SaaStr

JUNE 25, 2025

It’s not just Wiz and Scale. to dominate US SMB payments. Takeaway : At scale, your growth rate depends on how many ways you can monetize value creation, not just seat expansion. TL;DR : After years of M&A drought, big deals are returning. Melio attacked this head-on with intuitive A/P workflows.

Payments 221

Payments Payment Methods SaaS Payments Payment Solutions 221

SaaStr

JULY 5, 2025

SMB, mid-market, enterprise). Benchmark Your GRR : Investors will compare your GRR to industry standards: Enterprise SaaS: 90-95% Mid-market SaaS: 85-90% SMB SaaS: 80-85% Anything below these benchmarks signals potential retention issues ‌3‌. Segment by Customer Type : Break down GRR by customer segments (e.g.,

Retention 182

Retention SMB Benchmarks Churn 182

SaaStr

JANUARY 9, 2025

Many that are self-serve and SMB-focused can start off without a sales team … for a while. But it scaled one up as part of its Enterprise product and platform. Dear SaaStr: What Are Some Successful SaaS Leaders Without Sales Teams? But almost none stay without a sales team … forever. Hybrid models can be great.

Scale 274

Scale Sales Hiring Sales Headcount 274

SaaStr

JANUARY 3, 2025

In sales, t he more SMB you are, the more you should lean on your bench. With SMBs in particular, internal promotions can work better due to more “at-bats” and learning opportunities on the front lines. ” Key Takeaways Executive hiring remains one of the hardest challenges in scaling a SaaS business.

Sales Hiring 284

Sales Hiring Scale Systems Review Interviewing 284

SaaStr

JULY 9, 2025

Fewer if you can afford it, but it’s going to need to be closer to 100 at scale. As you scale and introduce automation or self-service tools, you can push closer to $2M per CSM, especially if your product becomes easier to manage or your team gets more efficient.

Customer Success 194

Customer Success Management Benchmarks SMB 194

SaaStr

FEBRUARY 5, 2025

And when it IPO’d, it was still solidly an SMB solution. Leaning More into Free Even as it goes more enterprise, and see a decline in SMB / Commercial accounts, PagerDuty is still leaning in more on Free. We all used some sort of tool for website monitoring, but the O.G. As has PagerDuty. It’s efficient.

SMB 276

SMB B2B Enterprise Scale 276

SaaStr

JANUARY 8, 2025

The SMB sales team was incentivized purely on logo acquisition rather than revenue. For scaling SaaS companies looking to optimize their go-to-market motion, these three areas provide a solid framework for identifying and capturing growth opportunities. There were no incentives on revenue whatsoever, just a volume-based incentive plan.

Revenue 293

Revenue Scale Sales Hiring Compensation 293

SaaStr

MAY 26, 2025

At least for SMB and more routine mid-market sales. They’ll personalize outreach at scale without the “spray and pray” feel of traditional automation. Reallocate Resources : With AI handling routine sales at scale, CROs will need to hire sales execs that can make this jump. Probably something similar by 2026.

Scale 242

Scale Sales Hiring AI Sales 242

SaaStr

JULY 18, 2025

This can start off higher in the very beginning, but at scale is generally around 7%-10% of the deal. As you scale, you can lower the rate slightly (e.g., Rough quotas of $500k for SMB, $700k for mid-market, and $1m for enterprise are fairly common and good rough guidelines. 7%-10%) but balance it with higher deal volumes.

Scale 172

Scale Sales SMB Compensation 172

FastSpring

FEBRUARY 6, 2025

In this episode, we’re going to be talking about how SMB digital brands can win the best talent Joining us for that conversation is someone who knows quite a bit about that. The post How SMB Digital Brands Can Win the Best Talent appeared first on FastSpring. I’d like to welcome Lizzie Mintus.

SMB 107

SMB Sales Recruiting Branding Sales Hiring 107

SaaStr

JANUARY 23, 2025

If both succeed, you’re ready to scale. Start Planning for Enterprise Earlier Than You Think The biggest mistake SaaS companies make? Waiting too long to start their enterprise planning. Land One Strategic Enterprise Logo Early You don’t need to wait until you have every enterprise feature to land your first major logo.

Enterprise 244

Enterprise Sales Hiring Scale Outsourced Development 244

SaaStr

JANUARY 19, 2025

We’ll hear from the CRO of $3B Clio (legal SaaS), the CEO and CRO of Flock Safety (police and safety SaaS), and dozens of others on how to scale their vertical SaaS industries and platforms. The post The Best of Scaling Vertical SaaS: 3 Deep Dives with The CROs of Slice, Owner and Mangomint appeared first on SaaStr.

Scale 189

Scale Sales Hiring Scaling SMB 189

SaaStr

APRIL 30, 2025

ServiceTitan, the operating system for the trades, continues to scale impressively, with $772M in FY25 revenue, $800m+ ARR and a clear path to $1B ARR. Net Dollar Retention >110% and GDR of >95%: The Power of Being a True Operating System ServiceTitans NRR consistently exceeds 110%, even with SMB-heavy customers. Thats rare.

Payments 144

Payments Payment Services SaaS Payments Payment Solutions 144

SaaStr

JULY 18, 2025

By Day 60, I scaled this back to about once a week. From Harvey to Palantir to Scale AI to OpenAI. On a daily basis, you will build end-to-end workflows, take them to production, and solve real world problems at the largest scale. Scale AI’s Data Engine Scale AI gets this better than anyone. And guess what?

AI 195

AI Data Scale Artificial Intelligence 195

SaaStr

APRIL 14, 2025

100+ scale-ups and start-ups showing you how they do it! With 1:1 Meet-a-VC matchmaking and curated sessions, youll have unparalleled access to the capital you need to scale. From seasoned founders to rising stars, every session is handpicked to deliver actionable insights and real-world strategies to help you scale faster.

VP of Engineering 201

VP of Engineering CTO Coach VPCs (Virtual Private Cloud) Scale 201

SaaStr

JUNE 9, 2025

For SMB sales, quotas closer to 3x OTE are common, while enterprise sales can push closer to 5x. Scaling ($10M–$50M ARR): Here, you’ve likely debugged your sales process and have more data. As you scale, shift to quality metrics like closed-won revenue and opportunity-to-close percentages. And Their Quota.

Scale 172

Scale B2B Benchmarks Sales 172

SaaStr

JUNE 4, 2025

As a “prosumer” app there is overlap for SMB and freemium B2B apps. For B2B companies, this highlights the importance of diversifying revenue streams before reaching public market scale. Banking Partnerships Create Scale Without Capital – The Asset-Light Model Chime isn’t a bankit just plays one on your phone.

Outsourcing Services 203

Outsourcing Services Scale Banking Customer Lifetime Value 203

SaaStr

APRIL 2, 2025

Today it’s at: $800m ARR Growing 22% 20% Free Cash Flow Margins Modest re-acceleration in revenue growth and new customer count — but not NRR Roots are SMB, but 60% of ARR comes from mid-market and enterprise today And a $4B market cap, so 5x ARR Freshworks is getting a bit of a second wind, which is great to see!

Scale 269

Scale AI SMB B2B 269

SaaStr

NOVEMBER 27, 2024

How Much Time Should a CEO Be Involved With Customers When you have a high-velocity SMB motion that’s still sales-driven, how much time should the CEO spend in sales and with customers? When you build a high-velocity sales motion, you must find systems to scale it. And the more products they buy, the higher the NRR.

SaaS Payments 257

SaaS Payments Payments Payment Solutions Payment Services 257

SaaStr

MAY 28, 2025

The company is successfully evolving from its SMB roots into a serious enterprise software contender. The ability to maintain NDR above 110% at this scale from a still primarily SMB base proves their land-and-expand model continues to work effectively and customers find ongoing value in the platform.

Scale 194

Scale SMB Acquisition Enterprise 194

SaaStr

NOVEMBER 27, 2024

a Month Churn especially SMB churn remains Zoom’s biggest challenge at its mature state, but it’s been pushing customers to annual and longer contracts and more. It’s dropped “Video” from its name as it has gone communications and AI-first: $4.7B And it still trades at 5x ARR. #1. a month, down from 3%. #2.

SMB 274

SMB Churn Enterprise Acquisition 274

Sales Hacker

DECEMBER 17, 2024

Building ‘opinionated products’ and the importance of customer intimacy Lessons learned from scaling Twitter’s ad business from zero to $650 million in three years. 15:41) Scaling Twitter’s ad business and managing hyper-growth. (26:54) Has the org scaled? And so the ramp was just bananas.

Scale 102

Scale Engineering Acquisition Scaling 102

Tom Tunguz

FEBRUARY 26, 2025

Often, a straight UBP pricing model doesn’t scale into the enterprise. The platform fee establishes a stable relationship and the usage pricing enables the customer to scale up or down as a function of their traffic which might vary throughout the year. How much should a Fortune 500 bank pay for your startup?

SaaS Payments 281

SaaS Payments Pricing Strategy Scale 281

SaaStr

JULY 23, 2025

Horizon 1: Individual Creators & SMB & Internal Apps (2025-2027) TAM: $2-12B This represents the current market: (1) individuals and small teams who need functional software, but lack technical resources or budget for custom development, (2) internal tools for more sophisticated tech teams, and (3) prototyping and proof-of-concept.

Software Review 167

Software Review Technical Review Development Team Review Systems Review 167

Clouded Judgement

JUNE 17, 2025

As a public company with significant scale, it’s hard to grow quickly if you have to rely solely on new customers for that growth. For businesses selling predominantly to SMB customers, these benchmarks are all slightly lower given the higher-churn nature of SMBs.

Cloud 277

Cloud Software Benchmarks Retention 277

SaaStr

MAY 18, 2025

A few ways to do it: Company Size (SMB, Mid-Market, Enterprise) : Splitting by company size almost always works once you have 2-3 sales reps hitting quota. SMBs often require a high-velocity sales motion, while enterprise deals are slower and more relationship-driven. Industry (Verticals ) : This really works.

Scale 159

Scale Sales Healthcare SMB 159

SaaStr

MAY 4, 2025

We Just Won’t Need as Many SMB Sales Reps. But 1 and 2 call closes for SMBs? The key is to start small, figure out what works, and scale from there. At least, the best AEs. The mid tier AEs? We may or may not need them anymore (see next point). 2025 And The Rise of the Mech AE (Account Executive) 7. Much more here:

AI 157

AI Scale Sales SMB 157

SaaStr

MARCH 28, 2025

This data will be critical when scaling your program. Build a Platform for Scale Once youve validated your partner program with a pilot, youll want to scale it. Theyre often critical for scaling to $100M+ ARR, but they rarely move the needle in the very early days. Its not a quick win.

Scale 144

Scale Sales Hiring SMB Enterprise 144

SaaStr

APRIL 29, 2025

250+ speakers. 12,000+ SaaS leaders. 100B+ in market cap. 250+ speakers. 12,000+ SaaS leaders. 100B+ in market cap. 250+ speakers. 12,000+ SaaS leaders. 100B+ in market cap.

AI Search 159

AI Search AI New CTO Scale 159

Payrix

JANUARY 28, 2025

But I think it’s going to create new vectors and one of the ones that I’m personally bullish on is I think we’re going to see Embedded Finance platforms be able to play in that space at scale where we’ve maybe only seen a dozen or so vertical or horizontal platforms really create outsourced opportunity there.

Payments 130

Payments Payment Solutions Merchant Services Payment Methods 130

Sales Hacker

APRIL 8, 2025

Prior to Carta, Jeff led SMB Sales at DocuSign, and started his career at Oracle, where he rose from Strategic Account Manager to VP of Sales over a decade. 19:07 Cartas GTM evolution: How Jeff scaled from one rep selling one product to multiple teams across three business lines. The post GTM 141: Timeless Growth Tips From a $7.4B

Scale 66

Scale Sales Hiring Scaling Revenue 66

How To Buy Saas

FEBRUARY 25, 2025

In short, Salesforce is a powerhouse built to flex and scale for the most demanding business needs. In summary: Salesforce is the longtime CRM titan known for enterprise-grade power and scale, whereas HubSpot is the newer contender known for ease-of-use and an all-in-one approach. Rapid SMB adoption with 200K+ customers.

Scale 52

Scale Underperforming Technical Team Technical Review Marketplace as a Service 52

Sales Hacker

APRIL 1, 2025

The exact playbook to move from SMB to enterpriseincluding partner enablement, segmentation, and incentive design. We’ll help you scale, you help us scale. 85% of your customers being SMB and mid-market to at the end of that six years, it was 75%, uh, enterprise. It’s about growing together.

Scale 63

Scale VP of Engineering Outsourcing Services Enterprise 63

SaaStr

FEBRUARY 8, 2025

The Hidden Math Behind CS Evolution Perhaps the most fascinating revelation from the panel was how CS needs to transform at different revenue scales. Forget everything you know about SMB customer success. The entire success organization aligned around a single north star: proving so much value that growth became inevitable.

Customer Success 269

Customer Success Scale Government Systems Review 269

How To Buy Saas

MAY 21, 2025

Whether youre a startup , an SMB , or a global enterprise , the right ATS can streamline your recruitment process, save time, and help attract top talent in a competitive market. Lever Best ATS + CRM for Scaling Enterprises Pricing: Key Features: 10. Its tailored more to SMB use cases.

Systems Review 52

Systems Review Sales Recruiting Sales Hiring Technical Review 52

SaaStr

FEBRUARY 3, 2025

You Need Real Signals – Not Just Board Pressure Most founders get the timing wrong on moving upmarket.

Scale 272

Scale SMB Enterprise readiness Enterprise 272

SaaStr

JANUARY 15, 2025

Marchelle’s personal journey took her from early adopter of Mangomint, to 6 years later, VP of Sales over a 25+ person SMB sales team. ” Fast forward to today, and six years later, Marchelle has built a 25+ person SMB sales team handling both high-volume inbound and outbound that has helped Mangomint achieve its incredible growth.

Scale 274

Scale Sales Hiring SaaS Payments Sales 274