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? How does the product and what you invest in proactively need to change as you move into enterprise? I had Jason VandeBoom of ActiveCampaign on the show, and he said SMB first works.

Sales Hiring 143

Sales Hiring Scale SMB Sales Recruiting 143

SaaStr

NOVEMBER 2, 2019

As for Krish, under Krish’s leadership the team has grown to over 300 people and over 5,000 clients making it one of the next generation in truly global SaaS businesses started in India. How does Krish think about purely serving the SMB market? How does he think about the mortality rate of SMBs? Loving our podcast content?

Scale 126

Scale SaaS Payments Sales Recruiting Payment Services 126

SaaStr

AUGUST 9, 2019

Why is it so crucial to invest in enablement in the early days? What I have worked on and work with my leadership team, my peers, with Brad and finance as well as our board, is there’s different points in the journey as you go through that. It’s not an SMB where you’re getting volumes of 100 a day. Number one.

SaaS Payments 130

SaaS Payments Cloud Technical Review Scale 130

SaaStr

MARCH 31, 2022

So I think just opening your aperture when you’re thinking about marketplace, not assuming it’s just a small commercial SMB market sales. And it will require a collaboration across the organization at the leadership level. It’s definitely an investment that requires that kind of executive level visibility.

Scale 201

Scale Marketplace as a Service Cloud SaaS Payments 201

Andreessen Horowitz

OCTOBER 16, 2023

As for pricing, how do you know you’re not leaving value on the table? Speaking of, we go beyond the typical discussion of product-market fit into the concept of product-market-sales fit, and what that means for product design, to services, to pricing and packaging, to product management, and more. When should companies offer services?

Product Marketing 75

Product Marketing Scale Sales Hiring Sales Recruiting 75

SaaStr

OCTOBER 31, 2019

It was around that time about 12 years ago that Jeff Bezos launched AWS, and some of you may remember that, when he did this, Wall Street analysts were looking at him and saying, “Why would you take what’s already a very unprofitable business and drive it further into the red by investing in this AWS initiative?”

Cloud 100

Cloud Scale AWS Machine Learning 100

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. And then finally, invest in customer marketing early.

Retention 135

Retention VP of Engineering Sales Hiring Scale 135

Intercom, Inc.

JULY 11, 2019

In a company’s early days as a lean, mean, business machine, it’s fairly easy for leadership to stay in sync with their users. Those three together really comprise the entirety of the front office for the SMB. Why customer service is worth the investment. You might say it’s one of the strongest advantages a startup has.

Scale 188

Scale Scaling Sales Hiring Underperforming Technical Team 188

SaaStr

MAY 8, 2020

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. Harry Stebbings: Totally, in terms of that sales cycle.

Sales Recruiting 173

Sales Recruiting Technical Review Sales Hiring Outsourced Development 173

SaaStr

JUNE 3, 2020

Then we went on to build another company called SteelBrick, another SaaS configure price quoting solution. And companies in general, are also right now, investing more in software and digital. It’s most severe in the SMB world. And that company grew very quickly. And after just two years, we were acquired by Salesforce.

Software Review 178

Software Review Scale Technical Review SaaS 178

SaaStr

OCTOBER 29, 2019

Naomi Pilosof Ionita | Investing Partner @ Menlo Ventures. We’re going to talk about matching price to value, and I’m going to share some lessons from my time as both an operator and an investor. This is a mobile solution for SMB’s to send an invoice and get paid. The next camp, we price it artificially low.

Payments 100

Payments Pricing Compensation SaaS Payments 100

SaaStr

AUGUST 12, 2022

You would take three to four years to deploy it for new investments, not follow-ons but new investments. And they’ve probably cut the amount they want to invest in the next 12 months by half to 66% because of the math. They’ve cut the amount they want to invest. So you’d raise $100 million fund.

Scale 197

Scale SaaS Payments Scaling SaaS 197

SaaStr

AUGUST 16, 2019

And I think that’s the opposite of what some people think of when they think of sales or sales leadership. What VC wants to truly invest in a founder who is quote unquote, hustling 24/7. They use it to maximize their own revenue and they’ve created this really incredible thought leadership community.

Scale 138

Scale Underperforming Technical Team Sales Hiring Interviewing 138

SaaStr

MARCH 27, 2019

And the other job was to be an investment banker at Merrill Lynch. And I was talking to my dad, and he said, “I don’t think you’re an investment banker, Leyla,” which was good advice. I think for me one of the biggest realizations for me, we were a mid market company, right, we grew up in SMB.

Scale 129

Scale VP of Engineering Mobile Scaling 129

SaaStr

JANUARY 28, 2020

Maria : Yeah, I think, coming from a marketing side and thinking about that as a marketer, marketing is all about investments. There’s none of the brands that you’ve seen get to an IPO or continue on to a Fortune 500 company that is not making some significant investments there. Aaron : And they just have to do it.

Sales Hiring 202

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 202

Point Nine Land

JANUARY 17, 2019

After several years of price inflation in most assets, many investors are expecting a recession in the near term. Bold Prediction : Every European Series A VC firm will have at least one investment in manufacturing by the end of 2019. Rodrigo Martinez Partner Millennials will rise to power!

Technical Review 40

Technical Review Marketplace as a Service Software Review Venture Capital 40

SaaStr

JUNE 13, 2019

We invest from the very earliest stages to the latest stages of software and consumer companies and we’re based in California. And they were broken down roughly a third, a third, a third by targeting the SMB, the mid-market, and the enterprise. Redpoint is a venture firm that’s been around for about 20 years.

Scale 208

Scale SMB Sales Hiring Payment Services 208

SaaStr

NOVEMBER 19, 2019

It’s a global technology focused investment firm. So I went down the hall, met with the head of marketing, and I discovered a lot about in bound SaaS, about SMB, the importance of building this machine as I call it now that generates all these lovely leads. My name is Becky Buckman. She had a medical issue today.

Scale 168

Scale SMB VP of Engineering Leadership 168

SaaStr

JULY 11, 2019

Also, don’t miss out on discounted prices for SaaStr Annual 2020 tickets. You’ll see what a unicorn looked like before they got their first investment. I was lucky enough to … One of my first larger investments was in Talkdesk. Doing a product for SMB is fairly simple. Transcript. Tiago Paiva: Oh yeah.

Sales Hiring 261

Sales Hiring SMB Scale Cloud 261

Sales Hacker

APRIL 21, 2022

After a couple of years, we had built a solid SMB business, but realized that in order to hit our growth goals we needed to move up-market. They might not close revenue in this segment today, but it’s an investment for the future development of the company. Pricing and Packaging. At the time, we had zero revenue. Team Effort.

Marketing 85

Marketing Sales Hiring SaaS SMB 85

SaaStr

JUNE 7, 2019

To date, Amit has raised $68m in funding for Gong from the likes of Norwest, Battery Ventures, Cisco Investments, and Wing Venture Capital, just to name a few. What does Amit think about the differing variable price mechanisms that one can choose? What does Amit advise founders should charge in the early days?

Outsourced Development 130

Outsourced Development Outsourcing Services Sales Hiring Scale 130

SaaStr

AUGUST 19, 2022

And then you’re left, in most cases, with a one-off piece of tool with no one to support and invest in it, right? Do you think, is training and onboarding your customers a great investment to do if you’re early in your product? Is that a good investment to make? And even those that do, never get it done on time.

Scale 213

Scale Sales Hiring Scaling VP of Engineering 213

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

SaaStr

SEPTEMBER 27, 2019

We would generate 10x what we invested into that based on those people. 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. Which is a super useful tactic. It works really well.

Sales Hiring 129

Sales Hiring Sales Recruiting Scale Software Review 129

SaaStr

SEPTEMBER 18, 2020

They’ve invested in all of these other businesses. You should go fix that, so that you have the opportunity to make these types of investments along the way, but totally get that it’s not for today.” So number six, thinking you’re getting away with under investing in management, up scaling in HR.

Sales Hiring 243

Sales Hiring CTO Hire Scale Investment 243

Sales Hacker

APRIL 16, 2018

Why you should spend time with and invest in your new hires. How a cohesive leadership team should function. Thinking about pricing strategy and customer segmentation and territories as we realized there was an appetite for access to experts. Sam Jacobs : Average quota for SMB reps, mid market, and enterprise?

Sales Hiring 40

Sales Hiring Management Scale Sales Recruiting 40

SaaStr

JUNE 16, 2020

Matt Garratt: So for those that aren’t familiar with Salesforce Ventures, we are the strategic investment arm for Salesforce. Adnan Chaudhry: We’re doing sales leadership, all hands calls with customer service and support and sales every single week. It’s the SMB space.

Sales Hiring 158

Sales Hiring Scale SaaS Payments Payment Services 158

Intercom, Inc.

FEBRUARY 5, 2019

When done correctly, your sales strategy will help your sales team execute with focus – SMB or enterprise, inbound or outbound, hunting or farming. This means you need to invest in a sales process. Leadership teams need to create room for this and encourage creativity without repercussions.

Scale 177

Scale Strategy Sales Underperforming Technical Team 177

Sales Hacker

OCTOBER 7, 2021

Bringing Sales & Leadership with Heart and Ladies Happy Hour to the sales community. I went through a VP of Sales Program with SaaSy Sales Leadership — the moment I realized I didn’t want to be a VP of Sales. Invest in your development internally and externally. She is a Speaker and Hostess for LinkedIn Live.

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

SaaStr

AUGUST 13, 2019

You may actually have to pricing differentiate. Salesforce started at SMB and they moved up market and they have really done a fantastic job. How do you actually go from selling to consumers to then to SMB customers and then going up market. You may actually need to build a sales team that can serve up market. The first one.

Scale 151

Scale Sales Hiring SaaS Sales Recruiting 151

SaaStr

JULY 30, 2020

How does this differ between SMB and enterprise? Peter Kazanjy: Most of the literature is really for existing sales leadership or sales professionals, but not for people who have never sold before. Yeah, hey, I was selling halftime before, and I would close about three deals a month at this average selling price.

Part-Time VPE 197

Part-Time VPE Scale Sales Recruiting Sales Hiring 197

SaaStr

DECEMBER 6, 2019

Prior to Oracle, Des was the CMO @ Kerio Technologies marketing to over 60,000 SMB customers and 5,000 channel partners. Prior to Oracle, Des was the CMO of Kerio Technologies, marketing to over 60,000 SMB customers and 5,000 channel partners. Delivery is no longer a luxury. It’s a necessity.

Sales Hiring 132

Sales Hiring Cloud Mobile Technology 132

OpenView Labs

DECEMBER 17, 2020

Also, the actual stock prices of public SaaS companies are up more than 100% since the beginning of the year. PLG companies are also particularly suited to a land-and-expand model that uses bottom-up adoption to get a foothold in an organization without any major up front investment or risk. Those people couldn’t be more wrong.

Benchmarks 52

Benchmarks Scale SaaS Software Review 52

Sales Hacker

NOVEMBER 15, 2017

Average Sale/Selling Price. Average Sale/Selling Price (ASP) is a term that may refer to 1) the average price of a product in a given market or channel or 2) the price a certain class of products or services is commonly sold for. Pricing/Price. Account Development Representative. Account Executive.

Scale 99

Scale Payment Methods Sales Recruiting SaaS Payments 99

SaaStr

JULY 26, 2019

She likes to invest across consumer, B2B saas, and technology infrastructure companies at the earliest stages. ” Is it SMB or is it Enterprise? You make that decision based on the fact that your profile fits either an SMB or Enterprise. Then, you can decide, is it a high volume play in the SMB?

Sales Hiring 139

Sales Hiring Scale SaaS Payments Payment Services 139

SaaStr

FEBRUARY 7, 2020

In Today’s Episode We Discuss: * How Karen made her way into the world of SaaS as one of the first employees at Box and then how that led to her transition to the world of investing with B Capital. How does Karen think her mindset will shift when making the move from angel to now institutionally investing with B Capital?

Scale 170

Scale Underperforming Technical Team Investment Sales Hiring 170

SaaStr

AUGUST 26, 2022

Jason Lemkin: The highest stage of venture is crossover, crossover funds, TCV is one of an early one, but even mutual funds that invest in unicorns. A few can, Andreessen and maybe Sequoia, but 99% of the VCs you meet, legally, they can only invest in startups, whether they’re late stage or early stage. It could come back.

Sales Hiring 208

Sales Hiring Scale Sales Recruiting Scaling 208