Stax

JUNE 18, 2025

Unlike horizontal SaaS solutions that serve a broad range of businesses, vertical SaaS solutions are designed with deep knowledge of specific markets—making them more intuitive, efficient, and impactful. In contrast, horizontal SaaS companies provide generic solutions that cater to the needs of several different industries.

Merchant Services 167

Merchant Services SaaS Payments Payment Services Payments 167

SaaStr

JANUARY 23, 2025

Think Platform, Not Point Solution Most successful enterprise companies win with platforms, not single products. Start Planning for Enterprise Earlier Than You Think The biggest mistake SaaS companies make? Waiting too long to start their enterprise planning.

Enterprise 244

Enterprise Sales Hiring Scale Outsourced Development 244

SaaStr

MAY 28, 2025

The company is successfully evolving from its SMB roots into a serious enterprise software contender. Their Platform Strategy Creates a Strong Differentiation Moat Monday.com positions itself as a true platform, not just a point solution.

Scale 193

Scale SMB Acquisition Enterprise 193

SaaStr

APRIL 14, 2025

AI Speakers: CEO Snowflake + CEO Observe: Where B2B Applications Are Going CEO Box Aaron Levie: AI, Agents and The Next Era of SaaS COO Google Cloud Francis deSouza: Hyperscalers: The Future and More CTO Rubrik: Co-Founder & CTO, Arvind Nithrakashyap CTO Neo4j: Philip Rathle (Valuation $2B+): How Revolut Left Salesforce and More: Rolling Your (..)

VP of Engineering 204

VP of Engineering CTO Coach VPCs (Virtual Private Cloud) Scale 204

SaaStr

FEBRUARY 7, 2021

Let’s break down for example what SMB sales at low price points typically is, and indeed needs to be, to scale: SMB SaaS companies are overloaded with “leads” They often have so many that they cannot follow up with all of them. At EchoSign, we gave 150 qualifed leads a month to our SMB reps ($99/month product).

SMB 328

SMB Sales Hiring Scale Enterprise 328

SaaStr

APRIL 30, 2025

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. While ServiceTitan started as an SMB-focused platform, theyve steadily moved upmarket. Just above non-GAAP break-even (3% non-GAAP margins) 110% NRR and 95% GRR $10.5B

Payments 141

Payments Payment Services SaaS Payments Payment Solutions 141

SaaStr

FEBRUARY 17, 2021

While their core web site “Creative Subscriptions” are growing at a still impressive 23% year-over-year, their Business Solutions segment with ecommerce and more are growing 60% year-over-year at $200m in ARR. Efficient at SMB marketing — an ~8 month CAC. Quite an incredible SMB success story!

Payment Methods 300

Payment Methods Payment Solutions Payments SMB 300

SaaStr

MAY 24, 2025

Top 10 Strategies Toasts CRO Uses to Crush Sales Quotas So a little while ago Toasts CRO Jonathan Vassil joined Sam Blond on SaaStr CRO Confidential on how Toast built one of the strongest but toughest rocketship in sales: a lower gross margin, lower ACV ($10k), sales-led SMB sales motion. Even with SMB Sales. Field-Based Sales Model.

Strategy 147

Strategy Payment Solutions Payment Methods SMB 147

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

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

OCTOBER 11, 2023

Overall subscription solutions revenue is up just 21%, while payments and merchant solutions are up 35% — from a much, much larger base. #2. 80% Margins on Software, But Just 38% on Payments and Merchant Solutions = 49.3% Pricing Increases Really Boosted MRR. MRR is up to $139M, so ARR is up to $1.7B

Payments 286

Payments Merchant Services Revenue Payment Solutions 286

Nimble - Sales

MAY 27, 2025

Instead, many find themselves tangled in a complex web of The post The Hidden Cost of the SMB Tech Stack: Why Its Time for a Smarter Solution appeared first on Nimble Blog.

SMB 53

SMB Branding Business 53

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

JULY 14, 2022

Talkdesk, last valued at $10B, started off as an SMB Zendesk and Salesforce plug in at a $25m valuation when I first invested. That’s a big change from a grab-and-go SMB solution in the early days. As a side note, SMB SaaS companies often hit TTAM issues earlier.

SMB 325

SMB Enterprise Government Startup 325

SaaStr

OCTOBER 6, 2024

Loren has been a SaaS SMB+ leader for years, running Shopify Plus and revenue leadership roles at Bill and Podium as well. Mass email campaigns haven’t worked for them, no have they for other vertical SaaS SMB leaders I’ve invested in. Owners at SMBs have no one. Not Random Point Solutions. Go Learn Why.

Sales Hiring 267

Sales Hiring SMB SaaS Leadership 267

SaaStr

DECEMBER 14, 2022

Yamini Rangan, CEO at HubSpot, has many insights on how to serve SMB customers at scale. The Challenge of Digital Expansion for SMB. When the shift began in 2020, everyone wrote off SMBs as unprepared for the necessary changes that lie ahead. By 2021, the market witnessed a frenzied phase to add point solutions.

Scale 258

Scale SMB Scaling Innovation 258

SaaStr

APRIL 1, 2023

Companies were forced to transition from pen and paper to digital solutions quickly. 2020 wasn’t the only reason small business owners adopted software solutions, but it sure sped up the process. How To Capture This Global SMBTech Opportunity There is massive market opportunity to sell to SMB businesses. You’re in the long game.

Scale 245

Scale SMB Merchant Services Payment Methods 245

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 286

SMB Scale B2B Revenue 286

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 280

SaaS Payments Sales Hiring Scale SMB 280

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 298

Sales Hiring SaaS SMB Content Marketing 298

Tom Tunguz

APRIL 23, 2023

SMB revenues decreased 13% Education declined 9% with a 68% drop in hardware sales Government grew 13.5% Competitive dynamics have changed with budget consolidation favoring suites over best-in-class solutions & cost-cutting rather than revenue growth products. CDW has a significant government & education business.

Software 297

Software Government Healthcare SMB 297

SaaStr

AUGUST 28, 2024

And with that, it seemed a good time to dig in with one of the great SMB leaders Bill. With a super impressive 111% NRR from SMBs. Divvy, now Spend & Expense Solution, has grown to a stunning $500m run-rate, growing faster than the original standalone platform. #5. Grab the final tickets here!! 5 Interesting Learnings: #1.

Payments 285

Payments Payment Solutions SMB Acquisition 285

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 253

SMB Entertainment Acquisition Branding 253

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

JULY 27, 2022

If a SaaS business hopes to win over the SMB market successfully, it will need a precise GTM approach. Founded in 2015, PayFit is a software company that empowers entrepreneurs and SMBs to digitize payroll and HR processes. when customers needed to switch from an old payroll solution to PayFit).

SMB 244

SMB Sales Hiring Scale B2C 244

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 278

Business B2C SMB Customer Success 278

Tom Tunguz

FEBRUARY 26, 2025

At a very small price point, they ask: Since the product is so inexpensive, is it a toy or true enterprise solution? Today, the Zendesk enterprise plans cost 10x as much as standard plans. Enterprise buyers often equate price with quality. Conceptually, performance pricing is very rational.

SaaS Payments 283

SaaS Payments Pricing Strategy Scale 283

SaaStr

MARCH 20, 2023

Case shares the playbook for the “messy middle” to prevent the very predictable problems you run into in the middle ground of the mid-market, that space between SMB and enterprise. The unit economics in the mid-market can be much more attractive than in SMB. Why The Mid-Market Is So Messy The mid-market is hard to define.

Scale 243

Scale Enterprise Scaling SMB 243

SaaStr

OCTOBER 8, 2024

You Need to Own the Whole Operation In SMB Vertical SaaS For a pizza shop, it isn’t rocket science or that complex of a business, so you can chip away at jobs to be done and give them world-class solutions. Entrepreneurs aren’t out there looking at software all the time, so they aren’t looking for point solutions for everything.

Scale 270

Scale Scaling SaaS Point of Sale 270

SaaStr

JANUARY 21, 2020

It’s an SMB SaaS company in the healthcare technology vertical. My velocity lane, PatientPop’s SMB SaaS, eight units a month, $13,500 contract. This should be an easy plug-and-play solution. But what I found is I was much more likely to get a plug-in-play solution by staying in my velocity lane. Hey everyone.

Sales Recruiting 331

Sales Recruiting Sales Hiring Scale Sales 331

SaaStr

APRIL 14, 2025

Closing high-ticket enterprise deals is a different beast compared to SMB or mid-market sales. Most SMB sales reps and even most founders aren’t very good at this. Your pitch should focus on the critical business issues theyre facing and how your solution delivers measurable ROI. Learn to be good at this. Force yourself.

Enterprise 159

Enterprise SMB Finance Pricing 159

SaaStr

DECEMBER 14, 2020

In a low-end subscription model for a tool, not a solution (e.g., Churn is a good term for your SMB and freemium customers. No one at a Big Company wants to churn out a solution they use every single day, and spent a ton of time, money, and social capital implementing. semi-commodity storage, semi-commodity hosting, etc.

Churn 362

Churn Sales Hiring Systems Review B2C 362

SaaStr

APRIL 17, 2021

Squarespace may be more design-focused, Wix the somewhat more cost-effective solution. It’s very helpful to see this called out for SMBs, and is pretty low for a public SaaS company. But perhaps not that uncommon for higher-churn SMB categories. But in many ways, Squarespace looks like a 70% version of Wix. 85% NRR.

Payment Methods 334

Payment Methods Merchant Services Payments Payment Services 334

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 286

Scale SMB Scaling Customer Success 286

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

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 278

Scale Sales Hiring Sales Underperforming Technical Team 278

Tom Tunguz

APRIL 8, 2015

See also: Innovator’s Solution for SaaS Startups. There’s a familiar path now to SaaS companies that start in the SMB (small-to-medium business) part of the market. In short, new startups leverage a distribution advantage to acquire SMB customers at scale. SMB 3-7% 31%-58%. Why does this happen?

Innovation 208

Innovation Startup Scale SMB 208