Tom Tunguz

AUGUST 19, 2012

Developing a sales strategy is critical for software-as-a-service (SaaS) startups. The first step in developing a sales strategy is to build a robust market segmentation. Compared to the small business part of the market, there are far fewer potential customers - only about 12,500.

Marketing 100

Marketing Sales SaaS Market Segmentation 100

Tom Tunguz

AUGUST 19, 2012

Developing a sales strategy is critical for software-as-a-service (SaaS) startups. The first step in developing a sales strategy is to build a robust market segmentation. Compared to the small business part of the market, there are far fewer potential customers - only about 12,500.

Marketing 100

Marketing Sales SaaS Market Segmentation 100

OpenView Labs

MAY 5, 2021

For this post, I’m going to get into the business decision to be (or not be) a Commercial Open-Source Software (COSS) company, as well as how to think through whether open source will provide a strategic advantage for your go-to-market motion. A lot of your top-of-funnel is focused on converting open-source users to paying customers.

Business 52

Business SMB Scale DevOps as a Service 52

SaaStr

JUNE 16, 2020

Leveraging survey data from 66+ enterprise SaaS companies, Matt Garratt, Managing Partner of Salesforce Ventures shares the landscape of how businesses are shifting their sales & GTM strategies to react to today’s uncertain times. So everyone is adjusting their go to market strategy. Adnan Chaudhry: Thanks, Matt.

Sales Hiring 158

Sales Hiring Scale SaaS Payments Payment Services 158

Sales Hacker

APRIL 29, 2021

To avoid either extreme, when reps are either too involved or not involved enough, the solution is a content supply chain, or a deliberate process for writing, approving, enabling, and sunsetting content in a way that supports your GTM strategy as well as captures the voice of your sales team. By Content Type.

Scale 103

Scale Sales Hiring Sales Headcount 103

Sales Hacker

AUGUST 18, 2023

As always, you’ll hear real stories/strategies/tactics from real revenue operators spanning: sales, marketing, customer success, operations/enablement, product and hiring. ” We eventually got to mid-six and seven-figure deals but it took a lot longer than it could have because it was basically just a sales strategy.

Scale 68

Scale VP of Engineering Sales Hiring Enterprise 68

Sales Hacker

JUNE 14, 2018

Perhaps you are expanding into the SMB space and have not been able to gain a measurable return. Can you illustrate your firm’s proven track record of selling in the enterprise, mid-market, or SMB segments ? How will your company support and enable expansion into a new geography or market segment? (

Outsourcing Services 58

Outsourcing Services Sales Hiring Sales Outsourcing Outsourced Development 58

SaaStr

OCTOBER 31, 2019

I would argue that retention is probably the most important of these categories, so the first thing to note is that retention is really going to differ, depending on your market segment. Contrast that with companies that might also sell into the SMB segment of the market where the ASPs, the average deal sizes are lower.

Cloud 101

Cloud Scale AWS Machine Learning 101

How SaaS Works

OCTOBER 25, 2019

This may sound obvious, but even the best lead generation techniques end up with leads that simply aren’t in the market for your product category. Target market segment ?—?Does Does a lead work for a company in your target market (e.g. Does a lead have a job title in your target customer segment (e.g.

Sales Funnel 40

Sales Funnel SaaS Government Market Segmentation 40

Sales Hacker

NOVEMBER 15, 2017

Baseline refers to a minimum level or starting point from which further measurements or comparisons can be made for analyses, forecasting, performance improvement or strategy formulation. . Go-to-Market Strategy. Base Salary refers to an agreed-upon amount of payment an employee received as compensation for work rendered.

Scale 99

Scale Payment Methods Sales Recruiting SaaS Payments 99

Sales Hacker

SEPTEMBER 11, 2018

The optimal pricing strategy to IPO. The impact of sales and marketing on B2B execution. Driving constructive tension between sales and marketing. There Is No Optimal Deal Size Or Customer Segment. Sam Jacobs: You did a lot of research on deal size and market segment, and you concluded that there is no conclusion.

Scale 42

Scale SaaS Investment Construction 42

SaaStr

JULY 22, 2019

He had a company called Wily back in 2000 that he started, that ultimately sold on to Computer Associates, and really was seen as the father of the APM market segment, and learned a number of things in that experience that we then applied in terms of building New Relic, which is his second go around on the whole monitoring space.

Scale 174

Scale Scaling Sales Hiring Underperforming Technical Team 174

SmartKarrot

AUGUST 3, 2020

An excellent CAB serves as a representative sample of your customer base that you would aim for marketing your product. Hence, the more varied customer segments they represent, the more foolproof your marketing strategy would be. Different Market Segments. Each member represents a certain market segment.

Branding 10

Branding Market Segmentation Social Media SMB 10

SmartKarrot

MAY 4, 2021

There is more face-to-face interaction, on-the-go decision making, and high-level strategy with equal focus on process. High touch strategy is one where regular, one-on-one assistance from a customer success manager is essential. This means for an enterprise, one needs to have a proactive high touch strategy.

Customer Success 11

Customer Success Technical Review SMB Onboarding 11

Mucker Capital

APRIL 6, 2023

Are there types of companies, market segments, industries, or business models where PLG does not make sense? If you go back to thinking about what kind of company is a great fit for PLG, there are two important criteria: The first one is your target segment, your customer size. Hila is a mentor with Mucker Capital.

Startup 52

Startup Scale CTO Hire Outsourced Development 52

SaaStr

MAY 2, 2019

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? Okay, let’s be getting more talent in, let’s be getting controllers, let’s be getting CFOs, you know?

Scale 144

Scale Business Sales Hiring CTO Hire 144