SaaStr

JANUARY 24, 2024

Kate has a simple framework for going upmarket: Product, People, and Process. From a product standpoint, you might think you have product market fit. 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.

Scale 235

Scale Sales Hiring Scaling Revenue 235

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. I had also worked in customer service and e-commerce in the past and knew this market was prime for disruption.

Scale 265

Scale Sales Hiring Sales SMB 265

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. The growth stages are defined as: Early Stage – Product/Market Fit Stage, . Growth Stage – Scaling the Business, and . Usage Fee-Based ARR.

SaaS Payments 98

SaaS Payments Metrics Payments Payment Services 98

User Pilot

JUNE 29, 2022

Product marketers also use this data to create more efficient digital marketing campaigns and tailor marketing messages accordingly. Price is more suitable for mid-market and enterprise companies. Pricing: 14-day free trial with all features included. Pricing: Free trial available. Baremetrics.

SaaS Payments 93

SaaS Payments Software Review Payment Solutions Payment Methods 93

SaaStr

NOVEMBER 16, 2020

How did he come to be CEO at the market leader, UserTesting? * Why does Andy think the seat-based pricing model in SaaS will die? Why is volume-based pricing optimal? How does one instil volume based pricing without disincentivizing usage? We use tons of their products. What are the downsides of it?

Sales Hiring 203

Sales Hiring Scale Leadership Sales Enablement 203

SaaStr

JANUARY 7, 2021

In this episode, David Skok , General Partner @ Matrix Partners , uncovers the crucial step missing when it comes to finding product-market fit for B2B companies, how to set-up your sales team for success early on, and what metrics really matter when it comes to a payback period. Romain Lapeyre is CEO of Gorgias.

Scale 253

Scale Sales Hiring Scaling B2B 253

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.

Scale 71

Scale Sales Hiring AI Generative AI 71

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 145

Sales Hiring Scale SMB Sales Recruiting 145

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 128

Scale SaaS Payments Sales Recruiting Payment Services 128

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 180

SMB Scale Startup Marketplace as a Service 180

Sales Hacker

APRIL 10, 2018

5 Steps To Building Your Go To Market Strategy. The SMB segment—going upstream vs. downstream. Where Can You Apply This Go To Market Strategy? Vertical markets such as Healthcare, MarTech etc. Markets have very specific requirements—think of Governments. This may require a specific product.

SMB 72

SMB Strategy Outsourced Development Marketing 72

Sales Hacker

FEBRUARY 2, 2021

SMB Sales vs Enterprise Sales Process. Unlike the self sales model, where the volume of sales is somewhat higher, in the transactional sales model, sales volume is lower with a higher price point. It’s more suited for medium-sized businesses with a more expensive product. SMB Sales vs Enterprise Sales Process.

Scale 95

Scale Enterprise Marketing Sales 95

User Pilot

SEPTEMBER 19, 2023

No-code growth is a method of achieving product-led growth (= using your own product as a lever and revenue growth channel) without coding, using no-code tools. in order to achieve higher conversion rates, user activation rates – and in the long run – drive retention.

SMB 52

SMB Onboarding Mobile Revenue 52

Sales Hacker

FEBRUARY 13, 2020

In part two, we are going to look at 5 go-to-market prerequisites that you need to consider if your expedition into enterprise is going to be a success. 1) Marketing: Does your marketing appeal to enterprise orgs? When you are selling to SMB and MM, you can get away with fairly lean marketing. Sales strategy.

Sales Hiring 71

Sales Hiring Enterprise Technical Review SMB 71

User Pilot

JULY 18, 2023

The most common reasons behind high churn rates are: Bad product-customer fit. Price increases. Early-stage startups will understandably have higher churn as they’re still getting their footing, may still be struggling with product-market fit, or have products needing improvement. Poor onboarding.

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Churn Payments SaaS Payments Payment Solutions 83

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. Category creation and the importance of product marketing. Category creation is about setting the price. Jessie VanderVeen, Controlant.

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Subscription Payment Features SaaS Scale 45

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.

Outsourced Development 97

Outsourced Development Customer Lifetime Value Churn Forecasting 97

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. The other option is to outperform lower-cost competitors by gaining market share, usually by lowering their price point to achieve virality.

SaaS Payments 52

SaaS Payments Payment Services Payment Methods Marketplace as a Service 52

Brian Balfour

JULY 18, 2017

The difference between these two are not the common mantras of build a great product, product market fit is the only thing that matters, or growth hacking. For example, if you clicked on an ad for an interesting product and found it to be $500, what are the chances you would buy? Pretty minimal.

Growth Hacking 65

Growth Hacking B2B B2C SMB 65

User Pilot

AUGUST 6, 2023

Promotional emails are consistent with the information on your pricing pages. We practice what we preach at Userpilot which is why we have a tight-knit and constantly growing Product Marketing Facebook group. Join the Userpilot Product Marketing & Growth Facebook group here! Source: SMB Compass.

Investment 75

Investment Banking Social Media Customer Lifetime Value 75

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

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? Let me take a step back.

Scale 117

Scale SMB Sales Recruiting Sales Hiring 117

Sales Hacker

AUGUST 23, 2018

You might optimize your prices and meet compliance regulations or you might have the best sales tools at your disposal. More often than not, businesses struggle to make their profits soar because they waste time going after the wrong product/market. Starting off with SMB sales can be an advantage.

B2B 55

B2B Development Team Review Underperforming Technical Team Technical Review 55

Casey Accidental

NOVEMBER 13, 2019

Changing the goals or creating an independent team with its own set of OKRs does not guarantee marketplace success, but they free you from the temptation of dismantling or impacting teams that frequently need to do years’ worth of work to find product/market fit for a second set of customers. #2 Excess SMB Inventory for Groupon.

Marketplace as a Service 106

Marketplace as a Service Business Model Business Underperforming Technical Team 106

SaaStr

JUNE 13, 2019

And they were broken down roughly a third, a third, a third by targeting the SMB, the mid-market, and the enterprise. And what you’ll notice is that looking at the heat map, what we’ve got is, in the mid-market, the vast majority of respondents actually use an annual contract. What does this mean? This surprised me.

Scale 214

Scale SMB Sales Hiring Payment Services 214

Tom Tunguz

OCTOBER 22, 2014

Startups struggle to set the right price for their products because pricing dynamics in the field don’t obey the laws taught in the classroom. The standard supply and demand curves, drawn above, imply that as price increases demand decreases; that buyers act rationally and that this law is immutable.

Pricing 154

Pricing SaaS SMB Enterprise 154

SaaStr

OCTOBER 8, 2019

Katie Helton: Yeah, and from a rep’s perspective and being at previous earlier stage startups, I’ve seen CEOs grapple with this transition from founder to first salesperson, because after all they likely know the product best and are able to use customer feedback to measure product market fit in real time.

Sales Hiring 127

Sales Hiring Scale Sales Interviewing 127

SaaStr

JUNE 28, 2019

What can founders do to their pricing model to extract as much value from each customer? How do the very best businesses structure their pricing for value extraction? * How does the product have to change with the scaling to enterprise? How do you need this change to be reflected in your pricing? How do I increase them?

Outsourcing Services 115

Outsourcing Services Scale Sales Hiring SMB 115

SaaStr

JUNE 7, 2019

* With many products starting as free, how does Amit think about when is the right time to start charging for your product? What does Amit think about the differing variable price mechanisms that one can choose? How does one have a variable pricing mechanism without disincentivizing users to use the product?

Outsourced Development 132

Outsourced Development Outsourcing Services Sales Hiring Scale 132

Chart Mogul

SEPTEMBER 15, 2023

Source From $10M to $100M+ ARR: Five CFO Learnings by Mark Khavkin, Pantheon I joined Pantheon, the leading SaaS website operations (WebOps) platform, in early 2017 as the company demonstrated its product-market fit (PMF). Why Is It Important to Build for Go-to-Market Fit Before Scaling?

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

Tom Tunguz

DECEMBER 10, 2013

The traditional theoretical price demand curve is often drawn like this. The chart makes two points: there is some relationship between price and demand / revenue opportunity, and customer segments underpin that relationship. To make PD curves useful requires marketing research. Expensify initially offered a free product.

Pricing 100

Pricing Startup SMB Market Research 100

SaaStr

MARCH 27, 2019

So I went with the Italian guy, and then I learned how to do product management, and I went from company to company really focusing in on product management as a core skill, and then extending that into product marketing, and operations, and then eventually a full blown … the whole kit and caboodle.

Scale 131

Scale VP of Engineering Mobile Scaling 131

SaaStr

AUGUST 19, 2022

And diversifying, if you’re still early, before 10, 20 or 30 million revenue, that could be a sign that things just aren’t working, that you don’t actually have product market fit, which is unfortunate, but you need to be honest about it. You need to be honest, if you have product market fit.

Scale 219

Scale Sales Hiring Scaling VP of Engineering 219

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? Let me take a step back.

SMB 26

SMB Sales Recruiting Sales Hiring Scale 26

Sales Hacker

AUGUST 18, 2023

” Is it something beyond just “we want bigger deal sizes to make our unit economics work” or do they feel they have a strong product market fit and can actually command those prices. Marketing…their demand gen motion changes, need different product marketing, etc.

Scale 67

Scale VP of Engineering Sales Hiring Enterprise 67

SaaStr

SEPTEMBER 27, 2019

And so very quickly we set up automatic sales notifications and sales emails that basically would send out to sales reps as prospects if they were viewing our pricing page, as an example. I noticed you were on our pricing page and just wanted to see if you wanted to chat about anything.” And they still do today.

Sales Hiring 131

Sales Hiring Sales Recruiting Scale Software Review 131

OpenView Labs

FEBRUARY 3, 2022

Usage-based pricing (UBP) , also known as consumption-based pricing, allows customers to pay for products according to how much they use. In 2021, we saw that fast growers were nearly 3x as likely to use a largely usage-based pricing model versus slow-growing peers. These metrics are an indicator of product-market fit.

Headcount 73

Headcount SaaS Compensation Acquisition 73