SaaStr

MARCH 12, 2023

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: The Challenge with SMB SaaS: High Growth Can Only Mask High Churn For Just So Long (Updated) The 8 Signs of a Failing Sales Rep. SaaStr 639: Scaling a SaaS Sales Team While Building Culture with Figma VP of Sales Scott Pugh    4.

Scale 215

Scale SMB Sales Scaling 215

SaaStr

FEBRUARY 9, 2024

Everything from hiring on the GTM side to layering in a sales-led motion into PLG. Let’s dive into what’s making that hybrid model successful: PLG and Sales Led? Given this, you must understand the role that each facet of the business plays in promoting that product, from marketing and sales to customer service.

Scale 282

Scale Sales Hiring Sales Marketing 282

SaaStr

JANUARY 13, 2022

Average NRR at IPO is 119% — but this excludes a bunch of SMB folks who did not disclose their NRR. Folks that are very SMB with mediocre retention often don’t disclose it. Pretty consistent with what we’ve seen on our 5 Interesting Learning series , but helpful to see it distilled to one average number.

SMB 330

SMB SaaS Retention Scale 330

SaaStr

FEBRUARY 13, 2022

SaaStr 527: Acquiring SMB 10,000 Customers Solely from Data with Gorgias CEO Romain Lapeyre. SaaStr 523: How to Succeed as a First-Time VP of Sales or First-Time SaaS VP with SaaStr CEO and Founder, Jason Lemkin. SaaStr 523: How to Succeed as a First-Time VP of Sales or First-Time SaaS VP with SaaStr CEO and Founder, Jason Lemkin.

Scale 210

Scale SMB Sales Cloud 210

SaaStr

JUNE 7, 2023

It has now secured over $67M in funding and offers a robust platform for mid-market and SMB segments. WorkRamp shifted its focus to a different segment –– the mid-market and SMB side. After the shift, the sales reps stopped chasing whales and working outbound ops with more than 5K employees.

Scale 219

Scale Scaling SMB Marketing 219

SaaStr

APRIL 24, 2022

BowtiedCocoon: Top SaaS SMB AEs have $125k OTEs. Don’t Hire a VP of Sales Everybody Loves. SaaStr 548: How to Build a Super High-Retention Sales Team with Twilio SVP & GM of North America Sales, Alice Katwan. Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: 1.

Sales Hiring 282

Sales Hiring Revenue Scale SMB 282

SaaStr

DECEMBER 15, 2021

7:00 AM (50 MINS) – Acquiring SMB 10,000 Customers Solely from Data with Gorgias’ CEO Romain Lapeyre. 7:00 AM (40 MINS) – Product-led Growth: How to Execute Across the Full Funnel (and Mistakes We Made) with Reprise’s VP of Marketing and VP of Sales. All times are in Pacific Time. 7:00-8:00 AM PT.

Scale 245

Scale VP of Engineering Scaling SMB 245

SaaStr

DECEMBER 5, 2021

Top Blog Posts This Week: Why The Greatest Sales Teams Just Kill It On Dec 31. Do Salary Increases Help With Retention? Why Your Cost of Sales Generally Doubles As You Scale. Top Vids This Week: How to Scale a Successful SaaS Sales Team with Harry Stebbings and Jason Lemkin. When Everyone Else Has Gone Home. And Cons.

Scale 247

Scale SMB Scaling Retention 247

SaaStr

APRIL 8, 2023

Over the years, we’ve done just an incredible number of deep dives, AMAs, and more with many of the best CROs and VPs of Sales in SaaS!

Scale 272

Scale Sales Hiring SMB SaaS 272

SaaStr

DECEMBER 20, 2022

The 4 V’s of Sales: Volume, Value, and Velocity: Head of SMB Sales Fernando Belfort and Head of Sales Enablement Kendra Wrightson. #19. How to Maintain +140% Customer Retention with Dooly CEO Kris Hartvigsen and Head of Customer Success Ellie Hutton.

Scale 227

Scale SMB Sales Enablement Innovation 227

Nimble - Sales

DECEMBER 17, 2020

Omnichannel sales are the new norm, which is still a bit confusing for SMB and big corporations alike. Those who master it do better in customer acquisition, retention, converting sales, and boosting loyalty. The post 7 Steps To Omnichannel Sales: the Frictionless Conversion Booster appeared first on Nimble Blog.

SMB 125

SMB Sales Acquisition Retention 125

SaaStr

JUNE 29, 2022

It’s moved beyond its tiniest customers, of an ACV of < $1k, but other than that, it’s going upmarket without giving up its SMB roots. Even though Zendesk still has thousands and thousands of SMB customers. #2. Zendesk IPO’d as an SMB support solution. At $1B in ARR, Zendesk was growing 24%.

SMB 278

SMB Scale B2B Metrics 278

SaaStr

MAY 19, 2021

Not all SMB leaders have to be freemium to win. #7. Added a true sales team and function around $30m ARR. Eventually, almost everyone adds a sales team and goes upmarket. For Monday, this was around $30M ARR when they added a sales and CS team in addition to their self-service business. And importantly, it worked.

Scale 361

Scale SMB Government Enterprise 361

Tom Tunguz

AUGUST 26, 2023

” The PLG efficiency is tremendous both in cash & sales efficiency, which tops the charts of public software companies at 1.03 When the company spends $1 in sales & marketing expense, Klaviyo produces $1.03 Braze targets enterprise buyers with a sales-led motion. Est. Sales Efficiency 1.04

Benchmarks 173

Benchmarks Venture Capital Marketing SMB 173

SaaStr

OCTOBER 11, 2023

You don’t want to overwhelm SMB customers, and Monday made this a focus from day one. Now, they have monday Sales CRM, a complete organization within the company. The Secret To Conquering High NRR From SMBs monday.com went from 125 to 110 NRR, which is macro yet still epic for SMB. How do you get over 100 for SMB?

Scale 166

Scale Sales Hiring Scaling Banking 166

SaaStr

SEPTEMBER 26, 2019

What we learned from ’08-’09 in SaaS: First, SMB churn went through the roof — as SMBs went under much more quickly and often. As soon as the economy went south, SMBs started to simply go bankrupt and/or shut down. Anyone processing a lot of SMB and credit-card deals saw churn probably double.

SaaS Payments 279

SaaS Payments Sales Hiring Scale SMB 279

Tom Tunguz

AUGUST 26, 2023

” The PLG efficiency is tremendous both in cash & sales efficiency, which tops the charts of public software companies at 1.03 When the company spends $1 in sales & marketing expense, Klayviyo produces $1.03 Braze targets enterprise buyers with a sales-led motion. Est. Sales Efficiency 1.04

Benchmarks 159

Benchmarks Venture Capital Marketing SMB 159

SaaStr

DECEMBER 15, 2022

SaaStr 548: How to Build a Super High-Retention Sales Team with Twilio SVP & GM of North America Sales, Alice Katwan. #10. SaaStr 521: How To Create a High Performing Sales Organization: Five Strategies for Driving Peak Performance Through Reimagined Management with Hootsuite CRO Melissa Murray Bailey. #8.

Scale 150

Scale SMB Innovation Scaling 150

SaaStr

DECEMBER 12, 2023

Traditional Sales Teams Vs. Modern Sales Teams Traditionally, most people learned to sell by taking a product, showing the sales team with a demo of how to use it, and then sending them off to sell it. This can lead to making changes to the product, longer sales cycles, and not focusing on the right customer for your product.

Point of Sale 265

Point of Sale Forecasting Technical Review SMB 265

SaaStr

JANUARY 29, 2021

From completely pivoting the product early on, to becoming an essential software tool for inside sales reps — here’s a look into how SalesLoft landed some of the Cloud giants like Shopify, Google, and Slack as its customers, and what it takes to build a Unicorn company in today’s changing market. After a newly minted $1.1B

Scale 284

Scale Social Media SMB AI 284

SaaStr

MARCH 19, 2021

A head of sales that doesn’t recruit at least one strong rep in the first 90 days. A head of customer success that doesn’t own churn, or net revenue retention in the first 90 days. A VP of Sales that has never done outbound, if they don’t take it on fairly early — they never really will. Not really.

Sales Recruiting 336

Sales Recruiting Sales Hiring SMB Engineering 336

SaaStr

JULY 24, 2019

The theme of today’s talk is How to Build the CSM Team that Generates 130% plus Net Retention. At Talkdesk, we have achieved really amazing customer retention, net retention, advocacy, loyalty. Final point about Talkdesk is that we started selling about five years ago in the SMB space.

Retention 140

Retention VP of Engineering Sales Hiring Scale 140

Clouded Judgement

APRIL 11, 2024

net retention and CAC payback). In simpler terms — if you had 10 customers 1 year ago that were paying you $1M in aggregate annual recurring revenue, and today they are paying you $1.1M, your net revenue retention would be 110%. I consider >120% best in class for companies selling to SMBs (like Bill.com).

Cloud 177

Cloud Software Azure AWS 177

SaaStr

AUGUST 7, 2023

As you’ll learn further down in this article, ARR now means any type of software-related revenue with 100%+ Net Revenue Retention (NRR), even if it’s not truly recurring. That works for a hyper-SMB model. So marketers who are being judged on results this month instead of this year could lead to pipeline drying up for sales teams.

Metrics 210

Metrics SaaS Sales Hiring Finance 210

SaaStr

DECEMBER 19, 2019

That’s high enough you need to do a lot to support a sale. But not so high you can afford a fancy traditional sales team. We might call them SMEs (vs SMBs). But with ~100% net revenue retention (vs. 140%+ for Slack, Zoom and Pagerduty’s SMB customers), they do have to work harder. With a $10k ACV.

Outsourcing Services 339

Outsourcing Services Scale SMB Pricing 339

SaaStr

SEPTEMBER 14, 2022

In the early days, UserZoom struggled with deciding whether its target market should focus on enterprise or SMB. After being useful, UX is the leading factor impacting user retention. “I I always look at retention – and one of the best ways to retain a customer is to make things easy and intuitive.” – Alfonso de la Nuez.

Scale 230

Scale Venture Capital Sales Hiring SMB 230

Andreessen Horowitz

APRIL 23, 2024

Whether it’s creating better tools to write code and test code, better tools for customers to engage with reps, better tools for sales teams to engage with their prospects, all those things are happening inside of Bill. Both of you sell into SMBs, which is a notoriously difficult segment. It scales with your customers.

Payments 117

Payments Forecasting Payment Services Payment Solutions 117

SaaStr

FEBRUARY 14, 2023

Net Dollar Retention Shows SaaS’s Best Qualities NDR encapsulates SaaS revenues’ best qualities in one metric: the subscription-based model. To calculate your net dollar retention, take all of your existing ARR at the beginning of the period, add on any cross-sell or upsell, subtract out any churn, and then see the ending ARR.

Metrics 230

Metrics Marketing SaaS SMB 230

SaaStr

APRIL 8, 2020

Profitwell’s Free Pricing and Retention Audits. Click here for Profitwell’s free pricing and retention audits (a meeting with the Profitwell team for a free analysis of either your pricing or retention). Hiver’s Free Shared Inboxes for SMB. Where can I find the deal? What are they all about?

Machine Learning 238

Machine Learning Artificial Intelligence SaaS Consulting 238

SaaStr

APRIL 28, 2019

Free also serves as a hunting ground for sales to find prospects and leads. You can see our fun video with Stewart Butterfield from SaaStr Annual 2015 where he said they’d never have a direct sales force. Revenue Retention / Net Negative Churn of 143%. That’s material, but not huge. Way Enterprise. Way Enterprise.

Scale 279

Scale Venture Capital SMB Enterprise 279

CustomerSuccessBox

FEBRUARY 28, 2022

The net revenue retention rate which you may also state as the net retention rate in SaaS businesses is an indicator that depicts the profits and the revenue earned by the business. Let’s look at some of the best net retention rate and how they are doing good at it. Know more about NRR: What is net dollar retention?

Retention 52

Retention SaaS Payments Payments Payment Methods 52

Sales Hacker

APRIL 15, 2019

This week on the Sales Hacker podcast, we speak with David Katz, Senior Director of Sales and Customer Solutions at Intercom. 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. Subscribe to the Sales Hacker Podcast.

SMB 58

SMB Enterprise Scale VP of Engineering 58

SaaStr

DECEMBER 27, 2020

Those of us who’ve been around a while think of New Relic as a freemium and almost SMB tool, but today 77% of their revenue comes from accounts greater than $100k. New Relic’s net negative churn / net dollar retention has dropped to 98% in the last quarter, despite a record 77% of revenue being from the enterprise.

Scale 319

Scale Outsourced Development SMB Cloud 319

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. SaaS Metric #3 – Net Revenue Retention (NRR). NRR indicates the value of your subscription contract retention.

SaaS Payments 98

SaaS Payments Metrics Payments Payment Services 98

Clouded Judgement

DECEMBER 21, 2023

net retention and CAC payback). In simpler terms — if you had 10 customers 1 year ago that were paying you $1M in aggregate annual recurring revenue, and today they are paying you $1.1M, your net revenue retention would be 110%. I consider >120% best in class for companies selling to SMBs (like Bill.com).

Cloud 177

Cloud Software Benchmarks Retention 177

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. Let me be clear.

Sales Hiring 74

Sales Hiring Enterprise Scale Startup 74

Sales Hacker

OCTOBER 30, 2018

Welcome to Sales Hacker’s first-ever Influential Women in Sales list! In this exclusive list, we wanted to honor not just female leaders that promote their own sales platform (no shame in that!) They say “You can’t be what you can’t see,” and the sales floor is no exception.

Sales Recruiting 111

Sales Recruiting VP of Engineering Scale Sales Hiring 111