Clouded Judgement

APRIL 11, 2024

Generally when you hear “consensus estimates” it refers to revenue and earnings (EPS), but for the purpose of this analysis we’ll just be looking at revenue consensus estimates (as this is the metric these companies are valued off). I consider >120% best in class for companies selling to SMBs (like Bill.com).

Cloud 177

Cloud Software Azure AWS 177

Stax

APRIL 11, 2024

SMB owners wear many hats, managing everything from staff to sales. The PMS system for federal grants refers to the Payment Management System operated by the U.S. Here’s where a Payment Management System (PMS) can swoop in as your financial hero to understand your business better. Q: What is the PMS system for federal grants?

Payment Services 88

Payment Services Payment Solutions Merchant Services Payment Methods 88

Kellblog

FEBRUARY 13, 2022

For extra credit, our segment-specific ASP: SMB opportunities get valued at our SMB ASP of $25K and enterprise ones get valued at our enterprise ASP of $100K. Because, well, we’ve always done it that way, and I’m not sure why. Our average sales price (ASP) , say $100K. Zero dollars. What’s my answer?

Sales 132

Sales SMB Systems Review Forecasting 132

Intercom, Inc.

OCTOBER 26, 2020

’ That was a long time ago in a different context, and I think more broadly that refers to choosing your battles. When I was raising our seed round in 2011, and all the way into 2013, actually, when I was raising our Series A, I was told you cannot build a hundred million dollar software business selling to SMB.

Leadership 211

Leadership Scale SMB Innovation 211

Clouded Judgement

DECEMBER 21, 2023

Generally when you hear “consensus estimates” it refers to revenue and earnings (EPS), but for the purpose of this analysis we’ll just be looking at revenue consensus estimates (as this is the metric these companies are valued off). I consider >120% best in class for companies selling to SMBs (like Bill.com).

Cloud 177

Cloud Software Benchmarks Retention 177

SaaStr

DECEMBER 1, 2023

Almost no one does real reference checks anymore. But they might want to stick with SMB. You can get up to speed by diving into the content. Hiring a VP of Sales with No One Lined Up to Follow Them You have to do the work here as a VP of Sales. All great VPs of Sales are spending between 25% and 50% of their time recruiting.

Sales Hiring 148

Sales Hiring Sales Recruiting Sales Interviewing 148

Clouded Judgement

SEPTEMBER 12, 2023

Generally when you hear “consensus estimates” it refers to revenue and earnings (EPS), but for the purpose of this analysis we’ll just be looking at revenue consensus estimates (as this is the metric these companies are valued off). I consider >120% best in class for companies selling to SMBs (like Bill.com).

Cloud 169

Cloud Software Benchmarks Retention 169

Clouded Judgement

APRIL 12, 2023

Generally when you hear “consensus estimates” it refers to revenue and earnings (EPS), but for the purpose of this analysis we’ll just be looking at revenue consensus estimates (as this is the metric these companies are valued off). I consider >120% best in class for companies selling to SMBs (like Bill.com).

Cloud 161

Cloud Software Benchmarks Retention 161

Stax

NOVEMBER 20, 2023

Assess which products had the highest sales and cross-reference this with your current inventory level to optimize your stock purchases. The district’s staff and SMB owners team up to promote the Small Business Saturday event. Specify the customer’s name and reference their specific purchase. Make them feel like valued insiders.

Payment Methods 88

Payment Methods Merchant Services Stax Payment Services 88

SaaStr

MAY 25, 2020

SMB: build a pitch that enables a one-call close: include an ROI sample, relevant case study, and proactive answers to common objections. To add to that, here’s the cherry on top… if I can somehow find a reference that knows the lead really well that can make that formal introduction, that reduces the friction big time.”

Sales Hiring 338

Sales Hiring Sales Outsourced Development Technical Review 338

Sales Hacker

FEBRUARY 2, 2021

SMB Sales vs Enterprise Sales Process. Enterprise sales, also known as complex sales, refer to the selling strategy used by large organizations involving long sales cycles, multiple decision-makers, and higher levels of risk. Your TAM is a term used to refer to the revenue opportunity available for a product or service.

Scale 95

Scale Enterprise Marketing Sales 95

Clouded Judgement

DECEMBER 20, 2022

Generally when you hear “consensus estimates” it refers to revenue and earnings (EPS), but for the purpose of this analysis we’ll just be looking at revenue consensus estimates (as this is the metric these companies are valued off). I consider >120% best in class for companies selling to SMBs (like Bill.com).

Cloud 130

Cloud Software Review Software Benchmarks 130

Clouded Judgement

JUNE 20, 2023

Generally when you hear “consensus estimates” it refers to revenue and earnings (EPS), but for the purpose of this analysis we’ll just be looking at revenue consensus estimates (as this is the metric these companies are valued off). I consider >120% best in class for companies selling to SMBs (like Bill.com).

Cloud 161

Cloud Software Benchmarks Scale 161

Sales Hacker

JANUARY 9, 2023

Related: How to Transition from SMB to Enterprise: Tips from 3 Experts. SMB, mid-market, and enterprise defined. SMB, mid-market, and enterprise defined. Selling to SMB. SMB, mid-market, and enterprise: What’s the difference? SMB: Small and Medium-Sized Businesses. Benefits of selling to SMB.

SMB 91

SMB Scale Enterprise Marketing 91

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

Payrix

MARCH 12, 2024

By embedding payments as a core feature, software companies eliminate the need for a separate buying decision, streamlining the sales and adoption process, and maximizing the attachment rate of payments for net-new customers (also referred to as front book). You may be dealing with a software company that solely focuses on the SMB.

Payments 100

Payments Embedded Payments Merchant Services SaaS Payments 100

Totango

APRIL 1, 2021

.” – Tony P., Senior Director, Account Management/Customer Success at Mid-Market Company, Verified Customer Review on G2.

Leadership 79

Leadership Systems Review Software Review SMB 79

OpenView Labs

JANUARY 31, 2022

Do they understand your GTM motion (enterprise vs mid-market/SMB)? We also suggest offering bonuses to current employees who refer talent that gets hired. Take a second to think through the key checkboxes: Do they have specific domain experience? Have they built teams? Community Slack channels.

Sales Hiring 60

Sales Hiring Interviewing Sales Recruiting SMB 60

User Pilot

JULY 18, 2023

Monthly churn rate formula Your monthly churn rate refers to the percentage of customers lost over a month. If you’re an early-stage startup or SMB, expect an average annual churn of 10% to 15%. Churn also depends on your industry.

Churn 84

Churn Payments SaaS Payments Payment Solutions 84

Andreessen Horowitz

APRIL 29, 2024

According to Setpoint, they currently manage in excess of $18 billion in debt facilities and annual transactions across asset-backed securities (ABS) and asset-based lending (ABL) asset classes, including consumer loans, residential mortgages and properties, SMB, factoring, supply chain finance, and equipment finance.

Payment Services 92

Payment Services Payment Solutions Development Team Review Outsourcing Services 92

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. At best, everybody says it’s okay. I pay for books, I get some books, I guess.

SMB 180

SMB Scale Startup Marketplace as a Service 180

Chart Mogul

DECEMBER 8, 2022

“OK, so if an SMB rep needs to make say $80-$100k in OTE (base + bonus) … and you need to clear, say, $300k in revenue from that rep to make the math work on your side … at, say, 100 closed deals a year, to bring in $300k to the company, each deal has to have a $3,000 ACV on average”. Here is some math. ” 10.

Sales Hiring 52

Sales Hiring SaaS Scale Benchmarks 52

SaaStr

JULY 24, 2019

Final point about Talkdesk is that we started selling about five years ago in the SMB space. One thing that we have implemented is every time a customer turns now, and I realized this is not scalable if you’re in the SMB space and you have 50000 customers; but for Talkdesk with 1500, any time a customer turns, we do a full postmortem.

Retention 137

Retention VP of Engineering Sales Hiring Scale 137

SaaSOptics

APRIL 30, 2019

For example, if a large number of your SMB customers are churning in the first or second month, you may need to address your onboarding process or reconsider other key factors that affect this segment. Cohort analysis is when you group customers by product, vertical, sales channel, deal size, etc. to uncover trends in specific groups.

Metrics 91

Metrics SaaS Churn SMB 91

OPEXEngine

FEBRUARY 22, 2022

Customers of these SaaS companies also referred to as “Small and Medium Businesses” or SMBs, need the same software solutions as Enterprise companies but have resource constraints that prevent them from using the top SaaS vendors. Inside Sales.

SaaS Payments 52

SaaS Payments Payment Services Payment Methods Marketplace as a Service 52

ChurnZero

MARCH 18, 2022

This question refers to survey results from KeyBanc Capital Markets. This question refers to survey results from KeyBanc Capital Markets. This question refers to survey results from KeyBanc Capital Markets. Q: Should you be worried if your annual logo churn is between 25% to 30%?*. Q: What’s a good CAC?*.

Customer Success 98

Customer Success Metrics SaaS Banking 98

Kellblog

JANUARY 1, 2023

But, if you spend more time, looking for rich content, deep white papers, and numerous customer reference stories, you will likely develop a sense for whether the marketing is simply veneer covering a low-commitment box as opposed to the hardwood of a core one. Either way, the sales force will know. Examples: Gong, Clari, Amplitude [10].

Strategy 116

Strategy Startup Software Review Government 116

SaaStr

SEPTEMBER 26, 2019

So up to 100-150K and SMB, we’re at 2K. The next stage was we hired more junior people who would do the first call and work on SMB accounts and we would have the more senior work on mid-market and enterprise accounts. So we had SMB, mid-market and enterprise. Gaetan Gachet : Depends on the segment. for enterprise.

Scale 136

Scale Sales Hiring Sales Recruiting Technical Advisors 136

Baremetrics

AUGUST 29, 2021

This allows you to cross-reference the profiles you’ve selected through Sales Navigator with Apollo searches, pulling up the contact information for prospects listed on either database. Apollo’s full plan comes with an SMB level price tag; as a startup, you probably want the basic plan.

Scale 97

Scale Startup Sales Hiring Sales 97

Sales Hacker

AUGUST 26, 2021

Refer to this document while you’re going over your comp plan whenever you are being offered a new job or whenever your comp plan is being updated in your current firm. The industry ranges are around six to nine months for MM/Enterprise sales and three to five months for SMB sales businesses.

Software Review 95

Software Review Compensation Payment Features Underperforming Technical Team 95

Sales Hacker

DECEMBER 13, 2017

I look for someone who is referred or comes from my network, as coaches come in many forms, but one that is referred to me by my network shows me that this person has driven results for someone I trust. Check references! But what works for enterprise sales teams may not work for mid-market sales teams or SMB sales teams.

Sales Hiring 88

Sales Hiring Consulting Scale Sales 88

InsightSquared

FEBRUARY 22, 2018

A clear example is outbound prospecting teams that will often need to reference a nearby customer in their talk tracks. My brain doesn’t struggle to translate Tier 1, Tier 2, and Tier 3 into SMB, Mid Market, and Enterprise. I personally have dropped the ball on this one frequently as a human who’s good at abstractions.

Scale 82

Scale Sales Headcount SMB 82

CustomerSuccessBox

OCTOBER 26, 2021

Hence, CS Ops should not only be limited to SMB (small and mid-sized businesses) but should be spread across all customer segments. A tech stack or a technology stack is mostly referred to as “a bundle of practical systems and technologies that provide solutions to most of the problems faced by companies.” Tech-stack for CS Ops.

Customer Success 52

Customer Success Sales Hiring Scale SMB 52

SaaStr

OCTOBER 31, 2019

Contrast that with companies that might also sell into the SMB segment of the market where the ASPs, the average deal sizes are lower. SMB businesses just go out of business much more frequently, and so their gross retention numbers are going to be lower. We’ve referred to them as GRIT.

Cloud 100

Cloud Scale AWS Machine Learning 100

Sales Hacker

OCTOBER 16, 2020

And finding time is tough compared to an SMB executive. Make sure you reference the previous conversation with the new prospect. You probably noticed that a lot of these tips are important when selling to SMB as well. Prospecting in the enterprise environment is just different. Their calendars are blocked with 76 meetings.

Enterprise 104

Enterprise Payment Methods Payment Services Sales Hiring 104

Chart Mogul

OCTOBER 9, 2020

Freemium buyers can be largely organized into two categories: Price-sensitive early-stage and SMB users who get started with your product for free, and convert to paying customers as their needs (and businesses) grow. In other words, you’ve achieved net negative churn, also referred to as the holy grail of SaaS.

Scale 83

Scale Churn Metrics Retention 83

Kellblog

FEBRUARY 8, 2021

SMB oppties tend to move faster than enterprise ones. To remove them from your sales cycle try to substitute highly relevant customer references as alternative proof. Focus on finding new opportunities that move fast. Remember that nine-month sales cycle is an average; s ome opportunities close a lot faster.

Systems Review 98

Systems Review Software Review Forecasting Advertising 98