SaaStr

JULY 20, 2022

While these aren’t great metrics if Weave was enterprise, they are still solid for SMBs. Many SMB SaaS companies struggle to hit 100% NRR and 80% GRR. But it then loses real money on onboarding, at -124% margins, and real money on hardware, at -183% margins. A fairly standard SMB price point.

SaaS Payments 231

SaaS Payments Scale Payment Methods Payments 231

How To Buy Saas

MARCH 14, 2024

These are also used to streamline onboarding and service access with quick customer support. Chatbots are deployed in this sector since they help provide account balances to users. Transaction history, transaction alerts, and fund transfer notifications are also made through WhatsApp Chatbots.

SMB 52

SMB Artificial Intelligence Enterprise Business 52

SaaStr

APRIL 10, 2023

Others may seek to corner the SMB market. Zendesk knew that they could risk selling to startups like any other SMB, so that was the problem they set out to solve. Durham says, “We are judging ourselves in how we treat startups differently from an average SMB. However, what many businesses may overlook is the startup segment.

Startup 197

Startup Scale SMB Venture Capital 197

SaaStr

MARCH 3, 2022

You can push as low as 3x for SMB deals if there are a ton of inbound leads. But that multiple is too low for bigger deals, especially if the cost of marketing, support, onboarding, etc. Divide those numbers by 3x-4x or so on the low end, 4x-5x on the high end, and you back into a market-correct OTE.

Scale 252

Scale SMB SaaS Onboarding 252

SaaStr

NOVEMBER 6, 2022

Which can and indeed usually should include onboarding, training, follow-up, and often, a full-time admin of your product on the customer side. Most SMB SaaS apps are really ERP 2.0 But it ain’t an Instagram-like deployment, even in an SMB. 10 minutes max. And that’s a good thing, at least, 8.5 times out of 10.

Business 260

Business B2C SMB Customer Success 260

Andreessen Horowitz

APRIL 23, 2024

Both of you sell into SMBs, which is a notoriously difficult segment. One of the holy grails of SMB software is, how are you going to acquire customers? Immad: I find it funny that everyone complains about the difficulty of SMB and consumer customer acquisition, but ironically, SMB and consumer companies are some of the most valuable.

Payments 103

Payments Forecasting Payment Services Payment Solutions 103

SaaStr

FEBRUARY 8, 2022

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. You’re not the only SMB asking this question as you navigate perpetual pitches, closing clients, and growth. .

Scale 220

Scale Sales Hiring Compensation Sales 220

CloseSaaS

MAY 10, 2022

New client onboarding can be a challenge. How do you make your consulting onboarding process smooth and easy? Learn from 8 top consulting pros.

Consulting 52

Consulting Onboarding Sales SMB 52

SaaStr

APRIL 5, 2024

They want to know how quickly they can book a meeting or generate pipeline, not waste 3 weeks onboarding to a new sales tool. It needed to be accessible and easy for end users, and for Apollo, that meant a hyperfocus on accessibility for SMBs. So Apollo users can be free forever at the SMB scale and still gain value from the platform.

Scale 183

Scale Sales Hiring Pricing AI 183

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. Strategies for moving upmarket, and how to transition from SMB to enterprise. What You’ll Learn.

SMB 58

SMB Enterprise Scale VP of Engineering 58

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. My personal objective was simple, learn as much about SMB SaaS as I could and move on to another company to continue learning.

Scale 254

Scale Sales Hiring Sales SMB 254

Intercom, Inc.

OCTOBER 24, 2022

It’s also important not to create a fragmented customer journey across your departments as you move from signing the deal, to onboarding, to adoption, to renewal. Enterprise and SMB companies typically purchase in different ways and require different levels of support. Which sales motion best supports your GTM?”.

Strategy 91

Strategy Sales SMB SaaS 91

SaaStr

MAY 5, 2022

And with even more scale, determining whether to sell upstream (enterprise) or downstream (SMB) might prove challenging. With more maturity, some of these decisions can be related to the product and require you to consider which products are offered to make the most sense for different customer segments.

Scale 208

Scale Sales Hiring Scaling Sales 208

SaaStr

JANUARY 12, 2022

Another top mistake SMB folks make trying to sell enterprise. This sounds so basic, but again it often isn’t, especially if you are using less experienced and/or SMB trained sales reps to sell into the enterprise. “Have better Onboarding.” Improve your onboarding this year. ” — Vinish Garg.

CTO Hire 268

CTO Hire Sales Hiring New CTO CTO 268

SaaStr

JUNE 23, 2021

I’m basically an SMB these days. Helps you think about how to onboard it and use, and mold it to your use case. I lose patience here and move to a vendor I can just deploy without being forced to talk to an SDR that just wants to force me to get on the phone and screen me but doesn’t get me going now. Yes, sales has to close.

Scale 275

Scale Sales Hiring Sales SMB 275

SaaStr

FEBRUARY 9, 2024

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. The front end is executing the key tactics for growth, like your website, product onboarding, and human interactions (when the user wants/ needs it).

Scale 252

Scale Sales Hiring Sales Marketing 252

Intercom, Inc.

JANUARY 31, 2022

This allows founders to invest heavily in their first customer relationships, grow their self-service offering with bots and content, leverage in-product messaging to enhance their product onboarding experience, and drive revenue growth by engaging with in-context, conversational engagement. “We

Startup 118

Startup Venture Capital Scale SMB 118

SaaStr

FEBRUARY 18, 2021

Freemium forces you to have better onboarding and a slicker, easier-to-use product. In VSB or SMB business apps, you can get to one million paying customers — but you really, really need something broad-based to get there. Freemium is great. Freemium is the way you and I like to try and often buy. Enough not to churn.

Business Model 281

Business Model Scale Business PayPal 281

SaaStr

DECEMBER 1, 2023

But they might want to stick with SMB. You don’t want them in operations, customer success, onboarding, or renewals. If you don’t have anyone to do onboarding, the head of sales can fill the gap. If they’re past that point in their career, you don’t want them at $100M or $1M ARR. There are a couple of exceptions here.

Sales Hiring 148

Sales Hiring Sales Recruiting Sales Interviewing 148

User Pilot

SEPTEMBER 19, 2023

It essentially allows people like product managers, product marketing managers or marketers (who may not necessarily have a background in engineering) to create e.g. in-app onboarding experiences, optimize signup and onboarding flows etc. This will allow you to create all the product-led growth experiences you may need.

SMB 52

SMB Onboarding Mobile Revenue 52

User Pilot

JULY 18, 2023

Poor onboarding. Apply these 7 retention strategies to reduce churn rates: Personalize user onboarding for different user segments. Leverage secondary onboarding to retain existing customers. If you’re an early-stage startup or SMB, expect an average annual churn of 10% to 15%. Bad customer service. Price increases.

Churn 95

Churn Payments SaaS Payments Payment Solutions 95

ChurnZero

JUNE 2, 2021

When they start to be onboarded, they still have to love your product and they still have to use your product. Is the bar across the same for a SMB-focused company versus an enterprise-focused company? There are investors that focus on SMB, and there are others that focus solely on enterprise. Rarely are folks doing both.

Benchmarks 98

Benchmarks B2B SMB SaaS 98

User Pilot

JUNE 29, 2022

The customer segmentation process will allow you to create personalized in-app experiences and onboarding flows tailored to users’ specific cases. Cons: The onboarding process will take some time to grasp all the features and filter options. Geared for SMB. Create personalized in-app experiences for customer segments.

SaaS Payments 98

SaaS Payments Software Review Payment Solutions Payment Methods 98

SaaStr

DECEMBER 3, 2020

And so, as you can imagine, some of it landed, most of it didn’t early on, but we skipped the whole go from SMB to mid-market to enterprise and just went SMB transactional right after the Fortune 500. And so I think there was definitely an element of that at Dropbox too. How do I understand the product itself?”

Scale 171

Scale Sales Hiring Sales Recruiting Sales 171

Intercom, Inc.

JULY 29, 2021

Ever since he was hired as the Director of EMEA Sales at BrowserStack , a web and mobile testing platform that lets developers test their websites and mobile applications across browsers, operating systems, and mobile devices, he had to completely rethink how to successfully onboard hundreds of salespeople just as everyone was going remote.

Sales Hiring 223

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

CustomerSuccessBox

MAY 8, 2022

For example, a complex product may make it harder to onboard (and keep) clients. Furthermore, the typical SMB spends 6.9% First, for a very complex product, CSMs may struggle to onboard new customers and ensure to properly train them. Challenge 3: Effective User Onboarding. of its revenue on IT, compared to 4.1

Customer Success 52

Customer Success Scale Systems Review Software Review 52

Sales Hacker

JANUARY 9, 2023

My first day in B2B sales, I onboarded with an account executive who was part of my new company’s enterprise sales team. Related: How to Transition from SMB to Enterprise: Tips from 3 Experts. SMB, mid-market, and enterprise defined. SMB, mid-market, and enterprise defined. Selling to SMB. Table of contents.

SMB 91

SMB Scale Enterprise Marketing 91

OpenView Labs

MARCH 4, 2019

Part 1: Onboarding and Customer Marketing. Many of my clients, and even some of my professional peers, tend to think that self-service resources only work for SMB clients. The seven elements are: Guided Onboarding. Guided Onboarding. Those features are the essence of your onboarding. That’s not true. Progress Bar.

Customer Success 61

Customer Success SMB Sales Hiring Onboarding 61

Sales Hacker

DECEMBER 29, 2023

The tactics that you use in SMB – focus on building products at scale, overindexing towards UX and UI, having a PLG motion behind the scenes, leading with your product, and adapting the way that you price and package, meaning giving some optionality. That’s it, that’s all has a new meaning this week.

Scale 71

Scale Sales Hiring AI Generative AI 71

SaaStr

FEBRUARY 8, 2019

How does the successful profile of a sales rep depend on (1) whether you are selling to SMB or enterprise? (2) Number one, does the success profile differ on the market that one’s approaching, be it SMB or Enterprise, does that make a difference? 2) The stage of the company? I’m making up the numbers.

Sales Hiring 114

Sales Hiring Scale Sales SMB 114

CustomerSuccessBox

MAY 25, 2021

For SaaS companies selling into Small and Medium Enterprises (SMB) Anything over 90% is a good NRR whereas, for Enterprise SaaS, 125% is considered a good NRR. For SMB customers, a GRR should be between 50-~80% whereas for Enterprise customers it should be between 70- 90%. Gross Retention Rate(GRR).

Retention 52

Retention Metrics Outsourced Development SMB 52

CustomerSuccessBox

OCTOBER 5, 2021

Onboarding stage- it makes sense to identify how many people churned out. Is your company’s core churn happening because of poor onboarding, lower adoption or just the upsell is not happening at the speed where you are growing. For example, Let’s say the issue is at the onboarding level. That is where the real growth happens.

Customer Success 59

Customer Success Technical Review Sales Hiring Underperforming Technical Team 59

Sales Hacker

FEBRUARY 14, 2022

They sit around a table and share actionable insights about their company’s transition from SMB to enterprise sales. . There’s one nightmare scenario every company wants to avoid when they make the transition from SMB to Enterprise. Pivoted away from having CSMs for SMB, replacing it with a support team to close tickets faster.

SMB 82

SMB Enterprise Scale Outbound Sales Team 82

Tom Tunguz

NOVEMBER 24, 2014

Below are the ranges I’ve seen for these ratios, but keep in mind, there’s lots of variability for different types of businesses (SMB vs Enterprise, Word of Mouth vs Outbound customer acquisition, etc): Marketing : quite variable; it depends on the main customer acquisition channels of the business.

Scale 100

Scale Sales Hiring SaaS SMB 100

User Pilot

JANUARY 13, 2021

And yet, according to our State of SaaS Onboarding 2020 research – 40% of SaaS businesses don’t have them at all, and the majority of the remaining 60% – are not even using their full potential. This can be critical in further personalization of their onboarding. If you think I’m overselling it – keep reading.

SaaS 70

SaaS Social Media Onboarding SMB 70

Baremetrics

JANUARY 24, 2021

A year earlier we’d launched the MVP of the model allowing SMB customers to input a credit card to get access to the platform, but we hadn’t had a chance to dedicate time or resources to optimizing a proper SaaS onboarding funnel. This is because of the nature of SMBs occasionally pivoting or going out of business.

Churn 71

Churn SaaS Payments Payment Methods Payment Solutions 71

SaaStr

MAY 8, 2020

How are your meetings progressing, who are they progressing with, are the right stakeholders in the room, what’s the next action step, how fast is the next followup meeting getting scheduled, how are pilots going, and what else can we be doing to get our clients onboarded as soon as possible?

Sales Recruiting 175

Sales Recruiting Technical Review Sales Hiring Outsourced Development 175