Tom Tunguz

OCTOBER 21, 2017

This rivalry causes four major responses: Verticalization - compete with a horizontal player by picking one customer segment and building a product better suited to them. Trades market size for better product market fit. Segmentation - focus on SMB, Mid-Market, or Enterprise, to play where competition isn’t present.

SaaS 187

SaaS Venture Capital Finance Machine Learning 187

SaaStr

NOVEMBER 22, 2021

Truly teams want to make sure that people in their teams are using the thing that really keeps them in flow and makes them productive. It’s very present in our reality today. Are you post product market fit? The other is influencers in social media. Don’t think I need to expand on it.

B2C 283

B2C Scale Consulting Software Review 283

SaaStr

MAY 24, 2019

How does Andrew advise founders on the question of whether to start in enterprise or SMB? What are the benefits of starting in SMB? How does the product and what you invest in proactively need to change as you move into enterprise? I had Jason VandeBoom of ActiveCampaign on the show, and he said SMB first works.

Sales Hiring 143

Sales Hiring Scale SMB Sales Recruiting 143

Intercom, Inc.

FEBRUARY 13, 2018

If your sales team is broken up between SMB, Mid-Market and Enterprise, you might want to include one rep from each segment. Does 90% of your revenue come from SMBs? Additionally, Product can pose potential solutions and gauge their viability. Now that everyone’s present, it’s time to foster a purposeful discussion.

Scale 192

Scale Sales SMB Data 192

Sales Hacker

FEBRUARY 2, 2021

SMB Sales vs Enterprise Sales Process. If you’re able to confidently say “ YES ,” (and have a superior product), then the odds of closing the deal are stacked in your favor. SMB Sales vs Enterprise Sales Process. We’re not the cheapest solution on the market and generally, you don’t want to be the economic choice.

Scale 95

Scale Enterprise Marketing Sales 95

SaaStr

MARCH 20, 2020

As for Rachel, prior to joining Pilot, she saw the hyper-growth of Slack firsthand enjoying a couple of different roles including Head of Growth Marketing and then also Head of Self Service and Platform Marketing. Before Slack, Rachel spent 4 years at LinkedIn where she led the product marketing team for content experiences.

SMB 177

SMB Scale Startup Marketplace as a Service 177

SaaStr

NOVEMBER 2, 2019

How does Krish think about purely serving the SMB market? Does one have to expand the product line to retain customers? How does he think about the mortality rate of SMBs? How should this data feedback into your product roadmap and pipeline? * In terms of the product market fit falling apart.

Scale 126

Scale SaaS Payments Sales Recruiting Payment Services 126

Sales Hacker

OCTOBER 30, 2018

An industry thought leader, she is often sought out to present at sales, leadership, and women’s conferences, symposiums, and events. Julie Hanson – Sales Presentation Expert | Author of Sales Presentation for Dummies. Julie is the author of two books, Sales Presentations for Dummies and ACT Like a Sales Pro!

Sales Recruiting 111

Sales Recruiting VP of Engineering Scale Sales Hiring 111

Kellblog

APRIL 25, 2022

One of the first press releases I reviewed when I took over product marketing at Business Objects (long, long ago) bore this title: Business Objects Ranked #97 on the Software 100. False or misleading claims about your products (e.g., Most of the cases are consumer products, but the law remains the same in technology.

Technical Review 128

Technical Review Advertising Software Review Scale 128

SaaStr

JUNE 21, 2019

* Messaging is very dependent on the customer being targeted, how does the messaging need to be different when targeting SMB vs enterprise? How does the creative plan to get the message to the target customer change dependent on SMB vs enterprise? Where does Sara see most people go wrong here? * Sara Varni. Ryan Petersen.

Scale 136

Scale Sales Hiring SMB Interviewing 136

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) If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. So I think it very much depends on the question that you asked of SMB versus enterprise.

Sales Hiring 114

Sales Hiring Scale Sales SMB 114

SaaStr

NOVEMBER 16, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Honestly, Andy, as do so many founders today and they say the biggest, biggest challenge is we cannot find great product marketers. We actually can’t find product marketers full stop.

Sales Hiring 205

Sales Hiring Scale Leadership Technical Review 205

Sales Hacker

JUNE 20, 2018

Differences between startups with a product-market fit and those without. That was a six-month tenure at which point I presented my first application to the head of sales engineering and he suggested I join the sales organization. They had a small SDR team—primarily Inbound and an SMB sales team. Inside Sales at VMware.

Scale 81

Scale Sales Hiring SMB Interviewing 81

SaaStr

SEPTEMBER 26, 2019

So mid-market, we’re about 40 to 50K ACV enterprise. So up to 100-150K and SMB, we’re at 2K. And one of the things your hiring process used to have reps sort of present to all the engineers. Gaetan Gachet : … structure for sales and at product market fit? So we had SMB, mid-market and enterprise.

Scale 134

Scale Sales Hiring Sales Recruiting Technical Advisors 134

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. 3) NPV = Net Present Value.

Outsourced Development 97

Outsourced Development Customer Lifetime Value Churn Forecasting 97

SaaStr

MARCH 10, 2020

Obviously, all of you have found a product market fit, it sounds like. But all of the training was done by what we called the SMB managers. So I didn’t realize that all of you are coming from larger companies. So we sort of artificially created segments in our business.

Scale 198

Scale Sales Hiring Sales Recruiting Scaling 198

SaaStr

OCTOBER 3, 2023

Finding product market fit Moving from SMB to Enterprise or vice versa Achieving Enterprise repeatability Strategic expansion Borland has experienced all four stages at three different companies and knows what teams and functions look like for each stage of growth. Special Offers (So) The final element is the special offer.

Enterprise 238

Enterprise B2B Scale SMB 238

Casey Accidental

NOVEMBER 13, 2019

There are three fairly weak arguments I don’t like, but I’ll present them anyway. #1 Excess SMB Inventory for Groupon. Marketplaces tend to take 2-3 years to find product/market fit. The Weak Transition to Marketplace Arguments. Why is there a sudden demand of founders looking at this strategy? 1 Saturated Growth in SAAS.

Marketplace as a Service 106

Marketplace as a Service Business Model Business Underperforming Technical Team 106

Sales Hacker

DECEMBER 13, 2017

Often data is presented based on the authors’ perspective, not what the prospect actually needs to see or hear during the decision-making process. But what works for enterprise sales teams may not work for mid-market sales teams or SMB sales teams. Ever been to a sales kickoff event like this: Introduction. CEO: Rah-rah speech.

Sales Hiring 89

Sales Hiring Consulting Scale Sales 89

OPEXEngine

FEBRUARY 22, 2022

There are many ways to classify SaaS companies, but differentiating companies based upon who their customers are presents the best approach for measuring performance and driving success for SaaS businesses. The Inside Sales team engages marketing leads by phone and seeks to convert them to paid subscribers.

SaaS Payments 52

SaaS Payments Payment Services Payment Methods Marketplace as a Service 52

SaaStr

MARCH 1, 2019

How does this differ when comparing enterprise to SMB? How does this differ when comparing SMB to enterprise? Is it fair to always surmise that when serving SMB one will always have a higher rate of churn? How does this differ when comparing SMB to enterprise? What are the dangers there? Listen on Google Play Music.

Scale 117

Scale SMB Sales Recruiting Sales Hiring 117

SaaStr

DECEMBER 21, 2022

Businesses must effectively evolve their strategies, operations, and overall product-market fit to target and win those enterprise accounts. Don’t get stuck in the here and now—balance forward-looking strategy with present execution to build a strong foundation. Choose your competitors wisely.

Scale 209

Scale Enterprise Scaling Management 209

SaaStr

JUNE 13, 2019

Can we get the slides on the presentation? And they were broken down roughly a third, a third, a third by targeting the SMB, the mid-market, and the enterprise. The way that we structure this presentation is top 10 learnings, so let’s jump right in. Ready to go? Contract length. What does this mean?

Scale 216

Scale SMB Sales Hiring Payment Services 216

SaaStr

AUGUST 12, 2020

And, the second system is what I call the product marketing system. So, if the folks at Tesla know that Elon is going to be going on stage to present the model three, they’ve got to hit that deadline. Because, you the leader are going to have to go on stage, and present and explain this big product announcement.

Startup 277

Startup Software Review Scale Systems Review 277

SaaStr

MARCH 27, 2019

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. I think for me one of the biggest realizations for me, we were a mid market company, right, we grew up in SMB. You can also take your SaaStr to go: Listen on iTunes. Listen on Google Play Music.

Scale 129

Scale VP of Engineering Mobile Scaling 129

Casey Accidental

DECEMBER 11, 2023

This is part three in a series of posts related to some presentations I did for the TCV Engage Summit. The Summit gathered ~40 CPOs and product leaders to chat through topics centered around product development and product-led growth. But Snapchat’s second product was a lot more successful.

Payments 113

Payments Scale Payment Solutions Technical Review 113

SaaStr

JUNE 28, 2019

Is it best to start at enterprise and work down to SMB or does SMB and work up to enterprise work best? How does the product have to change with the scaling to enterprise? What is the right way to present that when pitching VCs? Where do many founders go wrong in how they present and discus ACVs with investors?

Outsourcing Services 114

Outsourcing Services Scale Sales Hiring SMB 114

Chart Mogul

SEPTEMBER 15, 2023

Source 16 Startup Metrics by Jeff Jordan, Anu Hariharan, Frank Chen, and Preethi Kasireddy, a16z We have the privilege of meeting with thousands of entrepreneurs every year, and in the course of those discussions are presented with all kinds of numbers, measures, and metrics that illustrate the promise and health of a particular company.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

SaaStr

MARCH 12, 2019

How can founders know when is the right time to make the move from SMB to enterprise? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr. In terms of the marketing, how does that change? Marketing changes quite a bit.

Scale 177

Scale Enterprise Scaling Sales Hiring 177

SaaStr

JULY 30, 2020

How does this differ between SMB and enterprise? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. This is why you see SMB focused sales organizations like Zenefits, or Yelp, or Yaxed, or what have you. That was a brilliant presentation.

Part-Time VPE 203

Part-Time VPE Scale Sales Recruiting Sales Hiring 203

SaaStr

NOVEMBER 8, 2019

What about SMB vs. Enterprise Sales? 281: Rene Yang Stewart, Co-Head and Principal, Vista Equity Partners, and Monica Enand, Founder and CEO, Zapproved discuss growing a company from product market fit to scale. 280: How do you manage a sales team when you’re at a company with both Free and Freemium Sales-Driven Segments?

Scale 100

Scale Interviewing SMB Enterprise 100

Sales Hacker

FEBRUARY 5, 2019

If you have a product that is absolutely crushing it in SMB/mid-market, you may be tempted to dive straight into the Enterprise market. We have worked inside organizations that have successfully transitioned from selling into mid-market to selling into Enterprises. 3) Market Readiness. Pricing/Packaging.

SaaS Payments 58

SaaS Payments Sales Hiring Payments Enterprise 58

Andreessen Horowitz

NOVEMBER 17, 2023

And we then assumed, “hey, we’ve got product market-fit in the enterprise with these giant deals.” We had product-market fit in a very, very small part of a huge market. It’s also about how you sell that product. ” But what we had was false signal.

Sales Hiring 85

Sales Hiring Scale Sales Underperforming Technical Team 85

SaaStr

JANUARY 3, 2020

How does this differ when comparing enterprise to SMB? How does this differ when comparing SMB to enterprise? Is it fair to always surmise that when serving SMB one will always have a higher rate of churn? How does this differ when comparing SMB to enterprise? What are the dangers there?

SMB 26

SMB Sales Recruiting Sales Hiring Scale 26

SaaStr

NOVEMBER 22, 2019

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Harry Stebbings: I do want to move on more to the present day because you mentioned that being the only one with the title founder experience. So product, market, and people was my matrix.

Underperforming Technical Team 157

Underperforming Technical Team SaaS Payments Payment Services Technical Advisors 157

SaaStr

SEPTEMBER 27, 2019

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. For our mid-market teams, it’s maybe more like 40-50% of their revenue was sourced by marketing. Here’s what Romain talks about: How to build a growth machine. Using data to your advantage.

Sales Hiring 129

Sales Hiring Sales Recruiting Scale Software Review 129

Tom Tunguz

DECEMBER 10, 2013

Each segment demands different products to satisfy different needs and presents a different revenue/profit opportunity. Even if the details are very hazy, price demand curves are useful tools to inform product strategy and prioritization. To make PD curves useful requires marketing research. Sometimes it has kinks.

Pricing 100

Pricing Startup SMB Market Research 100