SaaStr

JANUARY 3, 2024

Shrav added that if you want to close bigger deals, not just Enterprise, but mid-market and SMB as well, that the moment you’re ready to Go-To-Market, you need to become compliant. “A lot of the messaging on the SMB side is around, ‘Hey, let’s get you SOC-2 compliant.’

AI 152

AI SMB compliance Sales Hiring 152

SaaStr

NOVEMBER 6, 2022

But a true solution to an enterprise-grade problem, almost by definition, usually requires business process change. Most SMB SaaS apps are really ERP 2.0 But it ain’t an Instagram-like deployment, even in an SMB. For a simple, cheap tool, that totally makes sense. 10 minutes max. And a lot of work.

Business 277

Business B2C SMB Customer Success 277

SaaStr

APRIL 13, 2021

Thank you @jasonlk for giving me the @saastr stage +4 yrs ago to share both my story & build @pagerduty 's brand … the Sunny Delight, solution to problem fit talk. It’s also an interesting contact to Zoom , Zendesk and Slack , which recently have seen enterprise and SMB growth be about equal post-Covid. #2.

SMB 325

SMB Enterprise Scaling Startup 325

SaaStr

SEPTEMBER 22, 2022

Because they shared a common vision, they knew they could combine front-office and back-office solutions to give small businesses a complete business suite. As successful as Mailchimp was and continues to be with the SMB target, they realized they needed to adjust their strategy for their customers as their business grew.

SMB 212

SMB Entertainment Acquisition Branding 212

SaaStr

MAY 21, 2021

But Box became 95%+ enterprise by revenue over time, and Dropbox is still 95% SMB and smaller and consumer. His incredible drive, passion and charisma helped Box break out from the other enterprise solutions in the space. But — Dropbox is much more of a consumer and SMB focused product. Let’s contrast Box and Dropbox.

Enterprise 337

Enterprise SMB Scaling Revenue 337

SaaStr

JULY 22, 2021

And “950 of the partners, Avalara has no competition” Like HubSpot and other leaders that sell sophisticated, $10k+ solutions to SMEs, partners are key to implementation. We’ve seen this with sales-drive SMB and SME leaders like Xero as well. If you are selling to SMBs, you have to be very efficient.

Scale 328

Scale SMB compliance Churn 328

SaaStr

JANUARY 24, 2021

. “Lessons from Gorgias: How to Close your First 1000 Customers Based Solely on Data” Gorgias is now the fastest-growing contact center solution, with 5,000+ SMB customers. Take a look back at how they got their first 1,000 SMB customers here. #8.

Scale 258

Scale SMB Scaling Engineering 258

SaaStr

DECEMBER 8, 2022

The evolution of HubSpot as a marketing solution to a true CRM took years. The average SMB now uses almost 300 (!) Secrets to SMB at Scale with HubSpot and SaaStr's CEOs [link]. Invest in that ecosystem. Your revenue and ACV is just a small part of it. It’s a Long Path To Change Your Market Positioning.

Scale 264

Scale SMB Scaling Customer Success 264

SaaStr

OCTOBER 5, 2022

As you can see below, if HubSpot had “merely” stayed a marketing automation solution, it still would be $1.1B Solution Partners, i.e. the Channel, drive 43% of Revenue. Both HubSpot and Shopify sell a massive amount through their solutions partners, the ones deploying the app. Going multiproduct was a big part. #2.

Scale 278

Scale SMB Scaling B2B 278

SaaStr

AUGUST 26, 2021

Here, you’re selling a solution to a big problem. And don’t charge $4 a month for an SMB product. Look at the apps out there most similar to you, and just stay in that range. Maybe the low end of that rage, but that range. But if you’re going truly enterprise and BigCo early — don’t sell too cheap. So go in high.

SMB 269

SMB Enterprise Pricing Revenue 269

SaaStr

APRIL 5, 2024

How to Differentiate from the Competition in a Crowded Space When you think of companies like Hubspot and what they did with inbound marketing in a crowded space, they offered a better in-house solution that wasn’t cobbled together. So Apollo users can be free forever at the SMB scale and still gain value from the platform.

Scale 212

Scale Sales Hiring Pricing SMB 212

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. My personal objective was simple, learn as much about SMB SaaS as I could and move on to another company to continue learning.

Scale 276

Scale Sales Hiring Sales SMB 276

SaaStr

JANUARY 31, 2023

The SMB segment of Zoom has stopped growing, so going from ~0% growth to 7% growth actually might end up being huge. At least be aware it’s not the magical solution, on its own, to other issues. While some of the increases vary, the low-end plans are going up $1.00. Yup, $1.00. More on that below.

Pricing 263

Pricing Merchant Services Payment Solutions Payments 263

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

SaaStr

JUNE 20, 2023

I’m buying a solution. I’m basically an SMB these days. “Our product does [key feature]” — when it doesn’t. If I’m buying a product I haven’t used before, the AE is my guide. If he/she tells me things that aren’t true to close the deal, I’m out. I need to know for real if it solves my problem — or not. Constant bashing of competitor.

Sales Hiring 221

Sales Hiring Scale Sales SMB 221

SaaStr

NOVEMBER 16, 2021

Positions Needed: Enterprise AEs, Mid-Market & SMB AEs, SDRs, Sales Ops, Sales Engineer. Positions Needed: Enterprise CSM, Mid-Market & SMB CSM, Customer Support Reps, Implementation/Solutions Engineer. Head of Marketing. Team Size: 5 – 6. Director of CSM. Team Size: 4 – 8. Director of Finance.

CTO Hire 269

CTO Hire Sales Hiring Sales Recruiting CTO 269

SaaStr

AUGUST 6, 2022

HubSpot has stayed mostly SMB focused, but has over time evolved from a simple tool to the marketing and sales hub for many of its customers marketing efforts. From a tool to a solution. We moved on to Notion and more. It’s not just going enterprise. So my uber-point here is just this. Take this criticism, these points seriously.

Scale 293

Scale SMB Mobile Acquisition 293

SaaStr

MARCH 29, 2020

DocuSign is hiring for a Senior Director of SMB Marketing. is looking for a Solutions Engineer. Snapdocs and others in refinancing and similar businesses are on a hiring spree. Trilib and Formstack and Thinkific and BigLeaf Networks and more are hiring Directors of Demand Gen. Airtable hiring AEs and more. and tons more here.

Sales Hiring 249

Sales Hiring SaaS SMB Content Marketing 249

SaaStr

APRIL 4, 2023

Every company is different and will have varying solutions, customer acquisition costs, and lifetime value. Hopefully, your company is becoming more mature and the solutions more powerful. They had SMB positioning with an unfavorable LTV to CAC ratio. And your CAC target defines your GTM strategy. If it is, you’re in trouble.

Scale 242

Scale Strategy Scaling Outbound Sales Team 242

SaaStr

JANUARY 16, 2023

Mike Wiacek, CEO at Stairwell, Mo Jebrini, CTO at Mashvisor, and Michael Ermolenko, CTO at Inworld.ai, discuss with Helene Ambiana, Global SMB and Startups Marketing Director at Google Cloud, how they overcame the hurdles of scaling and reached their goals. . Build an irreplaceable team . Teams are the foundation of all successful projects.

Scale 227

Scale CTO Hire Cloud Scaling 227

SaaStr

JULY 11, 2023

Does it hurt enough for buyers to switch to a new solution? So many teams are hiring SDR/BDR teams, and it’s really tough to make that work in SMB sales. The post 10 Learnings on High-Velocity Sales to SMB with Gorgias CEO and VP of Sales appeared first on SaaStr. This goes beyond focusing on your TAM. Mid-Market? Enterprise?

Sales Hiring 183

Sales Hiring SMB Sales Recruiting Payment Methods 183

SaaStr

AUGUST 30, 2023

You can filter your search by industry, whether you’re SMB, mid-market, or Enterprise, etc. This database has become its own product as a data solution for over 50 investors and customers. One CMO guesstimates the average peer is cutting back spend 50% — a tough environment if you’re selling marketing solutions.

AI Search 220

AI Search AI ChatGPT Software Review 220

SaaStr

DECEMBER 5, 2023

The solution for this challenge? You always have to build more relationships within the customer organizations Gong, as an example, started as an SMB platform and went to Enterprise. For many, moving upmarket makes sense to scale. Show and deliver business value upfront.

Scale 212

Scale Enterprise readiness compliance Enterprise 212

SaaStr

OCTOBER 11, 2023

It’s a very flexible software that allows everyone to build their own solution. You don’t want to overwhelm SMB customers, and Monday made this a focus from day one. 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 169

Scale Sales Hiring Scaling Banking 169

SaaStr

JULY 22, 2022

Franklin stated, “The good thing about SaaS businesses is that technology is the solution our customers are seeing as the way that they’re going to automate themselves, get more productivity, more efficiency, and just help businesses run better.” However, SaaS can actually help businesses meet these challenges. How do I engage my customers?

B2C 252

B2C Scale Marketing Sales Hiring 252

Clouded Judgement

MARCH 22, 2024

For SaaS businesses that target smaller SMB customer segments, gross retention is typically in the mid to low 80’s with net expansion in the ~105% range. There’s very little organization maturity around the procurement of AI solutions. A huge portion of AI revenue today is truly experimental!

AI 183

AI Revenue Cloud Technical Advisors 183

SaaStr

JANUARY 24, 2024

From an R&D perspective, they invested in what they called vertical solutions to support those new use cases. 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. Soon the composition of the funnel began to change.

Scale 252

Scale Sales Hiring Scaling Revenue 252

SaaStr

JANUARY 12, 2022

Another top mistake SMB folks make trying to sell enterprise. This sounds so basic, but again it often isn’t, especially if you are using less experienced and/or SMB trained sales reps to sell into the enterprise. It has to be tailored to their needs, their pain, and the exact solution they need to a big problem.

CTO Hire 304

CTO Hire Sales Hiring New CTO CTO 304

SaaStr

NOVEMBER 9, 2019

Enterprise Reps often have a lot of help in sales — from solution architects and sales engineers helping answer customer questions, to the CEO joining pitches for the big deals. SMB sales: Reps generally are given 100+ leads a month from marketing / demand gen. Often just close 1–2 deals a quarter.

Sales Hiring 161

Sales Hiring Enterprise Sales SMB 161

SaaStr

DECEMBER 30, 2021

No one is going to replace a proven enterprise solution with a start-up that is only 20% better than an existing, implemented, hardened solution. Maybe you want to be 100% SMB, or focus on functional silos in the enterprise. But if you do something truly unique, and you aren’t mission critical on Day 1 at least (i.e.,

Startup 258

Startup SMB Enterprise Innovation 258

How To Buy Saas

APRIL 9, 2024

On the other hand, Machine learning solutions like anomaly detection and predictive analytics assist business owners in terms of anticipating behavior changes in the customers, identifying security threats and hence ensuring ultimate user experiences. It has resulted in the emergence of vertical SaaS solutions.

Artificial Intelligence 52

Artificial Intelligence Innovation Software Review Technical Review 52

IT World

APRIL 18, 2022

They have experts that know exactly how to deploy solutions without fail. In the small to mid-sized business (SMB) space, StorageCraft has long been a trusted backup software vendor. We often think vendors are perfect. They have backups. They have redundancy. And then we see they aren’t any better than we are.

SMB 100

SMB Software Management Business 100

Intercom, Inc.

OCTOBER 24, 2022

No matter what segment you’re targeting, you’ll need a strong champion who will act as an advocate for your solution. Typically in a land and expand sales motion, your solution is solving a specific problem for a particular line of business or function. 4 top tips for optimizing your sales strategy.

Strategy 91

Strategy Sales SMB SaaS 91

SaaStr

APRIL 14, 2023

Enterprise will likely have a different problem set vs. an SMB. And while many of these SaaS companies are trying to address similar issues, the geographic markets pay for these solutions differently. That’s an important lens to view your problems, but it’s not the only one. SE Asia, China, and other places.

Development Team Review 243

Development Team Review Technical Review Underperforming Technical Team SMB 243

SaaStr

JANUARY 7, 2021

Zendesk’s Sharon Prosser, VP Worldwide SMB Sales & XDR, and Astha Malik, VP GTM Strategy, Planning, and Enablement share some guiding principles about how their company has grown and enriched many markets. You want to reach markets you haven’t tapped and meet goals you may not have even thought possible. The X-Factors.

Scale 217

Scale Scaling Sales Hiring SMB 217

SaaStr

APRIL 4, 2022

Performance Marketing: Performance marketing focuses on driving volume and velocity through owned and paid ‘always on’ programs for net new leads acquisition for self serve, SMB, and enterprise accounts horizontally. . Scale your alliance and solution partner marketing portfolio to amplify net new acquisition. .

Scale 261

Scale Revenue Scaling Marketing 261

Stax

APRIL 11, 2024

SMB owners wear many hats, managing everything from staff to sales. That’s why all of our solutions are designed to simplify your life—from our subscription-based pricing to top-of-the-line POS equipment. Here’s where a Payment Management System (PMS) can swoop in as your financial hero to understand your business better.

Payment Services 88

Payment Services Payment Solutions Merchant Services Payment Methods 88