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 109

Outsourcing Services SMB Acquisition Scale 109

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 96

Payments Forecasting Payment Services Payment Solutions 96

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. At the board level, a CRO must demonstrate and articulate the strategies that are in motion to increase software value.

Payments 147

Payments Payment Services Payment Solutions SaaS Payments 147

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. In a product-led growth strategy, the product serves as the focal point of your company’s marketing and strategies. At the same time? Next, think about product maturity.

Scale 259

Scale Sales Hiring Sales Marketing 259

SaaStr

DECEMBER 14, 2020

Folks churn out of their Verizon plan, their Netflix subscription, etc. In a low-end subscription model for a tool, not a solution (e.g., Churn is a good term for your SMB and freemium customers. semi-commodity storage, semi-commodity hosting, etc. the dynamics are similar. Like Verizon.

Churn 362

Churn Sales Hiring Systems Review B2C 362

Intercom, Inc.

JANUARY 23, 2020

Just look at subscription analytics startup ChartMogul whose brand and product are now a household name in the SaaS community. Barely over five years old, the company has analyzed over 200 million subscriptions and over a billion customer transactions. But, still, it’s not impossible. Among the leading causes of death? Poor marketing.

Underperforming Technical Team 183

Underperforming Technical Team Scale Payments Payment Services 183

Neil Patel

DECEMBER 16, 2021

I’m going to share a list of all the free tools and strategies that can help you compete with major conglomerates through content marketing. It’s a great marketing strategy for building trust. Also, be sure there’s an email subscription option on each of your web properties. How can I grow my SMB using online marketing?

Social Media 145

Social Media Strategy Marketing Business 145

Aaron Beashel

MARCH 9, 2018

The end users of their software are marketers at SMB companies and they sell their product for around $100 per month (Meaning the Annual Contact Value is around $1000). If your product is targeted at small businesses, then the number of potential customers is likely huge and a touchless acquisition strategy is going to make the most sense.

Scale 192

Scale SaaS Payments B2B Strategy 192

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. Where you can apply this GTM strategy. How to map your GTM strategy to different customer segments. The SMB segment—going upstream vs. downstream. 1) Across regions.

SMB 73

SMB Strategy Outsourced Development Marketing 73

Chart Mogul

MAY 21, 2024

For example, combining subscription billing data from Stripe and Chargebee, and customer data from Intercom and your own database. These tags can then be used by your whole team in Subscription Analytics, CRM or in any other tools which rely on ChartMogul data. Mark less valuable customers as Self-Service.

Headcount 52

Headcount SMB Sales Team Automation Subscription 52

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. ARR is an essential subscription metric that identifies the recurring revenue expected on an annual basis from the subscriber base. Usage Fee-Based ARR.

SaaS Payments 98

SaaS Payments Metrics Payments Payment Services 98

Chart Mogul

MAY 30, 2019

If you're asking questions like these, then it’s likely time to turn your attention to strategies tailor-made to support top-tier customers. 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. Who are your most valuable customers?

Underperforming Technical Team 78

Underperforming Technical Team Development Strategy Management 78

Neil Patel

DECEMBER 23, 2020

HubSpot CRM – Best free marketing CRM Really Simple Systems – Best free sales CRM Agile CRM – Best free customer service CRM Flowlu – Best for SMB finance Apptivo – Best for basic business management. Some of the better free products also include: Live chat Invoicing VoIP calling Limited sales automation.

Payment Solutions 139

Payment Solutions Software Review Software Payments 139

OPEXEngine

JANUARY 11, 2022

Companies that do not need to lock customers in with minimum commitments, particularly in the SMB space, use these types of models. Many companies want to migrate their subscription or perpetual business to consumption pricing models; however, it doesn’t always result in incremental business. Sales strategy and coverage.

Pricing 52

Pricing Payment Solutions Outsourced Development Compensation 52

SaaStr

JANUARY 7, 2021

SaaStr 308: RevenueCat CEO Jacob Eiting on Managing Millions in Mobile Subscriptions While Growing 20% a Month. Most of us think a lot about standard B2B SaaS and Cloud subscriptions, but we are still new to the issues, challenges, and opportunities in mobile subscriptions. Romain Lapeyre is CEO of Gorgias.

Scale 244

Scale Sales Hiring Scaling B2B 244

Totango

JULY 8, 2021

This allows you to move away from a reactive firefighting approach to a digital-first customer success strategy which takes full advantage of automation to pre-empt problems and resolve them promptly as soon as they begin to emerge. Service Utilization: Is the customer fully utilizing their subscription?

Systems Review 65

Systems Review Underperforming Technical Team Payment Features Churn 65

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 126

Scale SaaS Payments Sales Recruiting Payment Services 126

SaaStr

OCTOBER 29, 2019

This is a mobile solution for SMB’s to send an invoice and get paid. This can be referred to as a land and expand strategy. The challenge with this strategy is it takes a lot of heavy lifting to get a customer who’s paid you nothing or a small amount to pay you a hell of a lot more over time.

Payments 100

Payments Pricing Compensation SaaS Payments 100

SaaSX

FEBRUARY 14, 2021

Some of the most successful, modern software companies have executed a completely product-led growth strategy. But there’s nuance in the product-led sphere, and other ways to take advantage of a product-led strategy even if you can’t fully rely on a self-service channel. Product-led strategies fall on a sliding scale.

Scale 59

Scale Payment Features SMB Acquisition 59

SaaStr

MARCH 20, 2020

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. This episode is sponsored by TaxJar. Because at a startup, you figure out how to be scrappy and get things done.

SMB 176

SMB Scale Startup Marketplace as a Service 176

Casey Accidental

DECEMBER 11, 2023

Their retention strategies were also different. Disappearing photos however was not a good fit for either of those models, and likely best lent itself to subscriptions and virtual goods, both largely unproven at consumer internet scale. Canva was more of a single player and SMB tool. Okay, let’s look at a marketplace example.

Payments 113

Payments Scale Payment Solutions Technical Review 113

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. Weak customer relationships. Price increases. Customer loyalty.

Churn 77

Churn Payments SaaS Payments Payment Solutions 77

Point Nine Land

JUNE 18, 2023

Both can be used to report on customers, subscriptions, and revenue. Knowing this you can adjust your marketing strategy to try to attract more customers from the high-LTV segment. This approach can be particularly useful in consumer subscription businesses, which often experience very high churn rates in the first months.

SaaS Payments 128

SaaS Payments Payment Services Payments SaaS 128

FastSpring

SEPTEMBER 2, 2020

The top three reasons you need to have a firm grip on your LTV are because it: Helps Prioritize Winning Marketing and Sales Strategies. These methods are fine for short-term forecasting, but for subscription-based companies, the calculation gets a little more complicated. By the time Q2 of 2012 hit, it had dropped by 2%.

Scale 146

Scale Payment Methods Payments SaaS Payments 146

SaaStr

NOVEMBER 1, 2019

About the episode: Tien Tzuo is the Founder and CEO of Zuora, one of the fastest-growing SaaS companies that has been at the forefront of the rise of subscription business models. How has that experience molded his running and strategy with Zuora today? #3: Why does Paul believe that it is much harder to go SMB up than enterprise down?

Technical Review 147

Technical Review Development Team Review Scale Software Review 147

Kellblog

JUNE 17, 2023

Executive Summary: Sales KPIs (Slide 5) Here we can see key metrics, cut by size, and grouped into five areas: growth & profitability, sales efficiency, retention & churn, GTM strategy, and sales productivity. Then again, I come from an enterprise background, but I do work with some SMB companies. S&M as % of total opex.

Scale 102

Scale Sales Benchmarks Metrics 102

Neil Patel

DECEMBER 5, 2020

Phoneburner – Best for Remote Teams VanillaSoft – Best for Outbound Sales Voicent Cloud – Best Standalone Auto Dialer Software Mojo – Best for SMB Sales RingCentral – Best for Compliance Kixie – Best for Local Presence. An annual subscription costs $1,512, which breaks down to $126 per user/month.

Software Review 143

Software Review Software Scale compliance 143

OPEXEngine

JUNE 23, 2021

The CAC Payback Period, also known as Months to Recover Customer Acquisition Cost (CAC), measures the number of months of subscription revenue it takes to recover the costs to acquire one customer. Adding gross margin to the equation shows the cost of acquisition AND delivering the subscription, which is also a valid measurement.

Benchmarks 52

Benchmarks Acquisition SMB Software Review 52

OPEXEngine

FEBRUARY 22, 2022

SMB customers will want high-touch sales engagement and service delivery but SMM SaaS companies will likely not have the budget necessary to justify providing this level of sales support. Being “stuck in the middle” drives SMM SaaS companies to invest in one of two strategies. SMM SaaS Go-To-Market Strategy. Direct Sales.

SaaS Payments 52

SaaS Payments Payment Services Payment Methods Marketplace as a Service 52

Baremetrics

JANUARY 24, 2021

Anyone managing a SaaS or subscription business is aware of customer churn. This is when the good stuff starts to happen within a subscription business In this post I’m going to share the strategy and steps we followed to reduce our monthly customer churn by over 70%, and explain how we positioned Nudge Coach for efficient, long-term growth.

Churn 71

Churn SaaS Payments Payment Methods Payment Solutions 71

Intercom, Inc.

OCTOBER 29, 2019

Authoritative, actionable strategies on how to grow your business. A substitute for strategy or planning. For example, our leadership team might decide to focus our company strategy on targeting the segments with the best revenue retention. Assessing progress on our strategy. Download The Growth Handbook.

Business 184

Business B2C Scale Headcount 184

Kellblog

FEBRUARY 2, 2023

A+ commitment to a D+ strategy. PLG is a good strategy for certain categories, but VCs have a tendency, with all good intentions, to ram strategies down the throats of portfolio companies. Companies who sell to SMB may see increased amounts of uncontrollable churn as customers cease operations. Yet on they plow.

Software Review 119

Software Review Development Team Review Underperforming Technical Team Scale 119

Chart Mogul

OCTOBER 9, 2020

Freemium is gaining popularity as an effective growth strategy for B2B SaaS companies. The last decade has seen the explosion of Freemium as a growth strategy in B2B SaaS, and companies like Canva, Dropbox, and Slack have contributed to the rise of this new normal. Why is Freemium becoming so popular? Playing the long game.

Scale 83

Scale Churn Metrics Retention 83

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. I’m paraphrasing… [laughter].

Part-Time VPE 220

Part-Time VPE Technical Cofounder CTO Hire New CTO 220

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

Chart Mogul

FEBRUARY 19, 2021

It is a question of strategic importance for SaaS companies because of how the subscription model works. In our example, we’re assuming a small number of customers who are mostly paying the same monthly subscription. Understanding how to calculate retention correctly is key to building an effective growth strategy.

Retention 72

Retention Churn Benchmarks SMB 72

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 Like growth? And how do we leverage it in the white right way?

Scale 147

Scale Sales Payment Methods Merchant Services 147