SaaStr

DECEMBER 27, 2020

CEO Lew Cirne, after regretting selling his first startup in the space to CA for $375m, tries again with New Relic. 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. New Relic is one of my favorite Cloud stories.

Scale 318

Scale Outsourced Development SMB Cloud 318

SaaStr

APRIL 14, 2023

Many startups crash and burn when they hit the Series A crunch — that do-or-die time where many seem to lose their footing even if they’ve been successful up to that point. Enterprise will likely have a different problem set vs. an SMB. Many customers in SE Asia are budget-based versus subscription-based.

Development Team Review 240

Development Team Review Technical Review Underperforming Technical Team SMB 240

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. In fact, over two-thirds of their total users are startups. You can access the full 2020 Startup Sales Stack Report here.

Technical Review 117

Technical Review Scale Trends Startup 117

Clouded Judgement

APRIL 11, 2024

My hope is that this analysis can provide startup entrepreneurs with a framework for how to manage their businesses around SaaS metrics (e.g., For businesses selling predominantly to SMB customers, these benchmarks are all slightly lower given the higher-churn nature of SMBs. net retention and CAC payback).

Cloud 177

Cloud Software Azure AWS 177

SaaStr

FEBRUARY 9, 2024

From a Go-To-Market perspective, Zapier uses a hybrid model that involves a combination of freemium offerings, subscription plans, and partnerships. 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. At the same time?

Scale 279

Scale Sales Hiring Sales Marketing 279

SaaStr

JANUARY 7, 2021

SaaStr 305: Lessons From Scaling Box From 5 Employees To IPO & The Right Way For Startups To Approach Partnerships with Karen Page, General Partner @ B Capital Group. SaaStr 308: RevenueCat CEO Jacob Eiting on Managing Millions in Mobile Subscriptions While Growing 20% a Month. Romain Lapeyre is CEO of Gorgias.

Scale 262

Scale Sales Hiring Scaling B2B 262

Clouded Judgement

DECEMBER 21, 2023

My hope is that this analysis can provide startup entrepreneurs with a framework for how to manage their businesses around SaaS metrics (e.g., For businesses selling predominantly to SMB customers, these benchmarks are all slightly lower given the higher-churn nature of SMBs. net retention and CAC payback).

Cloud 177

Cloud Software Benchmarks Retention 177

SaaStr

JANUARY 24, 2024

As a startup, it’s tempting to try and do everything. Scaling Enterprise vs. Mid-Market Sales: Key Takeaways from Calendly It’s a common blueprint to start with SMB and mid-market accounts as your ideal customers. As a subscription business, you should always be growing, but the rate of growth wasn’t where they wanted it to be.

Scale 246

Scale Sales Hiring Scaling Revenue 246

Clouded Judgement

JUNE 9, 2023

Most public companies don’t report net new ARR, so I’m taking an implied ARR metric (quarterly subscription revenue x 4). Companies that do not disclose subscription rev have been left out of the analysis and are listed as NA. Net new ARR is simply the ARR of the current quarter, minus the ARR of the previous quarter.

Trends 130

Trends Cloud Azure AWS 130

Payrix

MAY 14, 2024

Before joining Worldpay for Platforms, he was CRO at Chargebee, a subscription revenue management platform that manages billing subscriptions and payments for companies throughout the world. I mean, we have a PayFac customer right now, that’s transitioning their whole payments model. So, we had North America.

Payments 147

Payments Payment Services Payment Solutions SaaS Payments 147

Clouded Judgement

SEPTEMBER 12, 2023

My hope is that this analysis can provide startup entrepreneurs with a framework for how to manage their businesses around SaaS metrics (e.g., For businesses selling predominantly to SMB customers, these benchmarks are all slightly lower given the higher-churn nature of SMBs. net retention and CAC payback).

Cloud 169

Cloud Software Benchmarks Retention 169

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. 318: The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Because at a startup, you figure out how to be scrappy and get things done.

SMB 175

SMB Scale Startup Marketplace as a Service 175

Clouded Judgement

APRIL 12, 2023

My hope is that this analysis can provide startup entrepreneurs with a framework for how to manage their businesses around SaaS metrics (e.g., For businesses selling predominantly to SMB customers, these benchmarks are all slightly lower given the higher-churn nature of SMBs. net retention and CAC payback).

Cloud 161

Cloud Software Benchmarks Retention 161

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? What does Krish mean when he says, “In SaaS, you either sell to one of 2 customer profiles”?

Scale 125

Scale SaaS Payments Sales Recruiting Payment Services 125

Clouded Judgement

JUNE 20, 2023

My hope is that this analysis can provide startup entrepreneurs with a framework for how to manage their businesses around SaaS metrics (e.g., For businesses selling predominantly to SMB customers, these benchmarks are all slightly lower given the higher-churn nature of SMBs. net retention and CAC payback).

Cloud 161

Cloud Software Benchmarks Scale 161

Clouded Judgement

DECEMBER 20, 2022

My hope is that this analysis can provide startup entrepreneurs with a framework for how to manage their businesses around SaaS metrics (e.g., For businesses selling predominantly to SMB customers, these benchmarks are all slightly lower given the higher-churn nature of SMBs. net retention and CAC payback). Let’s dive in.

Cloud 130

Cloud Software Review Software Benchmarks 130

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

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. For established SaaS companies, the average churn is between 5% to 7% per year, early-stage startups should expect an average annual churn of 10% to 15%. Poor onboarding. Bad customer service. Price increases.

Churn 86

Churn Payments SaaS Payments Payment Solutions 86

Stax

DECEMBER 20, 2023

Since we’ve spoken a lot about credit card processing before, today we’ll take a look at how to find the best credit card processor for your SMB in 2024. Since the big players in the landscape generally all offer a robust set of services, data shows that most SMBs are satisfied with their payment processors and aren’t likely to switch.

Payment Services 88

Payment Services Merchant Services Payment Methods Stax 88

Point Nine Land

NOVEMBER 10, 2020

If you’re an early-stage SaaS startup, still in the process of getting to Product/Market Fit, or doing your first experiments to attract and convert leads, you shouldn’t worry too much about customer lifetime value (LTV or CLTV) and related metrics. This is not an unusual pattern in SMB SaaS. That makes no sense. Use gross profit.

Outsourced Development 97

Outsourced Development Customer Lifetime Value Churn Forecasting 97

SaaStr

MARCH 31, 2022

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. million subscriptions transacted and Google’s marketplace has seen 3X growth in SaaS sales. Jabari Norton. Crowdstrike.

Scale 222

Scale Marketplace as a Service Cloud SaaS Payments 222

SaaSOptics

MAY 30, 2018

QuickBooks is an easy decision for a SaaS startup or SMB. However, subscription-based businesses quickly run into challenges.

Revenue 40

Revenue SMB compliance SaaS 40

Intercom, Inc.

DECEMBER 13, 2018

But as the college-dorm-room startup matures, there’s a fascinating twist to be found in the way it applies its new mission to Workplace, a B2B startup within the (former) startup. You really have to think of Workplace as a SaaS startup within Facebook. When Workplace became a real thing at Facebook, I was in London.

Scale 151

Scale Marketplace as a Service Mobile Sales Hiring 151

Sales Hacker

APRIL 10, 2018

The SMB segment—going upstream vs. downstream. Pro-user, SMB, Enterprise, this requires a specific Go To Market strategy. SMB/Group like – selling applications using an annual/monthly/usage contract. The SMB Segment: Going Upstream vs. Downstream. The importance of the SMB segment.

SMB 72

SMB Strategy Outsourced Development Marketing 72

SaaStr

MARCH 8, 2024

Should it be subscriptions, usage, solutions, or something entirely different? Sandhya has been in the startup ecosystem for about 15 years, with the last two years heavily focused on investing in AI-native startups, primarily on the application and Enterprise software side. If so, keep a simple subscription model.

AI 216

AI Artificial Intelligence Pricing SaaS 216

Chart Mogul

MAY 30, 2019

Based on the market you play in (SMB, mid-market, enterprise), you should have a general idea of the complexity of your product and customer relationships. In an early stage startup such as ChartMogul, it’s not expected that you’ll be able to quickly or easily implement a customer health platform like Totango or Gainsight.

Underperforming Technical Team 78

Underperforming Technical Team Development Strategy Management 78

SaaStr

AUGUST 9, 2019

Ep 255: Vikas Bhambri is SVP Sales and Customer Experience @ Kustomer, the startup providing Real-time, actionable views of customers with continuous omnichannel conversations and intelligence that automates repetitive, manual tasks. What is the right way for startup founders to address sales rep onboarding?

SaaS Payments 129

SaaS Payments Cloud Technical Review Scale 129

ChurnZero

JUNE 19, 2020

A: [Rob]: We only work with companies with $3 million in ARR, so they’re not startups. The debt markets did not lend into the software industry up until the mid-2000s, and it was about the collateral of the recurring maintenance and support stream. Now, it’s the recurring stream that’s related to the subscription revenue.

SaaS Payments 72

SaaS Payments Retention Metrics Payment Solutions 72

Intercom, Inc.

JULY 29, 2021

If there’s anything we’ve learned when it comes to working in hypergrowth startups is that you’re not really supposed to have it all figured out on the first try. SaaS is the subscription business. We have SMB mid-market enterprise. SaaS is the subscription business. Iterate, iterate, iterate. Mark: It’s funny.

Sales Hiring 223

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

Brian Balfour

JULY 18, 2017

The reason is because most startups need to keep their payback period to less than one year. subscription e-commerce) typically live here. If we were able to analyze all startups every created and classify them if they were in the danger zone, we would find a much higher failure rate. Businesses with transactional models (i.e.

Growth Hacking 65

Growth Hacking B2B B2C SMB 65

Neil Patel

DECEMBER 16, 2021

Email lists are often overlooked by startups, entrepreneurs, and small businesses. Also, be sure there’s an email subscription option on each of your web properties. How can I grow my SMB using online marketing? The more you comment, the more brand awareness you generate. People will start to recognize your name and business.

Social Media 145

Social Media Strategy Marketing Business 145

FastSpring

DECEMBER 8, 2022

Note: FastSpring’s Revenue and Subscription Dashboards quickly show our customers where their revenue is coming from, the average order value or MRR per country, promotions performance per country, and more. EJ Brown 06:10 I think there’s a common idea that startup culture in particular.

Payment Methods 78

Payment Methods Payment Solutions SaaS Payments Software Review 78

Casey Accidental

NOVEMBER 13, 2019

Let’s break down these definitions so we know where we’re at: SAAS: software that businesses access online and purchase via a subscription e.g. Slack, Adobe, Atlassian. SAAS-like: any number of different models where a business sells software to businesses online, but does not charge via a subscription e.g. transactional or pre-revenue.

Marketplace as a Service 106

Marketplace as a Service Business Model Business Underperforming Technical Team 106

Point Nine Land

JUNE 18, 2023

And yet, most startups that we’re talking to haven’t looked into cohort analyses yet.” Both can be used to report on customers, subscriptions, and revenue. Teams responsible for customer onboarding can determine the health of customers in their first few months of paying for a subscription and identify when customers are dropping off.

SaaS Payments 128

SaaS Payments Payment Services Payments SaaS 128

Intercom, Inc.

NOVEMBER 21, 2019

In an era when more and more businesses adopt a subscription model, strong customer retention is the key to sustainable long-term growth and requires a laser-like focus. . This is season two of Scale , Intercom’s podcast series on moving from startup to scale-up. Listen to the full episode above or check out Tara’s key takeaways below.

Retention 34

Retention Scale Marketing Underperforming Technical Team 34

SaaStr

JUNE 1, 2021

I’m going to skip by my life story, and how I grew up as a small child in India, and how the dusty streets influenced my take on unit economics, and SaaS subscription models. Do not…,” and the reason is no one hardly ever has succeeded in building a big business in SMB. A couple of quick notes of warning.

Part-Time VPE 240

Part-Time VPE Technical Cofounder CTO Hire New CTO 240

SaaStr

NOVEMBER 16, 2020

So taking us off, how did you make your way into the world of startups and how did you come to be CEO in UserTesting today? So it may be easy to pick at large companies if you’re in the startup game, but there’s a lot of really smart people doing things really well at massive scale in these very successful companies.

Sales Hiring 214

Sales Hiring Scale Leadership Technical Review 214