SaaStr

JANUARY 24, 2024

From an R&D perspective, they invested in what they called vertical solutions to support those new use cases. So, Calendly decided to invest in going Enterprise. Kate has a simple framework for going upmarket: Product, People, and Process. From a product standpoint, you might think you have product market fit.

Scale 233

Scale Sales Hiring Scaling Revenue 233

SaaStr

NOVEMBER 22, 2020

The four key pillars he lays out are: Product market fit & expansion. Go to market approach & expansion. 1 Product-Market Fit and Expansion. Is your product sound, and does it solve a big problem for customers, enough for you to scale? Competitive differentiation. Building a stage-specific team. #1

Scale 311

Scale Scaling Technical Review Systems Review 311

SaaStr

APRIL 4, 2023

If you don’t want your company defeated by change, you need to adapt your Go-To-Market strategy at every stage of growth. Managing Partner of CIPIO Partners, Rolan Dennert, shares how companies need to readjust and rethink GTM fit — and even product market fit — from time to time. How did they solve the issue?

Scale 233

Scale Strategy Scaling Outbound Sales Team 233

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. A mentor of mine suggested that I reframe my search to seek out companies that I would invest in, instead of the other way around.

Scale 264

Scale Sales Hiring Sales SMB 264

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. Join the Userpilot Product Marketing & Growth Facebook group here!

Investment 82

Investment Banking Social Media Customer Lifetime Value 82

SaaStr

FEBRUARY 14, 2023

In today’s market, you’ll need to convince investors that you’re a worthwhile investment. For SMB-facing companies, over 110% should be your goal. If people love your products, they should stick with you. Burn Multiples Showcase Efficiency Why do burn multiples matter in today’s market? 5x is best. 8x is better.

Metrics 217

Metrics Marketing SaaS SMB 217

SaaStr

OCTOBER 11, 2023

You don’t want to overwhelm SMB customers, and Monday made this a focus from day one. Measuring Usage Since Day One Since the beginning, monday.com built and has used a BI tool called Big Brain — a major investment for that size of company. But because people convert by themselves, it creates a healthy product market fit.

Scale 164

Scale Sales Hiring Scaling Banking 164

SaaStr

SEPTEMBER 14, 2022

In the early days, UserZoom struggled with deciding whether its target market should focus on enterprise or SMB. This focus can be a risk because it is shrinking your market. UserZoom moved to Silicon Valley not to find funding but to be closer to their market. Know how to market your product.

Scale 220

Scale Venture Capital Sales Hiring SMB 220

SaaStr

APRIL 14, 2023

When building a product, organizations are solving a specific need. Of course, building great teams and finding product market fit is critical, but don’t forget about product investor fit. Enterprise will likely have a different problem set vs. an SMB. That’s a mistake. SE Asia, China, and other places.

Development Team Review 227

Development Team Review Technical Review Underperforming Technical Team SMB 227

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 .

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 145

Sales Hiring Scale SMB Sales Recruiting 145

Tom Tunguz

OCTOBER 21, 2017

Over that 20 year period, annual SaaS investment has increased 20x, peaking in 2014 at $7B. In 2012 ChiefMartec landscape counted 350 vendors selling to sales and marketing. Trades market size for better product market fit. Salesforce was founded in 1999. Venture capitalists have financed many of those businesses.

SaaS 188

SaaS Venture Capital Finance Machine Learning 188

Sales Hacker

SEPTEMBER 22, 2023

Let’s hear from two experienced go-to-market leaders who have “been there done that” at some of the best PLG companies in SaaS. Mark Ghiasy , Head of Revenue & Growth If the product marketing is spot on, and there is good top of funnel traffic, free and paid sign ups will happen naturally.

Enterprise 87

Enterprise Scale Generative AI SMB 87

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

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

Intercom, Inc.

DECEMBER 13, 2018

As long as you keep trying, as long as you keep iterating, and as long as you find your niche and keep investing there, all of that is okay and it’s part of the pleasure and I would say the pride of building something new in a company like Facebook. Ultimately, the product works for every company.

Scale 151

Scale Marketplace as a Service Mobile Sales Hiring 151

SaaStr

NOVEMBER 16, 2020

Honestly, Andy, as do so many founders today and they say the biggest, biggest challenge is we cannot find great product marketers. We actually can’t find product marketers full stop. Why is there such a drought of good/product marketers? A great product marketer is invaluable in that process.

Sales Hiring 202

Sales Hiring Scale Leadership Sales Enablement 202

SaaStr

SEPTEMBER 26, 2019

I looked back at our investment memo, it was a 2K ACV when Jason invested after Y-C. So mid-market, we’re about 40 to 50K ACV enterprise. So up to 100-150K and SMB, we’re at 2K. Gaetan Gachet : … structure for sales and at product market fit? So we had SMB, mid-market and enterprise.

Scale 136

Scale Sales Hiring Sales Recruiting Technical Advisors 136

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? And they take a lot of investment, they take a lot of care in feeding.

Scale 138

Scale Sales Hiring SMB Interviewing 138

SaaStr

SEPTEMBER 15, 2023

What you do in product today will help you in revenue 2-3 years down the line. Once you have product market fit in the first product and revenue is coming in, that’s when you’ll have time to invest in a second product. The average SMB customer would buy 4-5 seats of Freshdesk. The lesson?

Sales Hiring 242

Sales Hiring Scale SMB AI 242

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 128

Scale SaaS Payments Sales Recruiting Payment Services 128

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. SMM vs. Enterprise SaaS Metrics.

SaaS Payments 52

SaaS Payments Payment Services Payment Methods Marketplace as a Service 52

SaaStr

OCTOBER 3, 2023

Finding product market fit Moving from SMB to Enterprise or vice versa Achieving Enterprise repeatability Strategic expansion Borland has experienced all four stages at three different companies and knows what teams and functions look like for each stage of growth. The journey covers three stages.

Enterprise 234

Enterprise B2B Scale SMB 234

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 116

Scale SMB Sales Recruiting Sales Hiring 116

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

DECEMBER 22, 2023

But there’s a single metric that can reflect market demand, product market fit, how well a GTM engine is executing, and the quality of the product- and that is the CAC (customer acquisition cost) payback period. There’s a really important third segment, the mid-market, a powerful scaling element for Samsara.

Scale 255

Scale Scaling Strategy Sales Hiring 255

SaaStr

DECEMBER 21, 2022

Businesses must effectively evolve their strategies, operations, and overall product-market fit to target and win those enterprise accounts. How can businesses manage the complexity of enterprise sales with a focus on product and consumer delight?

Scale 203

Scale Enterprise Scaling Management 203

SaaStr

JANUARY 29, 2021

In Marketing, it can vary based on outside vendors, but I’m guessing 4-8 employees: VP Marketing. Director, Field Marketing (events, etc.). Content Marketing. Product Marketing. Probably, marketing’s own lead qualification reps to manage the MQLs (2-3). Director Demand Gen.

Sales Hiring 347

Sales Hiring Headcount Scale Engineering 347

Casey Accidental

DECEMBER 11, 2023

In a previous post , I talked about how product work post-product/market fit shifts from zero to one innovation to features, growth, and scaling work. I highlight six different types of product expansion, in increasing levels of difficulty based on these vectors. You can read parts 1 and 2 here and here.

Payments 113

Payments Scale Payment Solutions Technical Review 113

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 213

Scale SMB Sales Hiring Payment Services 213

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 131

Scale VP of Engineering Mobile Scaling 131

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 218

Scale Sales Hiring Scaling VP of Engineering 218

SaaStr

JUNE 10, 2020

Second, product market fit. Product market fit matters more than ever and technology is what’s going to get us out of this, the understanding of data and getting the insights and how fast we move in tech. And really our approach to our customers and the market had to pivot immediately. And so we built.

Travel 176

Travel Marketing Scale Outsourcing Services 176

SaaStr

AUGUST 12, 2020

And, the second system is what I call the product marketing system. What I find is that if you think about the product marketing calendar this way, it makes it a little bit more like the sales finance calendar where sales is about selling to customers, sales don’t work unless a customer buys what you’re selling.

Startup 278

Startup Software Review Scale Systems Review 278

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. And why you think you can win?

Scale 67

Scale VP of Engineering Sales Hiring Enterprise 67

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 244

Sales Hiring CTO Hire Scale Investment 244

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