SaaStr

MARCH 26, 2023

When You Fall Out of Product-Market Fit Is Cold Calling Dead? LIVE Workshop Wednesday with GGV Capital: Scaling The Top SMB SaaS Companies 5. Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: The 48 Types of VP Sales. Make Deadly Sure You Hire the Right One. 74% of You Say No!

AWS 178

AWS Scale Sales Hiring SMB 178

SaaStr

DECEMBER 27, 2023

Over time, they realized the product value was best spent with high-complexity organizations. They started via SMB and are now serving the Amazons of the world. When considering product market fit and seeing value back when Docebo got traction in 2012, they gave away a ton of value with ridiculously low ARR.

Sales Hiring 193

Sales Hiring Scale SMB Outsourced Development 193

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 95

Payments Forecasting Payment Services Payment Solutions 95

SaaStr

FEBRUARY 9, 2024

Next, think about product maturity. When Giancarlo started at Zapier, its product maturity at the time on the upmarket side was still new for them. 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.

Scale 251

Scale Sales Hiring Sales Marketing 251

SaaStr

MARCH 29, 2020

DocuSign is hiring for a Senior Director of SMB Marketing. Forager just closed a $10m round and is looking for a Director of Product in Chicago. Convertkit is also looking for a Director of Product. Postscript is looking for a Product Marketing Manager, remote. are both looking for a product designer.

Sales Hiring 243

Sales Hiring SaaS SMB Content Marketing 243

SaaStr

NOVEMBER 16, 2021

Positions Needed: Enterprise AEs, Mid-Market & SMB AEs, SDRs, Sales Ops, Sales Engineer. Head of Marketing. Positions Needed: Demand Gen, Product Marketing, Sales Enablement, Events/Community. Team Size: 5 – 6. Director of CSM. Team Size: 4 – 8.

CTO Hire 237

CTO Hire Sales Hiring Sales Recruiting CTO 237

SaaStr

FEBRUARY 24, 2022

Hire a truly great product leader from here, ideally a Director or above, and they’ll know how to add or improve your self-serve and product-led features. That’s Aaron Levie’s argument here: * Hire a great VP of Marketing with a strong SMB and growth background. Arguably, PLG is just freemium with better instrumentation.

Sales Hiring 217

Sales Hiring Scale SMB Acquisition 217

SaaStr

NOVEMBER 22, 2020

The four key pillars he lays out are: Product market fit & expansion. Go to market approach & expansion. 1 Product-Market Fit and Expansion. Is your product sound, and does it solve a big problem for customers, enough for you to scale? Competitive differentiation. Building a stage-specific team. #1

Scale 310

Scale Scaling Technical Review Systems Review 310

SaaStr

OCTOBER 11, 2023

You don’t want to overwhelm SMB customers, and Monday made this a focus from day one. In retrospect, if they had an amazing salesperson that could sell a mediocre product, they might have got the wrong signal. But because people convert by themselves, it creates a healthy product market fit.

Scale 164

Scale Sales Hiring Scaling Banking 164

Sales Hacker

APRIL 15, 2019

He also gives us a framework for how to move upmarket, and the requirements for taking a company from the SMB space all the way to the enterprise. Strategies for moving upmarket, and how to transition from SMB to enterprise. RELATED: Moving From Mid-Market to Enterprise. What You’ll Learn. The first is Chorus.ai.

SMB 58

SMB Enterprise Scale VP of Engineering 58

SaaStr

MARCH 19, 2021

I see this all the time in marketing hires that come out of non-demand gen roles. Sometimes a marketing lead with a corporate marketing or even product marketing background actually signs up for a lead or other commit. More on that here. But sometimes I’m wrong. Net net, no VP can do it all.

Sales Recruiting 311

Sales Recruiting Sales Hiring SMB Engineering 311

SaaStr

DECEMBER 3, 2021

9 SaaStr 150: Why New Qualified Leads Divided By Win Rate Is The Metric in SaaS, Why It Is Harder To Go Enterprise Down Than SMB Up & How To Create Engines of Growth Within Your Organization with Paul Albright, Former CRO @ Marketo. #8 1 SaaStr 221: HBS Sr. . #2 1 SaaStr 221: HBS Sr. The post The Top 25 SaaStr Podcasts of All Time!!

Scale 193

Scale Sales Hiring SMB Benchmarks 193

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 254

Scale Sales Hiring Sales SMB 254

SaaStr

APRIL 4, 2023

If you don’t want your company defeated by change, you need to adapt your Go-To-Market strategy at every stage of growth. Managing Partner of CIPIO Partners, Rolan Dennert, shares how companies need to readjust and rethink GTM fit — and even product market fit — from time to time. How did they solve the issue?

Scale 220

Scale Strategy Scaling Outbound Sales Team 220

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 217

Scale Sales Hiring Scaling Revenue 217

SaaStr

SEPTEMBER 14, 2022

In the early days, UserZoom struggled with deciding whether its target market should focus on enterprise or SMB. This focus can be a risk because it is shrinking your market. Sales and marketing are still significant, but consider dedicating more research and design to the user experience. Know how to market your product.

Scale 204

Scale Venture Capital Sales Hiring SMB 204

SaaStr

APRIL 14, 2023

When building a product, organizations are solving a specific need. Of course, building great teams and finding product market fit is critical, but don’t forget about product investor fit. Enterprise will likely have a different problem set vs. an SMB. That’s a mistake. SE Asia, China, and other places.

Development Team Review 211

Development Team Review Technical Review Underperforming Technical Team SMB 211

SaaStr

FEBRUARY 14, 2023

For SMB-facing companies, over 110% should be your goal. If people love your products, they should stick with you. Burn Multiples Showcase Efficiency Why do burn multiples matter in today’s market? This number should always be great than 100 and is typically measured as a percentage. And how do you determine yours?

Metrics 201

Metrics SaaS Marketing SMB 201

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 .

SaaS Payments 98

SaaS Payments Metrics Payments Payment Services 98

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 22, 2021

Are you post product market fit? And it might potentially be the case that you’re a hybrid and part of your company has figured out product market fit, but there’s an act two in your company that’s still figuring it out. The second dimension is where are you on that journey?

B2C 276

B2C Scale Consulting Software Review 276

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 189

SaaS Venture Capital Finance Machine Learning 189

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 179

SMB Scale Startup Marketplace as a Service 179

OpenView Labs

JANUARY 12, 2022

Most software companies start with a product obsession. The early years are spent going deep on the product, the customer, and finding product market fit. Mid-market ? Mid-market ? Community versus Community ? For Stack, we did things completely the opposite,” says Prashanth. Enterprise versus Enterprise ?

Leadership 76

Leadership SMB Underperforming Technical Team Scale 76

Sales Hacker

SEPTEMBER 22, 2023

Let’s hear from two experienced go-to-market leaders who have “been there done that” at some of the best PLG companies in SaaS. Mark Ghiasy , Head of Revenue & Growth If the product marketing is spot on, and there is good top of funnel traffic, free and paid sign ups will happen naturally.

Enterprise 87

Enterprise Scale Generative AI SMB 87

Casey Accidental

MARCH 29, 2022

While over-polish does happen, why designers are mostly right is they intuit something about product/market fit that is hard to measure on a metrics dashboard: that expectations of customers increase over time. Another way to say that is product/market fit has a positive slope. Product fit. Ease of use.

Investment 139

Investment Underperforming Technical Team User Experience Scale 139

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

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. Before you start shooting invites, ask yourself a couple questions: 1.

Scale 192

Scale Sales SMB Data 192

Tom Tunguz

MAY 23, 2016

Mid-market companies span $10,000-$100,000, and SMB companies generate less than $10,000 per year per customer. The more important consideration is ensuring that your product, marketing, and go to market strategy aligns with customer base. Enterprise companies average contract value is greater than $100,000.

Outsourced Development 142

Outsourced Development SaaS SMB Enterprise 142

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

OpenView Labs

SEPTEMBER 10, 2020

Enterprise sales is not a simple switch to make from SMB sales—it’s a completely different beast. I recently caught up with a founder I talked to last year who didn’t have the time (or desire) to deal with sales and wanted to hire someone to ‘”validate the market” for him. Product-market fit is key.

Sales Hiring 74

Sales Hiring Enterprise Scale Startup 74

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 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. What Is Enterprise Level Sales? The Models of Enterprise Level Sales. How to Get Into Enterprise Level Sales.

Scale 95

Scale Enterprise Marketing Sales 95

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

User Pilot

JUNE 29, 2022

Product marketers also use this data to create more efficient digital marketing campaigns and tailor marketing messages accordingly. Pros: Link product analytics to marketing metrics to understand what campaigns acquire the most valuable prospects. Geared for SMB. Geographic segmentation data.

SaaS Payments 98

SaaS Payments Software Review Payment Solutions Payment Methods 98

SaaStr

DECEMBER 28, 2022

But you’ll need someone to manage a diverse team of professionals — demand gen, field marketing, customer marketing (to existing customers), product marketing, brand marketing, event marketing, analyst relations and marketing, growth hacking, and press, media, and PR.

Scale 65

Scale Sales Hiring Growth Hacking SMB 65

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. Most of the cases are consumer products, but the law remains the same in technology. Product Marketing Claims. Was that true ?

Technical Review 129

Technical Review Advertising Software Review Scale 129