SaaStr

APRIL 19, 2023

So one large category of software spend is on Point of Sale systems. One leader in SMB commerce is Lightspeed Commerce, founded way back in 2005. Payments are the largest segment (like Toast and Shopify as well), but at least low-margin hardware is a small percent of revenue. Driving up ARPU at scale key to growth with SMBs.

Payment Solutions 241

Payment Solutions Point of Sale Payments SaaS Payments 241

SaaStr

MARCH 31, 2022

This episode is an excerpt from a session at SaaStr Scale. So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Jabari Norton, VP WW Partner and Alliances, Sumo Logic.

Scale 205

Scale Marketplace as a Service Cloud SaaS Payments 205

Payrix

MAY 14, 2024

Adam Tesan, CRO at Worldpay for Platforms, is a seasoned executive leader with decades of experience in sales, marketing, and revenue in the software space. During his tenure, Chargebee experienced high growth, scaling from processing about $3 billion in revenue to $13-14 billion. They’re moving to a subscription-based model.

Payments 147

Payments Payment Services Payment Solutions SaaS Payments 147

SaaStr

NOVEMBER 19, 2020

Sales might want a tighter “gate” to convert to paid. Subscriptions can fuel payments and merchant revenue. As more and more SaaS apps add a payments element, that payments element can really scale over time. You don’t have to leave your SMBs behind as you go upmarket.

Payments 347

Payments Merchant Services Payment Solutions Scale 347

SaaStr

DECEMBER 27, 2020

But New Relic has continued to scale, crossing $650,000,000 in ARR (or so) and a $4B market cap. Those of us who’ve been around a while think of New Relic as a freemium and almost SMB tool, but today 77% of their revenue comes from accounts greater than $100k. An incredible streak. 10x the sign-ups with new Free tier.

Scale 303

Scale Outsourced Development SMB Cloud 303

Andreessen Horowitz

APRIL 23, 2024

They also talked about the difficulties — and potential advantages — of selling into small businesses, taking alternative approaches to interviewing candidates, and the importance of keeping culture a vital part of a company as it scales. Both of you sell into SMBs, which is a notoriously difficult segment.

Payments 104

Payments Forecasting Payment Services Payment Solutions 104

FastSpring

APRIL 4, 2024

As an experienced sales and GTM leader, John Eitel has more than witnessed how product-led growth (PLG) has affected the tech and SaaS space in the last few years — he and his teams have been up close and personal with how PLG increased in popularity as a sales strategy. “I And I won’t give away too much of the lead here.

Scale 147

Scale Sales Payment Methods Merchant Services 147

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 248

Scale Sales Hiring Scaling B2B 248

SaaStr

APRIL 28, 2019

As part of our new 5 Interesting Learnings series, here are a few: Freemium continues to scale for Slack, but now more as a lead gen tool. Free also serves as a hunting ground for sales to find prospects and leads. Slack notes this is now the primary value of self-service (lead generation vs. direct conversion).

Scale 278

Scale Venture Capital SMB Enterprise 278

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 107

Outsourcing Services SMB Acquisition Scale 107

SaaStr

JULY 14, 2020

With SaaS sales, annual price or monthly price that’s billed annually? This removes friction from the sales process, leading to a higher and faster close rate. It may be the most successful SMB-focused app of our current generation. At scale, even small pricing changes can have a big impact.

Pricing 224

Pricing Payment Solutions Scale SaaS Payments 224

Clouded Judgement

MARCH 22, 2024

For SaaS businesses that target smaller SMB customer segments, gross retention is typically in the mid to low 80’s with net expansion in the ~105% range. This brings me to AI (everything leads to AI these days…). But this is changing - many categories are becoming commoditized leading to massive pricing pressure.

AI 183

AI Revenue Cloud Technical Advisors 183

Tom Tunguz

APRIL 16, 2013

At first glance, SMB SaaS companies, those who sell Software-as-a-Service to small to medium businesses, may seem like any other software company. Successful SMB SaaS companies have reinvented their businesses eschewing the expensive enterprise sales model in favor of end-user centric marketing, support and product development.

SMB 100

SMB Scale Startup SaaS 100

SaaStock

JANUARY 25, 2019

We will gather 300 leading SaaS founders, executives and investors for three days packed with opportunities and rich exchange of knowledge to push the whole ecosystem forward. Its focus is on helping companies handle financial routine and streamlining processes related to accounting, banks, stock, and electronic invoicing, among others.

SaaS Payments 257

SaaS Payments Payment Solutions Payment Methods Payments 257

Sales Hacker

NOVEMBER 9, 2020

Having the right technology in place is often the difference between success and failure, and this is even more true for startups and SMB, where you have a small team and limited resources. This benefits you, the sales leader trying to develop their sales stack in two large ways — reduced cost (in most cases) and reduced risk.

Technical Review 117

Technical Review Scale Trends Startup 117

Tom Tunguz

APRIL 25, 2012

On first glance, SMB SaaS companies, those who sell Software-as-a-Service to small to medium businesses, may seem like any other software company. It’s not just the sales process that differs from traditional software. SMB SaaS companies sell to a radically different market than enterprise software companies. Company Size.

SMB 100

SMB Scale SaaS compliance 100

Clouded Judgement

APRIL 11, 2024

As a public company with significant scale, it’s hard to grow quickly if you have to rely solely on new customers for that growth. For businesses selling predominantly to SMB customers, these benchmarks are all slightly lower given the higher-churn nature of SMBs. Either a run up, or a draw down from market factors.

Cloud 177

Cloud Software Azure AWS 177

FastSpring

SEPTEMBER 2, 2020

When you’re trying to decide how to scale your business and how to calculate profits, there are tons of metrics out there you can use. In this article, you’ll learn all about LTV, why it’s important, how other companies have used it to scale, and finally—how to calculate your company’s LTV.

Scale 146

Scale Payment Methods Payments SaaS Payments 146

SaaStr

NOVEMBER 2, 2019

How does Krish think about purely serving the SMB market? How does he think about the mortality rate of SMBs? How does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise? Yes, it does not scale, but the beauty is the product. Does one have to move to enterprise?

Scale 124

Scale SaaS Payments Sales Recruiting Payment Services 124

OPEXEngine

MAY 18, 2021

SaaS metrics are viewed differently at different stages of growth and for different sales models, primarily whether a company is selling into an SMB or enterprise marketplace. Growth Stage – Scaling the Business, and . Obviously, subscription revenue growth rates are valued differently at different sizes.

SaaS Payments 98

SaaS Payments Metrics Payments Payment Services 98

Clouded Judgement

DECEMBER 21, 2023

This is the first quarter we’ve heard that message, and a good leading indicator for the rest of the software buying universe. As a public company with significant scale, it’s hard to grow quickly if you have to rely solely on new customers for that growth. The graph below shows the median net retention going back to 2020.

Cloud 177

Cloud Software Benchmarks Retention 177

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

SaaSX

FEBRUARY 14, 2021

Sure, but the difference is that with a product-led funnel , the prospect and your sales team will ultimately need some level of interaction in order to finalize the purchase or expansion. A product-led funnel can: Drive product-qualified leads from free trials or a freemium version of your product.

Scale 59

Scale Payment Features SMB Acquisition 59

SaaStr

AUGUST 19, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. Michiel Rauws (@michielrauws2): So, my question is, we’ve been scaling our SaaS business. We can scale accounts, when we get them, very well. So the new sales leader is trying to figure out, can we go further up market?

Scale 216

Scale Sales Hiring Scaling VP of Engineering 216

Clouded Judgement

JUNE 20, 2023

The real headwinds to software (tougher expansion, longer sales cycles / procurement, slower new business, budget crunches / RIFs, etc) started last August. But what we’re really looking for is budgets expanding, shortening sales cycles, less pressure on expansion, etc. This makes it an “easier” comp.

Cloud 161

Cloud Software Benchmarks Scale 161

Clouded Judgement

SEPTEMBER 12, 2023

As a public company with significant scale, it’s hard to grow quickly if you have to rely solely on new customers for that growth. For businesses selling predominantly to SMB customers, these benchmarks are all slightly lower given the higher-churn nature of SMBs. Either a run up, or a draw down from market factors.

Cloud 169

Cloud Software Benchmarks Retention 169

Clouded Judgement

APRIL 12, 2023

As a public company with significant scale, it’s hard to grow quickly if you have to rely solely on new customers for that growth. For businesses selling predominantly to SMB customers, these benchmarks are all slightly lower given the higher-churn nature of SMBs. Either a run up, or a draw down from market factors.

Cloud 161

Cloud Software Benchmarks Retention 161

SaaStr

NOVEMBER 16, 2020

What does it take to scale a sales team successfully? Should one hire sales reps 2×2? How does Andy think about hiring sales reps from adjacent companies and industries? How does Andy think about minimizing and optimising sales ramp times? Like how did it impact how you think about operating and leading today?

Sales Hiring 198

Sales Hiring Scale Leadership Technical Review 198

Sales Hacker

FEBRUARY 12, 2021

If you’re familiar with what a CRM is already, then you intuitively know that an enterprise CRM is basically a CRM solution tailored to larger (enterprise-level) companies with complex processes and large sales teams. Enterprise CRM vs. SMB CRM. Sales enablement. HubSpot Sales Hub Enterprise. Analytics and forecasting.

Payment Solutions 84

Payment Solutions Enterprise Scale Payments 84

Point Nine Land

OCTOBER 8, 2021

At the same time, the industry is known for delays in projects and in payments, and small companies often struggle with cash management as they deal with multiple projects at the same time, relying mainly on excel and word to issue budgets and invoices, as well as manage their receivables across several projects.

Technical Cofounder 52

Technical Cofounder Construction Payment Solutions SaaS Payments 52

Clouded Judgement

DECEMBER 20, 2022

As a public company with significant scale, it’s hard to grow quickly if you have to rely solely on new customers for that growth. For businesses selling predominantly to SMB customers, these benchmarks are all slightly lower given the higher-churn nature of SMBs. Either a run up, or a draw down from market factors.

Cloud 130

Cloud Software Review Software Benchmarks 130

OPEXEngine

NOVEMBER 17, 2020

This KPI should tell you how much it costs (usually in sales and marketing expenses) to acquire a new customer account. As a SaaS company scales, your CAC components will change. If you are an early-stage or growth SaaS company, most likely all your sales and marketing expenses are invested in acquiring new customers.

Systems Review 52

Systems Review Technical Review Payment Features Scale 52

Chart Mogul

APRIL 20, 2018

This week: How Blue Apron is struggling, how to think about category creation and practical advice for truly understanding who you're selling to in SMB. Subscriptions are reaching never-seen-before levels of scale. Is this the end of the subscription era? This week’s top reads. Kyle Poyar, OpenView Partners.

Subscription 45

Subscription Payment Features SaaS Scale 45

SaaStr

MARCH 20, 2020

With the rise of product-led growth, are we seeing a fundamental shift in the structure of sales and marketing? 318: The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise.

SMB 174

SMB Scale Startup Marketplace as a Service 174

CustomerSuccessBox

FEBRUARY 28, 2022

You mostly need repeat purchases to get payments with a subscription model and it is easier to impress existing customers than starting all over to acquire new ones. Best practices: Consumption vs subscription. As the firm scales at $1B, the NRR dips and need not be declining. How is it helping them scale?

Retention 52

Retention SaaS Payments Payments Payment Methods 52

OPEXEngine

FEBRUARY 22, 2022

An additional non-financial constraint is a fact that these customers typically lack experience in software procurement and implementation, and this adds friction to the sales cycle. Customer success is usually staffed by a mix of customer support, sales, and engineering folks contributing some portion of their time to the Cost of Revenue.

SaaS Payments 52

SaaS Payments Payment Services Payment Methods Marketplace as a Service 52

User Pilot

JULY 18, 2023

TL;DR Customer churn is the rate at which users discontinue their subscription or stop using a particular product or service. Here are other metrics subscription-based companies should track alongside churn: Customer retention rate. Monthly recurring revenue. The negative experience leads to churn. Poor onboarding.

Churn 81

Churn Payments SaaS Payments Payment Solutions 81