Sales Hacker

OCTOBER 16, 2020

And finding time is tough compared to an SMB executive. Make sure you reference the previous conversation with the new prospect. I find it that most people don’t take advantage of these resources because they believe they are being a nuisance, or they are intimidated by their leadership teams. Now you have a warm lead.

Enterprise 104

Enterprise Payment Methods Payment Services Sales Hiring 104

SmartKarrot

NOVEMBER 4, 2022

Role: Director of Customer Success Location: Remote, United States Organization : Fleetio As a Director of Customer Success, you will lead the Customer Success Management Team across three segments (Enterprise, Mid-Market and SMB) to achieve long-term retention via aggressive usage, adoption, and value realization targets. Apply here: [link].

Customer Success 19

Customer Success Scale Outsourced Development Systems Review 19

SmartKarrot

SEPTEMBER 29, 2022

Serve as project manager and leader for critical cross-functional initiatives such as building Business Value consulting expertise for Strategic customers, standing up a CS/Sales qualified lead engine process, or developing Scaled / Tech Touch programs for SMB/MM customers.

Customer Success 19

Customer Success Scale Sales Hiring Technical Review 19

SaaStr

OCTOBER 31, 2019

Contrast that with companies that might also sell into the SMB segment of the market where the ASPs, the average deal sizes are lower. SMB businesses just go out of business much more frequently, and so their gross retention numbers are going to be lower. We’ve referred to them as GRIT.

Cloud 100

Cloud Scale AWS Machine Learning 100

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. We actually started with private offerings, if you will, more towards the enterprise size customer.

Scale 184

Scale Marketplace as a Service Cloud SaaS Payments 184

Chart Mogul

AUGUST 15, 2019

For SMB SaaS apps, we look for ease of use and delightful user experience with consistent engagement and value delivery. Of course, the team is ever-evolving but the foundational leadership and knowledge remain in place to support new hires. These types of apps are inherently going to stay on the credit card. Supporting Links.

Finance 85

Finance Payments Revenue Payment Solutions 85

Chart Mogul

AUGUST 15, 2019

For SMB SaaS apps, we look for ease of use and delightful user experience with consistent engagement and value delivery. Of course, the team is ever-evolving but the foundational leadership and knowledge remain in place to support new hires. These types of apps are inherently going to stay on the credit card. Supporting Links.

Finance 52

Finance Payments Revenue Payment Solutions 52

SmartKarrot

DECEMBER 21, 2020

Identify and implement frameworks and programs that will develop support leadership and support engineering talent to be the best they can be. Collaborate with key knowledge partners (Cloud product leadership, Support & Success leadership, etc) to drive visibility of cloud support customer needs and ensure multi-functional collaboration.

Customer Success 10

Customer Success Scale Leadership SMB 10

Sales Hacker

APRIL 21, 2020

Every factor you list will help you assess candidates and cross-reference them against one another during the hiring process, so be sure to define exactly what you need and why you need it. Do we need someone who can achieve results in a leadership position? Enterprise or SMB. Going up/down market. Inbound or outbound.

Sales Hiring 93

Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 93

SmartKarrot

OCTOBER 23, 2020

Drive new business growth through greater advocacy and reference-ability. Also, expand the revenue in accounts through up-sell and identification of cross-selling opportunities. Also, expand the revenue in accounts through up-sell and identification of cross-selling opportunities.

Outsourcing Services 10

Outsourcing Services Customer Success Outsourced Development Scale 10

Sales Hacker

SEPTEMBER 30, 2019

Vikas’ background is sales engineering as a path into sales and revenue leadership. Vikas Bhambri: Charlie was basically referring to, especially when I said (“whoa sales, those are the bad guys.”) RELATED: Key Differences Between Enterprise and SMB Sales Processes. Tell me what that means. Sam’s Corner.

Sales Hiring 50

Sales Hiring Startup Scale Sales Recruiting 50

SaaStr

NOVEMBER 19, 2019

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. They all looked at me really weird because remember, I’d never done SMB before. Liberate some operating expenses.

Scale 167

Scale SMB VP of Engineering Leadership 167

Andreessen Horowitz

OCTOBER 16, 2023

> where would your idea or your product fit the most — is it large enterprise, is it SMB, is it financial services — then I would just go and interview all of them, and not narrow yet. And don’t let it, from a leadership standpoint, get out of control. And they were designed more for SMB. Like, if you don’t know <Yeah.>

Product Marketing 76

Product Marketing Scale Sales Hiring Sales Recruiting 76

SmartKarrot

OCTOBER 29, 2020

You will oversee the Americas Customer Success Managers who are all responsible for onboarding, growing, and retaining customers across Carbonite and Webroot’s SMB customer base. Drive new business growth through greater advocacy and reference-ability.

Customer Success 8

Customer Success SMB Onboarding Churn 8

SaaStr

JANUARY 28, 2020

Hey, I want you to go talk to somebody else and refer somebody into that job because you’ve networked so much. SMB numbers are harder to get with, but it’s like 60 or 70 for SMBs. Maria : I would suggest everybody give that person the work back and say, “Tell me how you’re going to do this.

Sales Hiring 201

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 201

SaaStr

JULY 11, 2019

You go from the leanest organization and very small SMB, to closing seven figure TCVLs for enterprise. What we’ve realized is, doing a product for SMB is fairly simple, and you’ll see in the graph, that’s why we grew so much in the beginning. Doing a product for SMB is fairly simple. Tiago Paiva: Oh yeah.

Sales Hiring 251

Sales Hiring SMB Scale Cloud 251

Intercom, Inc.

OCTOBER 29, 2019

For example, our leadership team might decide to focus our company strategy on targeting the segments with the best revenue retention. Sales: Be able to route prospects to our self-service flow or the most appropriate team within Sales, e.g. startups, SMB, MME, based on well-defined customer segments. actions taken), outputs (e.g.

Business 184

Business B2C Scale Headcount 184

SaaStr

MARCH 12, 2019

How can founders know when is the right time to make the move from SMB to enterprise? Because one message isn’t necessarily always transferable when considering kind of SMB to enterprise. ” How do you know when’s the right time to think about moving from an SMB and mid-market to enterprise?

Scale 155

Scale Enterprise Scaling Sales Hiring 155

SmartKarrot

OCTOBER 27, 2020

When these customers refer your product to their friends and acquaintances, it helps in more customer acquisition. The purpose of this blog is to give a generic framework to the leadership team to develop a customer success roadmap. Traceability and accountability become more viable when you are aligned with a customer success roadmap.

Customer Success 10

Customer Success Scale Traceability Sales Hiring 10

Sales Hacker

NOVEMBER 15, 2017

Account refers to a record of primary and background information about an individual or corporate customer, including contact data, preferred services, and transactions with your company. . Accounts Receivable refers to the amount of money yet to be collected from your customers who purchased a product or subscribed to a service.

Scale 99

Scale Payment Methods Sales Recruiting SaaS Payments 99

SaaStr

OCTOBER 29, 2019

This is a mobile solution for SMB’s to send an invoice and get paid. This can be referred to as a land and expand strategy. There’s a client of Simon Kutcher’s that caters to the SMB segment and they weren’t happy with their revenue growth. The next camp, we price it artificially low.

Payments 100

Payments Pricing Compensation SaaS Payments 100

Intercom, Inc.

SEPTEMBER 8, 2021

Throughout my time there, a little over six years, I went from being the top-performing account executive globally to moving into leadership to help build out our mid-market team out of the West Coast. He came in when Slack was at around 50 million ARR, and he really helped build out the leadership team and helped us scale to over a billion.

Scale 118

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 118

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. She is a Speaker and Hostess for LinkedIn Live. What is one a-ha moment you’ve had in your sales career?

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

OpenView Labs

DECEMBER 17, 2020

Others assume that PLG only works if you’re selling to the prosumer or SMB market. Sometimes referred to by its more technical name of return on incremental invested capital , this metric looks at the ratio of gross profit added to the total amount of sales/marketing and product/engineering expense. Those people couldn’t be more wrong.

Benchmarks 52

Benchmarks Scale SaaS Software Review 52

SaaStr

AUGUST 15, 2020

Well, a couple of key takeaways for folks, I do believe in this concept of human first leadership, which is really what customer success is all about and what the future of the customer. We are still heavily oriented to SMB and to entrepreneurs. You say that Shopify is an SMB customer when I see 29%. We stretched up market.

Payment Methods 183

Payment Methods Merchant Services Scale Payments 183

SaaStr

APRIL 3, 2019

And so it’s a lot to ask of someone, okay, not only do you have to move cargo, but you’re responsible for retaining this customer spend, for increasing their spend over time, for understanding the pain points of all of their senior leadership. So they are now graduating from our SMB segment into our midmarket segment.

Scale 100

Scale Sales Hiring Systems Review Marketplace as a Service 100

SaaStr

MAY 2, 2019

So once we had Sequoia and Khosla in, we had these references people could call them, so that was fine. Let’s be, in our case we were pivoting or expanding from an SMB oriented business towards an enterprise, let’s show some traction in that direction before we really commit to it. So what does it mean?

Scale 140

Scale Business Sales Hiring CTO Hire 140

SaaStr

SEPTEMBER 13, 2019

Matt has nearly two decades of senior leadership experience in sales and customer growth, specifically for technology companies with customers around the world including Bazaarvoice, CityVoice and Rackspace. Then, on the SMB side your attach rate might be zero, or it might be 10 or 20%. How can one mitigate this?

Engineering 26

Engineering Scale Underperforming Technical Team Customer Success 26

SaaStr

JULY 10, 2021

Nikos : In your case, I understand your company also shifted slightly on the market, like from SMB to bigger customers. He deals with everything that was very, very difficult. If anything, I’d say do that a little sooner than you think. Do you need to get different people for something like that? Craig : Yeah. These guys were great.

Sales Hiring 251

Sales Hiring Underperforming Technical Team Development Team Review CTO Hire 251

Chart Mogul

DECEMBER 8, 2022

This year alone, I shared over 200 curated reads on leadership, growth, pricing, SaaS metrics, benchmarks, and much more. This year alone, I shared over 200 curated reads on leadership, growth, pricing, SaaS metrics, benchmarks, and much more. What price point can usually be supported by sales reps? Here is some math. ” 10.

Sales Hiring 52

Sales Hiring SaaS Scale Benchmarks 52

Point Nine Land

APRIL 21, 2021

This refers to the improvement of your main output metrics. This is an exercise that should be done with input/feedback of the leadership team. Not everything is going to work for everyone. We learned most of the things the hard way and we are actually still iterating and learning about many of those aspects.

Sales Hiring 52

Sales Hiring Startup Scale Software Review 52

SaaStr

OCTOBER 4, 2019

Why did Jeppe decide to focus on SMBs from Day 1? How does the product build in the early days differ when building for SMB vs enterprise? Why does Jeppe believe that building for SMB makes it easier to build a great culture internally? How does leadership change for Jesse in the face of scale? What changes? *

Scale 119

Scale SaaS Payments SMB Sales Hiring 119

Kellblog

JANUARY 1, 2023

But, if you spend more time, looking for rich content, deep white papers, and numerous customer reference stories, you will likely develop a sense for whether the marketing is simply veneer covering a low-commitment box as opposed to the hardwood of a core one. Either way, the sales force will know. Examples: Gong, Clari, Amplitude [10].

Strategy 116

Strategy Startup Software Review Government 116

SaaStr

JULY 19, 2019

In terms of timing, how should entrepreneurs think about whether to start at SMB and move to enterprise or start enterprise and move to SMB? And they can tell just from their diligence process on you, where you really are at, and they’ll do the reference checks and what have you. What are the considerations? *

VP of Engineering 130

VP of Engineering CTO Hire Technical Review Sales Hiring 130

SaaStr

OCTOBER 25, 2019

Why does Liat reject the notion of “hands off leadership?”. It’s so important to have a rigorous recruiting process, including checking references and back channels. What did you mean by that rejecting the notion of hands off leadership and then how do you think about leadership with that in mind? Liat Bycel: Yeah.

Sales Hiring 106

Sales Hiring Sales Recruiting Scale Underperforming Technical Team 106