FastSpring

SEPTEMBER 16, 2022

But what about pricing? When FastSpring’s Chief Product Officer Kurt Smith worked with growth-stage to Fortune 100 companies at Accel-KKR, he consistently saw pricing as one of the most essential growth levers they employed to meet their next revenue goal. Why You Shouldn’t Trust How Your Competitor’s Price.

Pricing 110

Pricing Payment Solutions Payment Services SaaS Payments 110

SaaStr

JULY 20, 2022

Weave started off as a dental ERP and comms platform (including VoIP / phone), and then expanded beyond that as it scaled. It’s a tough outcome for a team that is working hard to scale well into the nine figures of ARR. While these aren’t great metrics if Weave was enterprise, they are still solid for SMBs.

SaaS Payments 240

SaaS Payments Scale Payment Methods SMB 240

SaaStr

OCTOBER 25, 2023

Leveling Up PLG to Accelerate SMB Customers, Including More Attention to Onboarding I love seeing this, it can seem hard to invest heavily in small customers, but if you don’t especially invest in onboarding, that’s a big shame. But a 3% price boost likely materially helped. #7.

SMB 249

SMB AI Onboarding Cloud 249

SaaStr

APRIL 10, 2023

Others may seek to corner the SMB market. And as part of that push from my vantage point as Chief of Staff, I saw the need to continue investing in those early-stage startups so that we didn’t put all our eggs in one basket but that we continue to grow and nurture the companies that would go on to become great.”

Startup 206

Startup Scale SMB Venture Capital 206

SaaStr

FEBRUARY 9, 2024

GC thinks about building out your Go-To-Market team in 3 ways: Short vs. long-term needs Product maturity Experimental vs. scale Short-term vs. long-term needs. They had been building toward an SMB audience, so hiring 50 people in sales against a product that wasn’t ready for a specific audience would’ve been a mistake.

Scale 260

Scale Sales Hiring Sales Marketing 260

SaaStr

OCTOBER 20, 2022

One thing that is clear is that public SaaS and Cloud stock prices are way down. In my own portfolio , more of my investments had a record month in October than a rough month. 32% are increasing investment in artificial intelligence (AI) and 24% in hyperautomation”, per Gartner. But is spending? I’m not so sure.

Forecasting 242

Forecasting Artificial Intelligence Software Business 242

SaaStr

DECEMBER 27, 2020

But New Relic has continued to scale, crossing $650,000,000 in ARR (or so) and a $4B market cap. Those of us who’ve been around a while think of New Relic as a freemium and almost SMB tool, but today 77% of their revenue comes from accounts greater than $100k. It’s the secret to scaling effectively.

Scale 301

Scale Outsourced Development SMB Cloud 301

Clouded Judgement

MARCH 22, 2024

For SaaS businesses that target smaller SMB customer segments, gross retention is typically in the mid to low 80’s with net expansion in the ~105% range. But this is changing - many categories are becoming commoditized leading to massive pricing pressure. Altimeter is an investment adviser registered with the U.S.

AI 183

AI Revenue Cloud Technical Advisors 183

SaaStr

FEBRUARY 24, 2021

80% SMB, 20% Enterprise. While Upwork has made inrounds into the enterprise, it remains squarely an SMB product. Upwork charges from 5%-20% of the service price (less the more you make through the platform), averaging out to 12%. Upwork only now is looking at making deeper investments in a dedicated enterprise salesforce.

Marketplace as a Service 264

Marketplace as a Service SMB Cloud Enterprise 264

Clouded Judgement

APRIL 11, 2024

This has all resulted in the median stock price declining 5% YTD. As a public company with significant scale, it’s hard to grow quickly if you have to rely solely on new customers for that growth. For businesses selling predominantly to SMB customers, these benchmarks are all slightly lower given the higher-churn nature of SMBs.

Cloud 169

Cloud Software Azure AWS 169

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. He told me, you can invest time, talent, or treasure. That left me with only one asset to invest, time.

Scale 260

Scale Sales Hiring Sales Underperforming Technical Team 260

SaaStr

MARCH 31, 2022

This episode is an excerpt from a session at SaaStr Scale. So I think just opening your aperture when you’re thinking about marketplace, not assuming it’s just a small commercial SMB market sales. It’s definitely an investment that requires that kind of executive level visibility. Rico Mallozzi, Sr.

Scale 201

Scale Marketplace as a Service Cloud SaaS Payments 201

Intercom, Inc.

JULY 11, 2019

If you’re a leader, he says, don’t try to scale your job. Since 2010, he’s helped the company grow to more than 40,000 customers and helped scale the support team to more than 500 employees to assist those users. Those three together really comprise the entirety of the front office for the SMB. Source: HubSpot Research.

Scale 188

Scale Scaling Sales Hiring Underperforming Technical Team 188

SaaStr

AUGUST 30, 2023

When he came back to G2, his co-founder, Tim Handorf, had scaled the platform and got it to critical mass. Many investment banker pitches say that everyone is number one at something. You might not be DocuSign, but for SMBs in France in retail, you are number one. The original vision for G2 was to be the Yelp of software.

AI Search 200

AI Search AI ChatGPT Scale 200

Clouded Judgement

DECEMBER 21, 2023

This matters a lot more when stock prices are going down, and management teams often grant additional shares to make employees whole (thus increasing dilution even more) Net Revenue Retention High net revenue retention is the fourth aspect of a successful quarter, and one of my favorite metrics to evaluate in private SaaS companies.

Cloud 177

Cloud Software Benchmarks Retention 177

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. Growth Stage – Scaling the Business, and . NRR benchmarks depend on whether you are selling into the SMB or enterprise market. .

SaaS Payments 98

SaaS Payments Metrics Payments Payment Services 98

Clouded Judgement

SEPTEMBER 12, 2023

As a public company with significant scale, it’s hard to grow quickly if you have to rely solely on new customers for that growth. For businesses selling predominantly to SMB customers, these benchmarks are all slightly lower given the higher-churn nature of SMBs. However, it’s still a fun data point to track.

Cloud 169

Cloud Software Benchmarks Retention 169

SaaStr

MAY 24, 2019

235: Andrew Filev is the Founder & CEO @ Wrike, the cloud based collaboration and project management software that scales across teams in any business. Before this transaction, Andrew had raised over $45m in funding from the likes of Rory @ Scale and Bain Capital Ventures just to name a few. Do you want to scale the business?

Sales Hiring 143

Sales Hiring Scale SMB Sales Recruiting 143

SaaStr

MARCH 27, 2019

Over Leyla’s incredible 11 year journey with Salesforce she has seen the team scale from 1,800 to over 40,000 and revenue scale from $500m to over $16Bn. What were Leyla’s biggest learnings on people and business model through seeing the first hand hyper-scaling of Salesforce from $500m to $16Bn?

Scale 129

Scale VP of Engineering Mobile Scaling 129

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. from Astella Investimentos, Spectra Investments and others. CEO : Marcelo Lombardo.

SaaS Payments 257

SaaS Payments Payment Solutions Payment Methods Payments 257

Clouded Judgement

APRIL 12, 2023

This matters a lot more when stock prices are going down, and management teams often grant additional shares to make employees whole (thus increasing dilution even more) Net Revenue Retention High net revenue retention is the fourth aspect of a successful quarter, and one of my favorite metrics to evaluate in private SaaS companies.

Cloud 161

Cloud Software Benchmarks Retention 161

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? Yes, it does not scale, but the beauty is the product. Does one have to move to enterprise?

Scale 126

Scale SaaS Payments Sales Recruiting Payment Services 126

Clouded Judgement

JUNE 20, 2023

The market is clearly pricing in lower rates + reacceleration of growth. As a public company with significant scale, it’s hard to grow quickly if you have to rely solely on new customers for that growth. I consider >120% best in class for companies selling to SMBs (like Bill.com).

Cloud 161

Cloud Software Benchmarks Scale 161

SaaStr

NOVEMBER 16, 2020

* 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? What does it take to scale a sales team successfully? What are the downsides of it? How does Andy think about discounting?

Sales Hiring 197

Sales Hiring Scale Leadership Sales Enablement 197

Clouded Judgement

DECEMBER 20, 2022

This matters a lot more when stock prices are going down, and management teams often grant additional shares to make employees whole (thus increasing dilution even more) Net Revenue Retention High net revenue retention is the fourth aspect of a successful quarter, and one of my favorite metrics to evaluate in private SaaS companies.

Cloud 130

Cloud Software Review Software Benchmarks 130

OpenView Labs

APRIL 27, 2021

They’ve since scaled up their product-led motion and now a whopping 50% of their new customers come in via the self-service channel. Above: Logz.io’s pricing page. The main thing that makes marketing risky, especially in a traditional enterprise sales environment, is not knowing what the return on investment will be.

Scale 67

Scale Outsourced Development Pricing Enterprise 67

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

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 74

Product Marketing Scale Sales Hiring Sales Recruiting 74

SaaStr

NOVEMBER 28, 2021

And then one of the VCs that had invested in me, Storm Ventures, brought me in as a partner. I’d never done any investments before, but I just invested in some of the founders that were fans of the SaaStr blog and it worked out okay. And at scale, you pay 3x-5x bookings for SMB-enterprise.

Scale 188

Scale Sales Hiring Sales Recruiting Scaling 188

SaaStr

AUGUST 12, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about scaling and VC funding. 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.

Scale 197

Scale SaaS Payments Scaling SaaS 197

Neil Patel

FEBRUARY 4, 2021

Mike Kamo, Founder and Global CEO, NP Brands, is a leader in building, managing, and scaling businesses. We quickly learned we could not serve most people asking for help because the investment was outside their budget. SMB Digital Marketing Case Studies. Careers at NP Digital SMB. We want to be known for both.

VP of Engineering 126

VP of Engineering Marketing Marketplace as a Service Social Media 126

SaaStr

AUGUST 9, 2019

Why is it so crucial to invest in enablement in the early days? You’ll also learn how leading SaaS companies are able to scale and thrive in this complex, dynamic environment. Then maybe dive a little bit deeper on especially scaling sales and customer experience in particular. How should this enablement be structured?

SaaS Payments 130

SaaS Payments Cloud Technical Review Scale 130

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

CustomerSuccessBox

MAY 8, 2022

Additional Resource: How to Scale Customer Success through this Product-Driven Approach. Customers typically think of tech as cutting-edge, therefore they assume it must come with a large price tag. Furthermore, the typical SMB spends 6.9% Correlate Price and Value. of its revenue on IT, compared to 4.1

Customer Success 52

Customer Success Scale Systems Review Software Review 52

SaaStr

AUGUST 19, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. Michiel Rauws (@michielrauws2): So, my question is, we’ve been scaling our SaaS business. We can scale accounts, when we get them, very well. Then later as we scale, we converge and we all do the same stuff.

Scale 213

Scale Sales Hiring Scaling VP of Engineering 213

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 135

Retention VP of Engineering Sales Hiring Scale 135

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. Our company was founded 13 years ago, to really take a lot of the headaches away from operating a WordPress site at scale.

Software Review 128

Software Review Technical Review Development Team Review Branding 128