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. This is true in life and business.

Scale 212

Scale Strategy Scaling Outbound Sales Team 212

SaaStr

FEBRUARY 14, 2023

The current public market environment might look like a great SaaS crash for many people. In this week’s Workshop Wednesday , Salesforce Ventures Investor, Jessica Bartos, shares the 5 metrics every SaaS company should care about in any market environment, especially the one we’re currently in. Why is this market different than others?

Metrics 191

Metrics SaaS Marketing SMB 191

Tom Tunguz

OCTOBER 9, 2016

What are the attributes of the ideal SMB SaaS company, an entrepreneur asked me recently. There are product, marketing, and sales attributes to that ideal company that successful SaaS business have exemplified in the past. A beautifully designed, simple and elegant product is the first and most important thing.

SMB 100

SMB SaaS Acquisition Education 100

SaaStr

DECEMBER 27, 2023

70% of customers are in the Enterprise and mid-market space, and 30% are SMBs. The LMS market segment is big, and Docebo thinks about it in two folds. They were among the first in their category to think of the external side of the market because the external U.S. market is double the size of the internal one.

Sales Hiring 183

Sales Hiring Scale SMB Outsourced Development 183

SaaStr

MARCH 26, 2023

When You Fall Out of Product-Market Fit Is Cold Calling Dead? LIVE Workshop Wednesday with GGV Capital: Scaling The Top SMB SaaS Companies 5. Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: The 48 Types of VP Sales. Make Deadly Sure You Hire the Right One. 74% of You Say No!

AWS 171

AWS Scale Sales Hiring SMB 171

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. You have to understand: what people are searching for what their intent is what the product is that you’re building It’s a marrying of company vision and go to market. They searched project management or C RM.

Scale 159

Scale Sales Hiring Scaling Banking 159

SaaStr

MARCH 29, 2020

DocuSign is hiring for a Senior Director of SMB Marketing. Forager just closed a $10m round and is looking for a Director of Product in Chicago. Convertkit is also looking for a Director of Product. Postscript is looking for a Product Marketing Manager, remote. are both looking for a product designer.

Sales Hiring 241

Sales Hiring SaaS SMB Content Marketing 241

SaaStr

FEBRUARY 24, 2022

One wanted to hire “Mr/Ms PLG” to make their product more viral. Another wanted a “VP of PLG” to complement their marketing efforts. PLG, or Product-Led Growth, can mean, so many things. Everyone would prefer a product where 50% or more of the leads come from the product itself. Probably in that order.

Sales Hiring 206

Sales Hiring Scale SMB Acquisition 206

SaaStr

NOVEMBER 16, 2021

Positions Needed: Enterprise AEs, Mid-Market & SMB AEs, SDRs, Sales Ops, Sales Engineer. Head of Marketing. Positions Needed: Demand Gen, Product Marketing, Sales Enablement, Events/Community. Positions Needed: Enterprise CSM, Mid-Market & SMB CSM, Customer Support Reps, Implementation/Solutions Engineer.

CTO Hire 224

CTO Hire Sales Hiring Sales Recruiting CTO 224

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? Market Fit. 2 Go-To-Market Approach and Expansion.

Scale 304

Scale Scaling Technical Review Systems Review 304

SaaStr

JANUARY 24, 2024

What should you look for in an Enterprise rep vs. a Mid-Market rep? Solving High Volume, Low Conversion at Lattice Dini Mehta joined Lattice at $3M in revenue when it had just 10 people in seat for Go-To-Market and 7 salespeople. Many founders try to sell a product to everyone in their total addressable market right out of the gate.

Scale 206

Scale Sales Hiring Scaling Revenue 206

SaaStr

MARCH 19, 2021

She was telling me about her VP of Marketing who, in the Bay Area, she was paying $95,000. Because that’s rather low for a true VP out here in the Bay Area (see typical VP Marketing comp packages here ). I see this all the time in marketing hires that come out of non-demand gen roles. I was a bit skeptical. Get you leads.

Sales Recruiting 300

Sales Recruiting Sales Hiring SMB Engineering 300

SaaStr

SEPTEMBER 14, 2022

This research will tell you whether your “genius idea” is filling a real market gap and whether you’re disrupting or creating a new category. 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.

Scale 195

Scale Venture Capital Sales Hiring SMB 195

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. I had also worked in customer service and e-commerce in the past and knew this market was prime for disruption.

Scale 242

Scale Sales Hiring Sales SMB 242

Sales Hacker

FEBRUARY 2, 2021

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. SMB Sales vs Enterprise Sales Process. This contrasts with traditional sales, which typically are associated with shorter sales cycles, fewer stakeholders, and are managed by a sales and marketing department.

Scale 95

Scale Enterprise Marketing Sales 95

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. It just means it isn’t as big of a market yet.

Development Team Review 201

Development Team Review Technical Review Underperforming Technical Team SMB 201

SaaStr

DECEMBER 3, 2021

9 SaaStr 150: Why New Qualified Leads Divided By Win Rate Is The Metric in SaaS, Why It Is Harder To Go Enterprise Down Than SMB Up & How To Create Engines of Growth Within Your Organization with Paul Albright, Former CRO @ Marketo. #8 1 SaaStr 221: HBS Sr. . #2 1 SaaStr 221: HBS Sr. The post The Top 25 SaaStr Podcasts of All Time!!

Scale 184

Scale Sales Hiring SMB Benchmarks 184

Sales Hacker

APRIL 15, 2019

He also gives us a framework for how to move upmarket, and the requirements for taking a company from the SMB space all the way to the enterprise. Strategies for moving upmarket, and how to transition from SMB to enterprise. RELATED: Moving From Mid-Market to Enterprise. What You’ll Learn. The first is Chorus.ai.

SMB 58

SMB Enterprise Scale VP of Engineering 58

Sales Hacker

FEBRUARY 13, 2020

Transitioning from mid-market selling to enterprise selling isn’t easy. In our first post we focused on how to be product- and market-ready, but that’s still only part of the solution. 1) Marketing: Does your marketing appeal to enterprise orgs? Promoting high performing mid-market reps.

Sales Hiring 71

Sales Hiring Enterprise Technical Review SMB 71

Sales Hacker

APRIL 10, 2018

In this blueprint, we take a tactical approach on how to build a go to market strategy. 5 Steps To Building Your Go To Market Strategy. The SMB segment—going upstream vs. downstream. Where Can You Apply This Go To Market Strategy? Regions often respond with a 1-2 year delay to the US Market. 2) Spanning markets.

SMB 72

SMB Strategy Outsourced Development Marketing 72

OPEXEngine

MAY 18, 2021

Just six Cloud companies listed on the Bessemer Nasdaq Cloud Index each are valued at over $100B, and together currently represent a market capitalization well over $1trillion. 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

JUNE 10, 2020

The true test of marketers. Marketing leaders must focus their teams on the areas that will drive revenue while they cut costs – the biggest impact for the business. We’re going through layoffs and furloughs, recession planning and for me as the CMO, facing really massive cuts to marketing budgets and headcount.

Travel 169

Travel Marketing Scale Outsourcing Services 169

SaaStr

NOVEMBER 22, 2021

But actually, as it turns out, the markets don’t really value profit, they really care about growth. So early on, Notion was lucky enough to have someone truly magnificent called Camille Ricketts join and she was employee number one in marketing. Are you post product market fit? I think we all know this by now.

B2C 265

B2C Scale Consulting Software Review 265

SaaStr

MARCH 20, 2020

317: Rachel Hepworth is VP of Marketing @ Pilot, the startup that offers the best bookkeeping, tax and CFO services for growing businesses. Before Slack, Rachel spent 4 years at LinkedIn where she led the product marketing team for content experiences. Loving our podcast content? This episode is sponsored by TaxJar.

SMB 173

SMB Scale Startup Marketplace as a Service 173

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 140

Sales Hiring Scale SMB Sales Recruiting 140

Tom Tunguz

OCTOBER 21, 2017

In 2012 ChiefMartec landscape counted 350 vendors selling to sales and marketing. This sea of SaaS startups have reshaped the market. Incumbent client/server technologies have lost their market dominance to new incumbents. Trades market size for better product market fit. Today, that figure is 5000.

SaaS 180

SaaS Venture Capital Finance Machine Learning 180

Casey Accidental

MARCH 29, 2022

While over-polish does happen, why designers are mostly right is they intuit something about product/market fit that is hard to measure on a metrics dashboard: that expectations of customers increase over time. Another way to say that is product/market fit has a positive slope. Product fit. Ease of use.

Investment 139

Investment Underperforming Technical Team User Experience Scale 139

OPEXEngine

FEBRUARY 22, 2022

We typically classify SaaS companies in terms of three customer segments, enabling us to better evaluate their needs: Small/Mid-Market (SMM). In this article, one in a series of three covering each of these SaaS customer categories, we will focus exclusively on Small/Mid-Market SaaS companies. SMM SaaS Go-To-Market Strategy.

SaaS Payments 52

SaaS Payments Payment Services Payment Methods Marketplace as a Service 52

OpenView Labs

JANUARY 12, 2022

Most software companies start with a product obsession. The early years are spent going deep on the product, the customer, and finding product market fit. Mid-market ? Mid-market ? Community versus Community ? For Stack, we did things completely the opposite,” says Prashanth. Enterprise versus Enterprise ?

Leadership 76

Leadership SMB Underperforming Technical Team Scale 76

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

Kellblog

APRIL 25, 2022

Pop marketing guru Seth Godin wrote a book entitled, All Marketers Are Liars (but cleverly redacted the title). Google suggestions reveal that people have plenty of questions about the authenticity of marketing: People Also Ask. Marketing should be about telling the truth in the most positive possible manner.

Technical Review 129

Technical Review Advertising Software Review Scale 129

Intercom, Inc.

FEBRUARY 13, 2018

As your sales team scales and plays a larger role in representing the voice of your customers, an open line of communication aligns your product strategy with your addressable market. If your sales team is broken up between SMB, Mid-Market and Enterprise, you might want to include one rep from each segment.

Scale 192

Scale Sales SMB Data 192

Sales Hacker

DECEMBER 29, 2023

Just like last week, we’ve got something special for you: a compilation of perspectives from some of the best go-to-market (GTM) leaders out there. I think that some people obsess with measuring everything in marketing. Email marketing is kind of dead. What better way to cap off the year 2023 than with some.

Scale 71

Scale Sales Hiring AI Generative AI 71

Sales Hacker

MAY 15, 2018

On this episode of the Sales Hacker podcast, we talk with Andrea Kayal , Chief Marketing Officer at Upserve and most recently Chief Marketing Officer at Signpost. We talk about how to align marketing and sales with demand generation to drive scale. How to align Sales, Customer Success, Marketing, and Demand Gen.

Scale 65

Scale Sales Hiring Marketing Sales 65

Tom Tunguz

MAY 23, 2016

Mid-market companies span $10,000-$100,000, and SMB companies generate less than $10,000 per year per customer. There are a similar number of employees in small companies, mid-market companies, and enterprise companies. Or develop a beachhead in the mid-market and drive into enterprise.

Outsourced Development 129

Outsourced Development SaaS SMB Enterprise 129

SaaStr

JANUARY 7, 2021

Whether it was our interview with Podium’s Eric Rea on how he scaled with a team outside the Bay Area before it was really considered an option, or TripAction’s Megan Eisenberg on how to prioritize trade-offs in marketing without sacrificing pipeline, we’ve covered the gambit of relevant topics throughout the year. .

Scale 223

Scale Sales Hiring Scaling B2B 223

User Pilot

JUNE 29, 2022

Some of the best customer segmentation tools in the market are Userpilot, Baremetrics, Heap, Kissmetrics, Segment, Amplitude, Mixpanel, Piwik PRO, Reveal, and Google Analytics. This data enables product managers, customer success, and marketing teams to detect friction points and unravel product growth opportunities.

SaaS Payments 98

SaaS Payments Software Review Payment Solutions Payment Methods 98