User Pilot

AUGUST 6, 2023

Using customer relationship management (CRM) software to centralize your customer data is a worthwhile investment since it will prevent the formation of data silos and streamline the process of ensuring everyone has access to the information they need. Promotional emails are consistent with the information on your pricing pages.

Investment 96

Investment Banking Social Media Customer Lifetime Value 96

OPEXEngine

MAY 18, 2021

SaaS metrics are viewed differently at different stages of growth and for different sales models, primarily whether a company is selling into an SMB or enterprise marketplace. The growth stages are defined as: Early Stage – Product/Market Fit Stage, . Growth Stage – Scaling the Business, and . Usage Fee-Based ARR.

SaaS Payments 98

SaaS Payments Metrics Payments Payment Services 98

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 140

Sales Hiring Scale SMB Sales Recruiting 140

SaaStr

NOVEMBER 16, 2020

How did he come to be CEO at the market leader, UserTesting? * Why does Andy think the seat-based pricing model in SaaS will die? Why is volume-based pricing optimal? How does one instil volume based pricing without disincentivizing usage? We use tons of their products. What are the downsides of it?

Sales Hiring 182

Sales Hiring Scale Leadership Sales Enablement 182

User Pilot

SEPTEMBER 19, 2023

No-code growth is a method of achieving product-led growth (= using your own product as a lever and revenue growth channel) without coding, using no-code tools. in order to achieve higher conversion rates, user activation rates – and in the long run – drive retention.

SMB 52

SMB Onboarding Mobile Revenue 52

SaaStr

NOVEMBER 2, 2019

How does Krish think about purely serving the SMB market? Does one have to expand the product line to retain customers? How does he think about the mortality rate of SMBs? How should this data feedback into your product roadmap and pipeline? * In terms of the product market fit falling apart.

Scale 123

Scale SaaS Payments Sales Recruiting Payment Services 123

Sales Hacker

FEBRUARY 13, 2020

In part two, we are going to look at 5 go-to-market prerequisites that you need to consider if your expedition into enterprise is going to be a success. 1) Marketing: Does your marketing appeal to enterprise orgs? When you are selling to SMB and MM, you can get away with fairly lean marketing. Sales strategy.

Sales Hiring 71

Sales Hiring Enterprise Technical Review SMB 71

OPEXEngine

FEBRUARY 22, 2022

SMB customers will want high-touch sales engagement and service delivery but SMM SaaS companies will likely not have the budget necessary to justify providing this level of sales support. Being “stuck in the middle” drives SMM SaaS companies to invest in one of two strategies. Financial Profile of SMM SaaS Companies. Inside Sales.

SaaS Payments 52

SaaS Payments Payment Services Payment Methods Marketplace as a Service 52

SaaStr

MARCH 1, 2019

As for Tom, he joined Redpoint in 2008 and has since led investments in Kustomer, Looker, Expensify, and Gremlin all prior guests on the show, I hasten to add. How does this differ when comparing enterprise to SMB? How does this differ when comparing SMB to enterprise? How does this differ when comparing SMB to enterprise?

Scale 111

Scale SMB Sales Recruiting Sales Hiring 111

Casey Accidental

NOVEMBER 13, 2019

Changing the goals or creating an independent team with its own set of OKRs does not guarantee marketplace success, but they free you from the temptation of dismantling or impacting teams that frequently need to do years’ worth of work to find product/market fit for a second set of customers. #2 Excess SMB Inventory for Groupon.

Marketplace as a Service 106

Marketplace as a Service Business Model Business Underperforming Technical Team 106

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 192

Scale SMB Sales Hiring Payment Services 192

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 127

Scale VP of Engineering Mobile Scaling 127

Chart Mogul

SEPTEMBER 15, 2023

5 Reasons I Hate the Rule of 40 by Mikael Johnsson, SaaS Nordic While not necessarily completely useless, I would strongly argue that R40 is a metric applicable to the world of PE and public markets investing and is not a good metric for assessing the quality of venture-stage companies. Because this drives investment decisions.

Scale 52

Scale Underperforming Technical Team SaaS Sales Hiring 52

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 128

Outsourced Development Outsourcing Services Sales Hiring Scale 128

SaaStr

JUNE 28, 2019

Jason Lemkin is the Founder @ SaaStr, the world’s largest SaaS community and leading early-stage SaaS fund with investments in Automile, TalkDesk, Algolia and more. What can founders do to their pricing model to extract as much value from each customer? How do the very best businesses structure their pricing for value extraction? *

Outsourcing Services 112

Outsourcing Services Scale Sales Hiring SMB 112

SaaStr

AUGUST 19, 2022

And diversifying, if you’re still early, before 10, 20 or 30 million revenue, that could be a sign that things just aren’t working, that you don’t actually have product market fit, which is unfortunate, but you need to be honest about it. You need to be honest, if you have product market fit.

Scale 194

Scale Sales Hiring Scaling VP of Engineering 194

Tom Tunguz

DECEMBER 10, 2013

The traditional theoretical price demand curve is often drawn like this. The chart makes two points: there is some relationship between price and demand / revenue opportunity, and customer segments underpin that relationship. To make PD curves useful requires marketing research. Expensify initially offered a free product.

Pricing 100

Pricing Startup SMB Market Research 100

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. Marketing…their demand gen motion changes, need different product marketing, etc.

Scale 67

Scale VP of Engineering Sales Hiring Enterprise 67

SaaStr

JANUARY 3, 2020

As for Tom, he joined Redpoint in 2008 and has since led investments in Kustomer, Looker, Expensify and Gremlin all prior guests on the show I hasten to add. How does this differ when comparing enterprise to SMB? How does this differ when comparing SMB to enterprise? How does this differ when comparing SMB to enterprise?

SMB 26

SMB Sales Recruiting Sales Hiring Scale 26

SaaStr

JULY 29, 2022

But boy, I can tell you from all the companies I have invested and worked with that have a hardware/software component, it really actually gets brutal as you scale. 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.

Scale 198

Scale Scaling Sales Hiring Enterprise 198

OpenView Labs

FEBRUARY 3, 2022

Usage-based pricing (UBP) , also known as consumption-based pricing, allows customers to pay for products according to how much they use. In 2021, we saw that fast growers were nearly 3x as likely to use a largely usage-based pricing model versus slow-growing peers. These metrics are an indicator of product-market fit.

Headcount 73

Headcount SaaS Compensation Acquisition 73

SaaStr

SEPTEMBER 27, 2019

So we were doing super high-touch marketing activities, in the sense of CMO events, where we would rent a private jet and take 25 CMOs on a day trip somewhere and it was all about relationship building with our sales reps. We would generate 10x what we invested into that based on those people. Which is a super useful tactic.

Sales Hiring 127

Sales Hiring Sales Recruiting Scale Software Review 127

Unbounce

JUNE 16, 2020

especially for SMB SaaS startups. Today, small and medium SaaS businesses are discovering the power of using partners to help sell their products. Treat it like a checklist: First, have you achieved some level of product-market fit? Tom Tunguz, Venture Capitalist at Redpoint. Exclamation point and all.).

Outsourcing Services 131

Outsourcing Services Sales Recruiting Scale SaaS 131

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 235

Sales Hiring CTO Hire Scale Investment 235

SaaStr

AUGUST 13, 2019

You have actually found great product market fit and you are looking to go upstream. You may actually have to pricing differentiate. You may actually need to build a sales team that can serve up market. So the path of market is treacherous. Congratulations. So that’s great news and congratulations on that.

Scale 149

Scale Sales Hiring SaaS Sales Recruiting 149

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. We have worked inside organizations that have successfully transitioned from selling into mid-market to selling into Enterprises. For example, LDAP/Active Directory. Integrations.

SaaS Payments 58

SaaS Payments Sales Hiring Payments Enterprise 58

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 167

Scale Underperforming Technical Team Investment Sales Hiring 167

SaaStr

JULY 30, 2020

How does this differ between SMB and enterprise? Peter Kazanjy: So at TalentBin, that was kind of like my first training wheels, SaaS business, and also the place where I started to learn and appreciate go to market. It’s kind of related to the first point a little bit, about automation and product engagement.

Part-Time VPE 185

Part-Time VPE Scale Sales Recruiting Sales Hiring 185

Hitenism

DECEMBER 26, 2016

That’s because the people who are working in the SaaS industry or investing in these businesses are sharing much more of the details about all aspects of growing and scaling a SaaS business. Work backwards from there to get your pricing model and acquisition channels. SMB-focused companies often find growth by going upmarket.

Scale 152

Scale SaaS Marketplace as a Service SMB 152

Sales Hacker

FEBRUARY 7, 2018

To keep growing at the same growth rate requires a significant investment in the acquisition efforts as depicted in figure 2. In 2015 Randy had kept pace with the growth in the market. Competitors were increasing their market share and Randy was falling behind. FIND PRODUCT MARKET FIT. SaaS Growth Rate.

Scale 86

Scale Growth Hacking Scaling Sales Hiring 86

Mucker Capital

APRIL 6, 2023

You need to invest at least a year or even two years. The pricing for SaaS is much more complicated. If you're really starting from scratch, do the product. Do a bunch of change and even pivot to get to product market fit in that stage. And they already know the software so you just need to negotiate price.

Startup 52

Startup Scale CTO Hire Outsourced Development 52

User Pilot

FEBRUARY 21, 2023

You also need to ensure that the price of your chosen tool matches your budget. WalkMe is a cloud-based software that lets you create product tours to guide customers from the very beginning. Nonetheless, Walkme pricing is expensive and it’s mostly used by Enterprise companies. But it all comes at a price. Pros of Pendo?

Software Review 52

Software Review Technical Review Onboarding Underperforming Technical Team 52

SaaStr

JULY 1, 2020

Patrick Campbell’s got thousands of SaaS companies and pricing and issues. Then, we’ll end of the day with me and Stewart Butterfield and obviously Slack is doing well, but Slack also has a massive SMB base and its challenges. Sam Blond: It was a combination of product marketing, marketing and then relationship management.

Merchant Services 167

Merchant Services Scale Sales Recruiting Sales 167

SaaStr

OCTOBER 11, 2019

Matching pricing to value. Dave King: And little did I know that I had found my life’s work and calling as a marketer. I did a short tour through investment banking where, like I say, I learned math. There are designers and analytics teams and data science and their campaign managers and their product marketers.

B2C 129

B2C Technical Advisors Sales Hiring Branding 129

SaaStr

APRIL 3, 2019

Now I use that term charitably about myself and in over the course of a year after I made the investment of just going on walks with our dogs and talking about this business, I slowly convinced him to let me in the front door. Having said that, most of our salespeople do come into our SMB segment, and this is intentional. We built it.

Scale 100

Scale Sales Hiring Systems Review Marketplace as a Service 100

Aaron Beashel

MARCH 9, 2018

Obviously Product/Market fit is a big factor here, but assuming you have a relative level of Product Market fit, I think the next thing key factor is having the right Go To Market model. They target small business owners and offer their product on a freemium model. Availability of resellers.

Scale 192

Scale SaaS Payments B2B Strategy 192

SaaStr

SEPTEMBER 13, 2019

Why does Allison believe product marketing and customer success are the new sales and marketing? Actually there was now a business imperative to invest in the client experience and ensure that these companies were avoiding a leaky bucket. How does one tie their strategic plan to their financial plan?

Engineering 25

Engineering Scale Underperforming Technical Team Customer Success 25