OpenView Labs

JANUARY 31, 2022

Do they understand your GTM motion (enterprise vs mid-market/SMB)? Make a clear plan for your interview process . A strong interview process plan goes deeper than simply who candidates will interview with. . Each round or step of the process and interviewers in each. Have they built teams? EST / 9 a.m.

Sales Hiring 60

Sales Hiring Interviewing Sales Recruiting SMB 60

SaaStr

OCTOBER 20, 2022

They aren’t perfect, but given how many CIOs they interview — over 2,200 for this survey — they’re one of my favorite sources for what’s happening in 2023. And they say 2023 will be a banner year for enterprise software spend at least — growing a stunning 11% to $880 Billion.

Forecasting 232

Forecasting Artificial Intelligence Software Business 232

SaaStr

MAY 10, 2021

There’s one theme we’ve reiterated over the years, at least since 2017 or so when we interviewed the CEOs of Twilio and Veeva back-to-back : To grow quickly after $100m ARR, you probably need a second core product. Pretty good for SMB SaaS. Box at $800m ARR is about 30% SMB / 70% enterprise, the inverse of Shopify.

Merchant Services 175

Merchant Services SaaS Payments SMB Payment Solutions 175

SaaStr

OCTOBER 30, 2021

Their CEO will join us at SaaSr Scale 2021 on December 15 to talk about using data to get to 10,000 SMB customers! I asked Aasif Osmany to share his learnings as a top-performing SMB VP of Sales, below. I sent cold emails and LinkedIn messages and ended up with nine interviews. From those nine interviews, I received four offers.

Scale 254

Scale Sales Hiring Sales SMB 254

Sales Hacker

APRIL 21, 2020

You’ll be able to download the interview scorecard template that I use with my clients. Part two of this scorecard series will help you create a sales interview scorecard to land that sales role you’ve been dreaming about. Who is involved in the interview process, onboarding process, and ongoing support and training process?

Sales Hiring 93

Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 93

SaaStr

MAY 4, 2022

For SMB, it could be $20m-$30m in ARR. So a top theme across SaaStr CEO interviews since 2017 or so, and across our 5 Interesting Learnings series with public SaaS companies, is … when should you go multi-product? Freshworks is another interesting SMB example of going multi-product early. jasonlk) April 29, 2022.

Scale 242

Scale SaaS SMB Scaling 242

Sales Hacker

OCTOBER 17, 2023

Prior to starting Blueprint in 2020, he worked for over fifteen years in various sales and sales management roles, building teams across presales, partnerships, SMB, Mid-Market, & Enterprise Sales. Chuck lives in the Bay Area with his wife and has two daughters, a junior at UCLA and a freshman at UC Santa Barbara.

Sales Hiring 103

Sales Hiring Sales Recruiting Interviewing SMB 103

SaaStr

DECEMBER 1, 2023

We’re still learning what world we’re in — some people interview over Zoom, some are focused on how to build teams in the current age, and many are dealing with a weird overhang from the SaaS explosion of 2021, quiet quitting, layoffs, and team turnover. But they might want to stick with SMB. There’s no way.

Sales Hiring 148

Sales Hiring Sales Recruiting Sales Interviewing 148

FastSpring

SEPTEMBER 16, 2022

In two one-hour interviews, FastSpring sales leaders Todd Stellfox and Tony Markov each interviewed Kurt about pricing strategies that work in volatile markets and beyond. Stream both interviews below and see highlights from each. How FastSpring’s platform allows companies to test their pricing (2 minutes): Full Videos.

Pricing 110

Pricing Payment Solutions Payment Services SaaS Payments 110

Sales Hacker

OCTOBER 30, 2019

How do I get promoted from SMB/MM to enterprise? When one LoB closes… How Do I Get Promoted from SMB/MM to Enterprise? My favorite interview question for anyone who has been successful in their sales career is, “Congratulations! The post Selling to Enterprise (Just Like Selling to SMB… Right?) HOW did you do it?”.

SMB 43

SMB Enterprise Technical Review Interviewing 43

SaaStr

DECEMBER 5, 2023

Salesforce Ventures interviewed several sales leaders in the space — Gong, Miro, Monday, Okta, and Wiz — to get an informed perspective on the challenges and lessons learned moving upmarket. You always have to build more relationships within the customer organizations Gong, as an example, started as an SMB platform and went to Enterprise.

Scale 182

Scale Enterprise readiness compliance Enterprise 182

Sales Hacker

APRIL 15, 2019

He also gives us a framework for how to move upmarket, and the requirements for taking a company from the SMB space all the way to the enterprise. Strategies for moving upmarket, and how to transition from SMB to enterprise. Another really great interview with David Katz, Senior Sales Director at Intercom. What You’ll Learn.

SMB 58

SMB Enterprise Scale VP of Engineering 58

SaaStr

APRIL 4, 2022

Performance Marketing: Performance marketing focuses on driving volume and velocity through owned and paid ‘always on’ programs for net new leads acquisition for self serve, SMB, and enterprise accounts horizontally. . Affecting change in the sales ecosystem.

Scale 232

Scale Revenue Scaling Marketing 232

SaaStr

JANUARY 24, 2024

Scaling Enterprise vs. Mid-Market Sales: Key Takeaways from Calendly It’s a common blueprint to start with SMB and mid-market accounts as your ideal customers. It requires infrastructure to support your sellers in getting through those tasks.

Scale 217

Scale Sales Hiring Scaling Revenue 217

SaaStr

SEPTEMBER 24, 2020

How to interview them and qualify them. SMB reps doing enterprise deals. Well, everyone is right. — Jason ?BeKind? jasonlk) September 24, 2020. A lot of classic SaaStr advice has been how to spot the best potential VPs. When to hire them. What they really do. Some classics here: How My VP, Sales Doubled Our Sales in 90 Days.

Sales Hiring 211

Sales Hiring Part-Time VPE Scale Underperforming Technical Team 211

SaaStr

DECEMBER 20, 2021

We don’t often summarize interviews in other media, but I really liked this piece in FT on the changes Yamini Ragan made when she became HubSpot’s CEO, promoted from CCO. They’re changes you might want to make as well if you focused on SMBs and mid-market especially: #1.

Metrics 51

Metrics SMB Scale B2C 51

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

SaaStr

SEPTEMBER 26, 2019

So up to 100-150K and SMB, we’re at 2K. Gaetan Gachet : I think we stopped doing that maybe six months ago, but we still have engineers who interview sales people, sales candidate. We interview on values during our recruiting process. Gaetan Gachet : So during the interview process, all the interview process is in English.

Scale 136

Scale Sales Hiring Sales Recruiting Technical Advisors 136

SaaStr

JANUARY 7, 2021

We were fortunate enough to interview CEOs who were in the trenches navigating the COVID-19 pandemic, investors who were advising companies on how best to move forward, and operators who saw explosive growth given the shift to working from home. . Romain Lapeyre is CEO of Gorgias.

Scale 236

Scale Sales Hiring Scaling B2B 236

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. I put them through that piece and it was really, really helpful, especially going through an interview process and going through all that understanding exactly what I’m trying to find out.

Sales Hiring 223

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

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

NOVEMBER 22, 2021

And yet, people from this group hosted media interviews, did sessions, answered Q&A. So if you are focused more on B2C and SMB, and you’re early in that product phase, truly leverage the focus groups and help them understand what you’re trying to accomplish and then listen, and take that input.

B2C 276

B2C Scale Consulting Software Review 276

Sales Hacker

JUNE 20, 2018

I’ve got a very special interview today. They brought me in to interview and I literally had to speak with Diane Greene and convince her that I could be a great sales rep for her team. They had a small SDR team—primarily Inbound and an SMB sales team. About Jaimie Buss and Zendesk: Baseball Card Stats. Sam’s Corner.

Scale 80

Scale Sales Hiring SMB Interviewing 80

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

Intercom, Inc.

OCTOBER 22, 2019

As a manager, the tasks competing for your attention only multiplies – coaching , training, interviewing, forecasting , planning, and more. But if you want to succeed, you need to focus on moving fast where it matters. 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

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 179

SMB Scale Startup Marketplace as a Service 179

SaaStr

DECEMBER 3, 2020

Below, we’ve shared the transcript of Harry’s interview with Sam. And so, as you can imagine, some of it landed, most of it didn’t early on, but we skipped the whole go from SMB to mid-market to enterprise and just went SMB transactional right after the Fortune 500. Harry Stebbings. Sam Taylor.

Scale 171

Scale Sales Hiring Sales Recruiting Sales 171

SaaStr

FEBRUARY 8, 2019

How does the successful profile of a sales rep depend on (1) whether you are selling to SMB or enterprise? (2) How can one stress test the character type of the candidate pre-hire in the interview stage? So I think it very much depends on the question that you asked of SMB versus enterprise. 2) The stage of the company?

Sales Hiring 114

Sales Hiring Scale Sales SMB 114

SaaStr

JUNE 21, 2019

* Messaging is very dependent on the customer being targeted, how does the messaging need to be different when targeting SMB vs enterprise? How does the creative plan to get the message to the target customer change dependent on SMB vs enterprise? What questions does Sara find most revealing in the interview process? Sara Varni.

Scale 137

Scale Sales Hiring SMB Interviewing 137

CustomerSuccessBox

MARCH 4, 2022

Architecting the customer success organization and solutions to leverage and grow in support of our revenue goals, including finding the correct balance of services and support for our many customer categories – Large Enterprise, Mid-market, and SMB. Suggested Resource : Customer Success Interview Template.

Customer Success 52

Customer Success Scale Customer Lifetime Value Interviewing 52

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. David Vogelpohl So we’ve talked about kind of building building a sellable business, a lot of this interview.

Software Review 128

Software Review Technical Review Development Team Review Branding 128

FastSpring

APRIL 4, 2024

In this episode of Growth Stage, we interview John, Chief Sales Officer of Demandbase , about his adventures solving exponential growth puzzles within organizations like Canva and others using both PLG and sales-led growth motions. Podcast Full Interview: Audio Listen online or find it on more podcast services. Jump to video.

Scale 122

Scale Sales Payment Methods Merchant Services 122

SaaStr

JULY 24, 2019

Final point about Talkdesk is that we started selling about five years ago in the SMB space. These may feel a little soft, but they’re incredibly helpful in the hiring process, because probably like many of you, I spend a lot of my time on video conferencing, interviewing candidates.

Retention 137

Retention VP of Engineering Sales Hiring Scale 137

Intercom, Inc.

MAY 13, 2021

You can also read the full transcript of the interview, which has been lightly edited for clarity, below. Of course, we always excelled in SMB at Slack as well. It’s not analogous, but there are learnings you can take in your SMB business as you think about going up or getting into bigger companies and bigger deployments.

Scale 177

Scale Customer Success Strategy Sales Hiring 177

Sales Hacker

MAY 15, 2018

Author’s note: When this interview was recorded, Andrea served as the CMO of Signpost. We’re more SMB and mid-market-focused. Especially in the SMB space. What a great interview with Andrea! We talk about how to align marketing and sales with demand generation to drive scale. What You’ll Learn. And, go Blue!

Scale 65

Scale Sales Hiring Marketing Sales 65

Sales Hacker

MAY 1, 2018

4) Growth in an SMB, mid-market, and enterprise [5:10]. 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. Sam Jacobs: Give us an idea of the dynamics of SMB vs. mid-market vs. enterprise. And on Stitcher. Sam’s Corner.

Sales Recruiting 47

Sales Recruiting Sales Hiring Sales SMB 47

Sales Hacker

MARCH 18, 2019

This week on the Sales Hacker podcast, we interview Roger Scott , Chief Customer Officer at New Relic. How to build both SMB and Enterprise-grade CS teams and what tools to use to empower them. How to build both SMB and Enterprise-grade CS teams and what tools to use to empower them. Sam’s Corner.

VP of Engineering 69

VP of Engineering Sales Hiring Scale Technical Review 69