SaaStr

APRIL 1, 2023

The market continued to expand and grow into what it is today. How To Capture This Global SMBTech Opportunity There is massive market opportunity to sell to SMB businesses. The current public market value of SMBtech is $400B, which doesn’t account for the tens of billions that are private. One thing is for certain.

Scale 201

Scale SMB Merchant Services Payment Methods 201

SaaStr

FEBRUARY 12, 2022

Gorgias CEO Romain Lapeyre has successfully scaled the Gorgias SMB customer base from 1,000 to 10,000 by relying on data. To help you narrow down your target market, you’ll need to use your data wisely. Build a clear map of your TAM so you can identify where to focus your go-to-market efforts. Build A Map.

SMB 237

SMB Scale Data Scaling 237

SaaStr

JULY 11, 2023

How do you win with a high-velocity sales strategy in a fast-moving, competitive market? Osmany explains, “When you want to go after the entire market, it’s easy to get really excited. Mid-Market? Know where you’re going for faster, more effective market movement. Note: Objective deal stages may work best with SMBs.

Sales Hiring 167

Sales Hiring SMB Sales Recruiting Payment Methods 167

SaaStr

OCTOBER 5, 2023

But HubSpot is a platform today, from Marketing to Sales to Service to CMS — a true Customer Platform: Its first product is the most mature — its Marketing Hub is growing 20%, vs CRM at 30% and Service at 40%. It’s now adding more new bookings than HubSpot Marketing Hub. of the $2B total ARR for HubSpot.

Marketing 221

Marketing SMB Scale Revenue 221

SaaStr

DECEMBER 1, 2021

Software is becoming a reflection of our everyday lives, with many of the highest-traffic categories in video conferencing, cryptocurrency mining, marketing automation, and project management software. So video conferencing, marketing automation, project management –– this is the zeitgeist of our culture, reflected in software.”.

Software Review 244

Software Review SMB Enterprise Software 244

SaaStr

JANUARY 21, 2022

Dorian Stone , Head of Organizations Revenue at Grammarly, is here to share lessons from his experience of scaling the company from consumer to SMB to Enterprise to help you steer your expansion efforts in the right direction. Simply because their product was being used in a professional setting didn’t mean it was a product-market fit.

Scale 210

Scale SMB Enterprise Sales Hiring 210

Tom Tunguz

OCTOBER 17, 2023

On Thursday, November 2nd at 9:30 AM Pacific, Office Hours welcomes Raj Sarkar to talk about Unleashing Outbound Marketing Fury. Raj started his career as a marketing manager at Cisco focused on the SMB market. He then jooined Google to become the lead product marketing manager on Google Cloud Platform (GCP).

GCP(Google Cloud Platform) 144

GCP(Google Cloud Platform) Marketing SMB Cloud 144

SaaStr

DECEMBER 26, 2020

Even once you hit just $2m-$3m ARR — fairly early — the trade-offs start to become clear for startups with customers both Smaller and Larger: Small customers consume just as many sales, success, and marketing resources. The long tail can be the highest ROI marketing initiative available to you. Probably more.

SMB 350

SMB Sales Hiring Marketing Enterprise 350

SaaStr

JUNE 7, 2023

It has now secured over $67M in funding and offers a robust platform for mid-market and SMB segments. Blosser comments, “The big thing I want to share with everyone is just stick with it if you feel like you have product-market fit. WorkRamp shifted its focus to a different segment –– the mid-market and SMB side.

Scale 205

Scale Scaling SMB Marketing 205

SaaStr

OCTOBER 26, 2021

Using Dave Kellogg’s “ Four Sources of Pipeline ” framework, marketing should source 60% of the pipeline for a representative enterprise software company. . These sessions from SaaStr Annual 2021 provide a window into what approaches best-in-class marketers in SaaS are taking today: . Video: HE RE. Video: HERE. Video: HERE.

Scale 347

Scale Marketing SMB Leadership 347

SaaStr

DECEMBER 27, 2023

10 Things That Always Work in SaaS Marketing with SaaStr’s Jason Lemkin A popular hands-on session on what always works to get you more leads. #3. 10 Learnings on High Velocity Sales to SMB with Gorgias’ CEO and VPS Gorgias has 13,000 SMB customers. A very tactical guide to scaling SMB sales. #7. Harness.io

Scale 235

Scale SMB Generative AI AI 235

Sales Hacker

AUGUST 29, 2023

Links and Resources Meka’s LinkedIn: [link] Meka’s Twitter: [link] Mekas’s Email: Meka@fristround.com The GTM Podcast Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

SMB 73

SMB Scale Compensation Finance 73

SaaStr

APRIL 4, 2022

Demand generation is the focus of targeted marketing programs that drive awareness and interest in a company’s products and or services. The ultimate success of demand generation is defined as the number of marketing qualified leads (MQL) generated, and is measured by impressions, website visits, and clicks. .

Scale 244

Scale Revenue Scaling Marketing 244

Tom Tunguz

MARCH 27, 2023

Startups selling to enterprises have increased 36%, twice those of Mid-Market & SMB focused companies. Mid-market & SMB distributions skew left with up to 10% of businesses reporting a decrease in sales cycle during the period. This figure is statistically significant with a p value of 0.0005.

Startup 323

Startup SMB Headcount Sales 323

CloseSaaS

SEPTEMBER 15, 2022

SMB vs mid-market vs enterprise sales—should you be going after small fish or whales? Learn how enterprise sales is different from SMB or mid-market sales & how to choose the right market.

SMB 52

SMB Enterprise Marketing Sales 52

SaaStr

MARCH 26, 2024

The second time, we started SMB. As a founding team, we didn’t know what to make of our first SMB customers, as they were very small — from $12 to $99 a month. How large were their markets? We were hunting thousands of customers. It led to disarray, as we couldn’t agree on our ICP. What use cases did they really represent?

SMB 216

SMB Enterprise Startup Data 216

Tom Tunguz

SEPTEMBER 13, 2016

When an SMB SaaS startup is young with quickly growing revenues, more of the same works. For some SMB SaaS companies, generating this kind of lead volume even at scale isn’t a challenge. Some go-to-market teams are able to balance these demands well using Kenny van Zant’s flywheel model. ARR 1 5 10 25 50 100.

SMB 100

SMB Scale Startup Marketing 100

Tom Tunguz

SEPTEMBER 20, 2016

Today, we’ll dig into valuation metrics to see if there’s any systematic bias in the investor community for SMB, Mid-Market and Enterprise SaaS companies. SMB is less than $10k, Mid-Market is between $10k and $100k, and Enterprise is greater than $100k in average customer value.

SMB 100

SMB Scale SaaS Marketing 100

SaaStr

APRIL 24, 2022

BowtiedCocoon: Top SaaS SMB AEs have $125k OTEs. SaaStr 545: Marketing to Developers: Why Happy is Our Hack with DigitalOcean CMO Carly Brantz and SaaStr GM & SVP, Marketing Amelia Ibarra. Revenue Marketing: Build for Scale with Podium’s SVP, Revenue Marketing Jess Weimer. But The Best Ones Make $261k.

Sales Hiring 275

Sales Hiring Revenue Scale SMB 275

Tom Tunguz

AUGUST 26, 2023

Klaviyo is a customer data platform company which ingests marketing data & empowers their customers to automate their marketing with data & AI. When the company spends $1 in sales & marketing expense, Klaviyo produces $1.03 Typically, enterprise customers expand more than SMB. for the last 6 months.

Benchmarks 174

Benchmarks Venture Capital Marketing SMB 174

SaaStr

JULY 22, 2022

The last few years have certainly tested marketers, but 2022 serves up a brand new array of challenges. In the eye-opening session, these marketing leaders discuss the market pulse, impactful branding, and strategies for the future. Economic Climate, Customer Behavior, & Market Trends. The Future of Marketing in 2022.

B2C 229

B2C Scale Marketing Sales Hiring 229

SaaStr

FEBRUARY 9, 2024

In this latest episode of CRO Confidential , Sam Blond, Partner at Founders Fund and former CRO at Brex, sits down with the CRO of Zapier, Giancarlo Lionetti (GC), to chat about Product-Led Growth (PLG) and Go-To-Market (GTM). In a product-led growth strategy, the product serves as the focal point of your company’s marketing and strategies.

Scale 265

Scale Sales Hiring Sales Marketing 265

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. Sales & Marketing, Engineering (R&D), and G&A expenses actually all went up in 2023.

Payment Services 292

Payment Services Payments SaaS Payments Payment Solutions 292

Tom Tunguz

AUGUST 26, 2023

Klayviyo is a customer data platform company which ingests marketing data & empowers their customers to automate their marketing with data & AI. When the company spends $1 in sales & marketing expense, Klayviyo produces $1.03 Typically, enterprise customers expand more than SMB. for the last 6 months.

Benchmarks 160

Benchmarks Venture Capital Marketing SMB 160

SaaStr

MARCH 6, 2024

Salesforce and Marc Benioff at first said the core market, security identity, was too small of a market. Split Sales Team Managing SMB Accounts Into 2 Teams, One on New Business and One on Upsell It’s interesting to see Okta do this a bit later in life than some, but it makes a ton of sense given the current macro environment.

Fractional VPE 220

Fractional VPE Part-Time VPE Scale SMB 220

Tom Tunguz

FEBRUARY 20, 2023

Do public software companies with largely enterprise customer bases benefit from superior growth to their peers with mid-market or SMB focuses? Enterprise & Mid-Market public companies have seen a relatively constant decline in growth rates through the last six years.

SMB 276

SMB Enterprise Software Strategy 276

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. It’s inevitable.

Scale 231

Scale Strategy Scaling Outbound Sales Team 231

SaaStr

DECEMBER 3, 2023

can invest in marketing that takes a little while to pay off). SMB SaaS often has much lower than 100% NRR, especially to start. Eventually most SaaS SMB leaders get to 100% NRR one way, or another (often by either going multiproduct and/or a bit more upmarket). But you can’t count that as profitable revenue. They don’t.

SaaS Payments 208

SaaS Payments Metrics Payments SMB 208

SaaStr

MAY 10, 2023

And second, it’s similar to the apps many of us build, sell, and market ourselves. 23% Customer Count Growth Leads to 30% Revenue Growth, but NRR dips to 104% HubSpot is still very much SMB, especially the “M” of SMB. This is a similar dynamic to Shopify but one many SMB leaders have not cracked.

Scale 257

Scale SMB Headcount New CTO 257

SaaStr

OCTOBER 21, 2023

Dear SaaStr: What is the average percentage of annual vs. monthly plan sold for a BtoB SaaS startup targeting the SMB market? 90% of Smartsheet’s SMB customers pay annually. 20%+- will pay annually to save money. Most would rather skip the discount and pay less now. 38% of Freshworks customers pay monthly.

Data 220

Data SMB Payment Features Churn 220

SaaStr

AUGUST 24, 2022

They dominate a large market, and are growing almost 60% at $800m in ARR! And yet, the markets are tough today, and Toast is now worth less than $10 Billion, despite executing admirably. SMB sales (most of Toast) is very tough to do without a highly efficient and effective sales force. Fast forward to today.

SaaS Payments 293

SaaS Payments Scale SMB Payment Solutions 293

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 111

Outsourcing Services SMB Acquisition Scale 111

SaaStr

JUNE 7, 2021

And all enterprise and mid-market products do. The grey area is often with SMBs. 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. A deeper dive on top-tier NRR for SMBs here.

Customer Success 326

Customer Success Scale SMB Sales 326

SaaStr

SEPTEMBER 8, 2021

How can Sales and Marketing work together? The simplest way is to get sales and marketing to work together is to (x) align marketing’s #1 goal to a revenue-related “commit” that (y) sales agrees to. Your VP Marketing Needs a Lead/Opportunity Quota. That marketing commits to, and reports every week to, as their #1 goals.

Marketing 194

Marketing Sales Social Media SMB 194

SaaStr

JUNE 8, 2022

ARR, Zoom was an SMB powerhouse, with Enterprise growing. SMB is now saturated at $4B ARR and not growing, but Enterprise is picking up the slack and growing faster than ever. Sales & Marketing Spend Still Tiny at 25%, But Up From 20% As Zoom Goes More Enterprise. ARR … which it did in just 1 year (!!)

SMB 281

SMB Enterprise Engineering Scale 281

SaaStr

JANUARY 5, 2024

Did Figma kill the M&A market in 2024? Dominates a vertical market with over $500M ARR. 12,000 customers, very high net review retention (NRR) even with SMB customers. Did Figma Kill the M&A Market: There is a huge appetite for M&A today. So Harry Stebbings and I got back together for the first 20VC of 2024!

SMB 302

SMB SaaS AI Software Review 302

SaaStr

JUNE 2, 2022

The amount of folks buying SaaS software is a force like we’ve never seen before, and even with some stock market drama, many top SaaS companies still trade at $4B, $10B, $20B or more just a decade after being founded. Two things though did get hit harder — SMB Churn and Upsell s. That never even slowed down.

SMB 312

SMB SaaS Churn Enterprise 312