SaaStr

JULY 27, 2022

If a SaaS business hopes to win over the SMB market successfully, it will need a precise GTM approach. Founded in 2015, PayFit is a software company that empowers entrepreneurs and SMBs to digitize payroll and HR processes. Boterri’s company Accel invested in PayFit in 2017 and again in 2021.

SMB 193

SMB Sales Hiring Scale B2C 193

SaaStr

OCTOBER 11, 2023

Eran Zimman, monday.com’s co-founder and co-CEO, shares his secrets to scaling and growth in an unpredictable market. Serve customers a CRM or project management first, and as they scale and use it more, they’re exposed to more features. You don’t want to overwhelm SMB customers, and Monday made this a focus from day one.

Scale 161

Scale Sales Hiring Scaling Banking 161

SaaStr

MARCH 23, 2021

Battery Ventures’ data says while VC investment $$$ are on fire — they aren’t going into more startups. The average SMB SaaS company has $295k in revenue per employee, and $450k in the enterprise. Some guideposts to guide to at scale. #4. The post Battery Ventures: VC Investments Are Way Up.

Investment 236

Investment SMB Acquisition Cloud 236

Sales Hacker

AUGUST 29, 2023

Before Mixpanel, Meka spent four years at Stripe and scaled and matured its sales organization during the company’s rapid growth from 250 to 2000 people. And…monthly bonus podcast episodes dropping the first Thursday of every month The post GTM 58: How Stripe SuperCharged their SMB Team with Meka Asonye appeared first on GTMnow.

SMB 73

SMB Scale Compensation Finance 73

SaaStr

SEPTEMBER 2, 2023

This relationship is a rare example of increasing returns from investment in upsells and cross-sells. This is a rare example of increasing returns from investment in upsells and cross-sells. But, the best in SMB SaaS do tend to have higher NRR, especially as they scale. This wasn’t obvious to me.

Startup 251

Startup SaaS SMB Banking 251

SaaStr

APRIL 4, 2023

A Strategic Move Upmarket Another company CIPIO Partners invested in needed to make a strategic move. They had SMB positioning with an unfavorable LTV to CAC ratio. This company moved upmarket and satisfied the demand of larger customers by strategically investing in product features those customers needed.

Scale 231

Scale Scaling Strategy Outbound Sales Team 231

SaaStr

JANUARY 7, 2021

Zendesk’s Sharon Prosser, VP Worldwide SMB Sales & XDR, and Astha Malik, VP GTM Strategy, Planning, and Enablement share some guiding principles about how their company has grown and enriched many markets. 3 Invest in people. Invest in long-standing employees and reward them for agility and excite them about movement.

Scale 194

Scale Scaling Sales Hiring SMB 194

SaaStr

DECEMBER 3, 2023

can invest in marketing that takes a little while to pay off). See, e.g. Shopify, whose blended gross margins with payments even at its scale are still less than 50%. SMB SaaS often has much lower than 100% NRR, especially to start. But — they are broken if you aren’t really a traditional, 100%+ NRR SaaS company. They don’t.

SaaS Payments 204

SaaS Payments Metrics Payments SMB 204

SaaStr

JANUARY 24, 2024

As we’ll see below, going upmarket and more enterprise has been key to SproutSocial’s growth at scale. But, it hasn’t left behind its SMB and MidMarket roots, which together are still as large a revenue segment as Enterprise. Are you investing enough there? #3. Not direct. to $11.1k.

Social Media 219

Social Media SMB Enterprise Scaling 219

SaaStr

NOVEMBER 1, 2023

Well, fast forward to today and it’s truly an SMB powerhouse. How is SMB SaaS doing today? Most SMB-focused businesses need shorter CACs to make the model wok, but with 111% NRR, Bill can invest at > 12 months here. Billion in ARR, it’s still growing 48% year-over-year. Yes, 48% at $1.2 Billion in ARR.

Payment Services 289

Payment Services Payments SaaS Payments Payment Solutions 289

SaaStr

JUNE 7, 2021

And as startups scale, many try to automate away support and success for the smaller accounts. If your SMB product requires or has a salesperson involved in closing, that’s a clear sign you also want a human being involved in making sure that customer is a success post-sale, too. Invest here to drive NRR up.

Customer Success 324

Customer Success Scale SMB Sales 324

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

DECEMBER 8, 2022

At SaaStr Scale this year, Yamini Rangan, CEO of HubSpot joined us, and I thought it was really an A+ discussion. Even selling to SMBs, HubSpot gets half its growth at scale from its installed base. I strongly believe in investing as much in Customer Success as possible. A great simple insight into scaling globally.

Scale 237

Scale SMB Scaling Customer Success 237

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 Payments 240

SaaStr

SEPTEMBER 17, 2023

LIVE from SaaStr Annual 2023 Stage A Masters: What The Top Founders Do Better to Scale Even Now with Y Combinator’s Managing Director Michael Siebel 3. The Next Best in About 5 Years. 5 Interesting Learnings from Samsara At Almost $1 Billion in ARR Top Podcasts This Week: 1.

Scale 217

Scale Management SMB AI 217

SaaStr

MARCH 22, 2024

After switching to SaaS, she started as an SMB sales leader with no prior management or SMB sales experience. The decision to leave a fairly scaled role leading 200+ AEs at LinkedIn to join a smaller-stage startup. During her time in finance, she did multi-million dollar deals with 12 to 18-month deal cycles.

Scale 239

Scale Underperforming Technical Team SMB Finance 239

Casey Accidental

MARCH 29, 2022

A common issue leaders in product management, design, or engineering face is justifying investment in the “non-sexy” stuff. I’ll walk through some frameworks and examples from my career on how to drive excitement and investment in these critical areas that may not be properly valued or staffed currently in your organization.

Investment 139

Investment Underperforming Technical Team User Experience Scale 139

SaaStr

DECEMBER 5, 2021

Corporate VC Investments: Limited, But Real, Pros. Why Your Cost of Sales Generally Doubles As You Scale. Top Vids This Week: How to Scale a Successful SaaS Sales Team with Harry Stebbings and Jason Lemkin. The State of Software Buying From SMB to Enterprise with G2’s CMO, Amanda Malko. And Cons.

Scale 229

Scale SMB Retention Scaling 229

SaaStr

MAY 4, 2022

For SMB, it could be $20m-$30m in ARR. Roughly: By $100m ARR, you probably have to be multi-product to scale at top-tier rates. By 10,000 customers, you probably have to be multi-product to scale at top-tier rates; and. It’s what I’ve found in particular across my 30+ venture investments.

Scale 251

Scale SaaS SMB Scaling 251

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

FEBRUARY 13, 2021

Its definitely at least a Cloud infrastructure and applications company for SMBs: And its also a great case study of learning how to sell and market to SMBs at scale. At $4B of revenue of scale. SaaS is profitable at scale. SMB growth in Cloud and SaaS is still going strong! Huge investment in marketing.

SMB 297

SMB Cloud Scaling Investment 297

Tom Tunguz

AUGUST 2, 2016

Channel distribution represents one of the biggest and most important changes in customers acquisition for SMB SaaS startups in quite a while. One of the most interesting examples is Microsoft’s Office 365 SMB business. It’s the most successful SMB SaaS acquisition channel ever built. by Thomas Hansen.

Outsourcing Services 108

Outsourcing Services SMB Acquisition Scale 108

SaaStr

JUNE 27, 2019

Erica has led New Relic through massive growth, scaling the company’s enterprise business 10x since she joined the business pre-IPO. Erica will share the five critical steps (and some lessons learned along the way) for scaling in the enterprise. We operate at great scale. Want to see more content like this? We were driving it.”

Scale 174

Scale Enterprise Scaling Sales Hiring 174

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.

SMB 249

SMB AI Onboarding Cloud 249

SaaStr

OCTOBER 27, 2023

Jason re-takes the stage in Part 2 of the series to answer questions about the right time is to invest in a new product line, building vertical vs. horizontal, multiples in 2024, and much more. Building and scaling a startup isn’t for the faint of heart and often comes with many ups and downs that SaaS veterans have experience in.

Sales Hiring 243

Sales Hiring Scale Venture Capital Generative AI 243

SaaStr

OCTOBER 5, 2022

Sales was a long term investing, starting Free and limited. And a lot of thing they are really something more enterprise than SMB. Many later cut back at scale, but not HubSpot. Another way to look at how key it is to get multiproduct as you scale. #9. in ARR growing 30% — not bad.

Scale 269

Scale SMB Scaling B2B 269

SaaStr

FEBRUARY 8, 2022

Scaling a sales organization isn’t easy. Waze sales executives Fernando Belfort , Head of SMB Sales, and Kendra Wrightson , Head of Sales Enablement, discuss optimizing sales processes for four essential data points: value, variety, volume, and velocity. Waze has four core pillars that help them grow, scale, and optimize its sales.

Scale 229

Scale Sales Hiring Compensation Sales 229

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

NOVEMBER 15, 2022

It does less in SMB. Vista’s investments are older, established SaaS companies with brands. in ARR, so it’s second only to Salesforce in SaaS. And they spans dozens of leading vendors in SaaS. So Vista knows exactly what’s going on in SaaS buying now, especially enterprise and mid-market.

Cybersecurity 308

Cybersecurity SMB Interviewing Enterprise 308

SaaStr

OCTOBER 20, 2022

In my own portfolio , more of my investments had a record month in October than a rough month. Note this doesn’t include SMB spend, it’s enterprise focused): In a slightly more dated survey, Gartner found in July 69% of CFOs plan to increase their digital spending in 2023. But is spending? I’m not so sure.

Forecasting 242

Forecasting Artificial Intelligence Software Business 242

SaaStr

MARCH 10, 2022

Investing in a Product-Led Model to Drive Exponential Sustainable Growth. Scaling a Platform and Ecosystem. We just did a deep dive on how DigitalOcean is growing an impressive 37% at $500,000,000 in ARR , and staying very SMB with 600,000+ customers. Harnessing a Unique Culture by Leading with Empathy and Courage.

Scale 205

Scale SMB Scaling Startup 205

Intercom, Inc.

DECEMBER 5, 2019

On this week’s episode of Scale, Matt Rogers, Head of SaaS Initiative at Google, is here to enlighten us. Over the course of his conversation with Amanda Connolly, Matt covers the challenges faced by SaaS companies both starting out and scaling in today’s swiftly evolving market. Big enterprises are super demanding.

Scale 118

Scale Scaling Artificial Intelligence Business 118

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

FEBRUARY 24, 2021

Net net, even from SMBs, Upwork manages 100% NRR, just as Shopify and Hubspot do from SMBs. 80% SMB, 20% Enterprise. While Upwork has made inrounds into the enterprise, it remains squarely an SMB product. 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

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. This is for information purposes and should not be construed as an investment recommendation. Altimeter is an investment adviser registered with the U.S.

AI 183

AI Revenue Cloud Technical Advisors 183

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