137

SaaStr

AUGUST 9, 2019

Below, we’ve shared the full transcript of Harry’s interview with Vikas Bhambri. I do want to break the interview today up into a couple of different parts really. It’s not an SMB where you’re getting volumes of 100 a day. Eyal Manor. Megan Lueders. So that’s how the journey began.

SaaS Payments 132

SaaS Payments Cloud Technical Review Scale 132

SaaStr

AUGUST 16, 2019

Below, we’ve shared the full transcript of Harry’s interview with Justin Welsh. Justin Welsh: And I took the bus from Allentown to New York and interviewed for the role and I landed at ZocDoc as the second sales hire and the 10th employee and that’s really how I broke into SaaS. Justin Welsh. Zach Perret.

Scale 141

Scale Underperforming Technical Team Sales Hiring Interviewing 141

SaaStr

OCTOBER 8, 2019

You can’t go like, “Yeah, let me check this price with my board.” Mixmax being very much an SMB mid-market focused company, this person was an enterprise rep and we were like, “You know what, it’s going to be fine. ” And then the CEO on the call, you’re like, who do you call?

Sales Hiring 127

Sales Hiring Scale Sales Interviewing 127

User Pilot

AUGUST 6, 2023

Following up on insightful customer feedback through email or interviews. Promotional emails are consistent with the information on your pricing pages. Source: SMB Compass. Leveraging multimedia such as micro-videos in your surveys. Split-testing different survey iterations to optimize response rates.

Investment 73

Investment Banking Social Media Customer Lifetime Value 73

SaaStr

SEPTEMBER 27, 2019

Below, we’ve shared the full transcript of Harry’s interview with Ryan Bonnici. And so very quickly we set up automatic sales notifications and sales emails that basically would send out to sales reps as prospects if they were viewing our pricing page, as an example. I’m very much about a case format of interview.

Sales Hiring 131

Sales Hiring Sales Recruiting Scale Software Review 131

ChurnZero

OCTOBER 15, 2021

You may do things with your pricing and packaging that don’t feel right but allow you to do some fun (misleading) math that gets you in a better spot. If you’re a startup or SMB, this sets you up with unrealistic NRR expectations. When interviewing CSMs, I used to never get asked about what tools we have to support our CS team.

Customer Success 97

Customer Success Benchmarks Scale Underperforming Technical Team 97

SaaStr

MAY 8, 2020

Below, we’ve shared the transcript of Harry’s interview with Jessica. What I will say is different than perhaps SMB is that, in the Fortune 500 with enterprise customers, your contracts are either churning, renewing at flat, or expanding. It’s that 12 to 18 month sales cycle versus the two to three month SMB contract.

Sales Recruiting 176

Sales Recruiting Technical Review Sales Hiring Outsourced Development 176

Sales Hacker

SEPTEMBER 16, 2019

Because the price and commitment are lower, the convenience of the purchase is going to be one of the most important aspects to your customer. Inside sales focuses on SMB, mid-market buyers. Questions to Ask in an Interview. Questions to ask in an interview. Products that solve a simple, immediate, problem.

Sales Hiring 81

Sales Hiring Scale Sales Recruiting Payment Methods 81

SaaStr

NOVEMBER 28, 2021

You can “graduate” out of founder-led sales pretty early with SMB sales, but enterprise is harder with long sales cycles and every deal mattering for a long time. And at scale, you pay 3x-5x bookings for SMB-enterprise. First, make sure they’ve sold at your price point, at your ACV. 3X, 4X, 5X.

Scale 192

Scale Sales Hiring Sales Recruiting Scaling 192

SaaStr

JUNE 3, 2020

Then we went on to build another company called SteelBrick, another SaaS configure price quoting solution. It’s most severe in the SMB world. And I had the privilege of interviewing Zoom founder, Eric Yuan, also their CEO, at our G2 REACH conference last year. And that company grew very quickly.

Software Review 181

Software Review Scale Technical Review SaaS 181

Sales Hacker

SEPTEMBER 11, 2018

A 1×1 interview with Tomasz Tunguz, legendary VC and SaaS expert, to discuss the key operational paradigms leading to SaaS excellence. The optimal pricing strategy to IPO. If you missed episode 23, check it out here: PODCAST 23: Optimizing Sales Productivity to Drive Exponential Growth. What You’ll Learn.

Scale 42

Scale SaaS Investment Construction 42

FastSpring

DECEMBER 8, 2022

I interviewed him for insights into how to build a global growth strategy, especially when it comes to localization. David Vogelpohl 02:42 We had some fairly large customers in my agency days, but the majority of them would be be what you would consider in the larger scale, like an SMB software company.

Payment Methods 78

Payment Methods Payment Solutions SaaS Payments Software Review 78

Sales Hacker

APRIL 16, 2018

8) How to interview properly [30:00]. Thinking about pricing strategy and customer segmentation and territories as we realized there was an appetite for access to experts. Making sure that everyone who is interviewing a candidate is looking for something unique. Sam Jacobs : What’s your favorite interview question?

Sales Hiring 40

Sales Hiring Management Scale Sales Recruiting 40

SaaStr

JUNE 7, 2019

What does Amit think about the differing variable price mechanisms that one can choose? How does one have a variable pricing mechanism without disincentivizing users to use the product? How do you know when you have the right pricing mechanism in place from the sales cycles of the reps? Should they leave money on the table?

Outsourced Development 132

Outsourced Development Outsourcing Services Sales Hiring Scale 132

SaaStr

MARCH 27, 2019

I think for me one of the biggest realizations for me, we were a mid market company, right, we grew up in SMB. When I started at Salesforce, we were SMB mid market, right, that’s really where we lived. Leyla Seka: Yeah, I mean, it happens in lots of different ways. And it was a light bulb over all of our heads.

Scale 131

Scale VP of Engineering Mobile Scaling 131

SaaStr

JANUARY 28, 2020

I remember about three years ago, Marc Benioff gave some interview and he said his biggest regret was not continuing to hire sales professionals through 2009, his number one regret. But I recently met a customer success leader that I was interviewing and I’m like, how would you approach, like at SaaStr, we have a hundred core sponsors.

Sales Hiring 205

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 205

SaaStr

JULY 12, 2022

How do I increase pricing? When you hire a VP of Sales and all they want to talk about in the interview is strategy, strategy, strategy, I’m not sure they’re a closer. He immediately made him head of SMB. I’ve interviewed so many VP of sales candidates for so many companies since then. Our real win rate.

Sales Hiring 263

Sales Hiring Part-Time VPE VP of Engineering Sales Recruiting 263

Intercom, Inc.

OCTOBER 29, 2019

Segmentation cannot incorporate all strategic considerations nor changes to product, pricing, and packaging over time. 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. A substitute for strategy or planning.

Business 184

Business B2C Scale Headcount 184

Chart Mogul

SEPTEMBER 15, 2023

How to Sell Your Startup: The Complete Guide to Running an M&A Process as a Founder by First Round Capital In this exclusive interview, Debow opens up his playbook for running an M&A process at a startup. What about a $199 or even a $99/mo price point? ARR business (40% revenue CAGR since IPO) with a $21.5B

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

SaaStr

JANUARY 3, 2020

This interview originally aired as Episode 213 on February 26, 2019. How does this differ when comparing enterprise to SMB? How does this differ when comparing SMB to enterprise? Is it fair to always surmise that when serving SMB one will always have a higher rate of churn? Loving our podcast content? Jason Lemkin.

SMB 26

SMB Sales Recruiting Sales Hiring Scale 26

Sales Hacker

AUGUST 18, 2023

” Is it something beyond just “we want bigger deal sizes to make our unit economics work” or do they feel they have a strong product market fit and can actually command those prices. Both from a performance perspective and functionality needed upmarket. It starts with the enterprise product strategy, then marketing.

Scale 67

Scale VP of Engineering Sales Hiring Enterprise 67

SaaStr

JULY 2, 2019

We had all the pricing information, we had all the techniques for integrations and so forth. Dannie : What we do then is we synthesize those interviews. Dannie : The way we specialized is we segmented, so SMB originally, enterprise, large enterprise. We had all the product information and whitepapers. We saw Box on one end.

Enterprise 146

Enterprise Scale Sales Hiring SMB 146

Unbounce

JUNE 16, 2020

especially for SMB SaaS startups. For example, ActiveCampaign’s reseller program offers beefier discounts to partners as they grow, letting them set their own pricing and pocket the difference: ActiveCampaign’s reseller program offers deeper discounts on pricing as more sales are made, creating an incentive to go big.

Outsourcing Services 131

Outsourcing Services Sales Recruiting Scale SaaS 131

Sales Hacker

JANUARY 21, 2020

SMB Sales & SDRs at (Smaller) Scale [18:20]. We’ve got an interview with Angus Davis. Now, without further ado, let’s listen to this interview with Angus Davis. It was a lot of fun to take what I’ve learned building an enterprise type business and applying it to SMB. Angus’ Approach to VC [23:59].

Payment Methods 55

Payment Methods Scale CTO Coach SMB 55

Sales Hacker

FEBRUARY 5, 2019

If you have a product that is absolutely crushing it in SMB/mid-market, you may be tempted to dive straight into the Enterprise market. SMB and Mid-Market orgs don’t have an analytics department with data scientists, so the technology fills the gap. SMB products tend to have similarly less flexibility or customization capability.

SaaS Payments 58

SaaS Payments Sales Hiring Payments Enterprise 58

SaaStr

JULY 30, 2020

How does this differ between SMB and enterprise? Below, we’ve shared the transcript of Harry’s interview with Pete. Yeah, hey, I was selling halftime before, and I would close about three deals a month at this average selling price. What are the challenges with enterprise given the long sales cycles? Harry Stebbings.

Part-Time VPE 202

Part-Time VPE Scale Sales Recruiting Sales Hiring 202

SaaStr

JULY 29, 2022

There was another company I invested in called Automile, that for a while was quite successful in SMB fleet tracking, tracking where your fleets of vehicles are. But one of the most interesting changes that Algolia did, was remove these pricing tiers. Two, they’re screwing around and spending too much time on pricing.

Scale 223

Scale Scaling Sales Hiring Enterprise 223