“The Secret to SMB Sales” Accel Partner Andrei Brasoveanu and Doctolib Chief Development Officer Agnes Bazin

SaaStr

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. The topic of the day is secret to SMB sales.

SMB 141

The 5-Step SMB Sales Call Follow-Up Framework [Templates]

Sales Hacker

For years now, I’ve taught a simple follow-up framework to salespeople and RevenueZen clients who are going after SMB and mid-market buyers — perfect for when you’re talking directly to the decision maker and there are only a few stakeholders involved.

SMB 79

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Selling to Enterprise (Just Like Selling to SMB… Right?)

Sales Hacker

How do I get promoted from SMB/MM to enterprise? When one LoB closes… How Do I Get Promoted from SMB/MM to Enterprise? The post Selling to Enterprise (Just Like Selling to SMB… Right?)

SMB 70

From SMB to Enterprise: A 2-Step Strategy to Boost Adoption & Growth

Sales Hacker

Enterprise sales is hard, which is why most businesses start as an SMB org and grow into an enterprise org. So let’s look at how to drive sales in a high-growth situation, so the transition from SMB to enterprise is smoother (and faster).

SMB 100

Three Counterintuitive Points about SMB SaaS

Tom Tunguz

Kenny van Zant drew this diagram for me on white board and I think it’s the best visualization of how SMB SaaS freemium business grow. The diagram highlights a few important mechanics of the SMB SaaS business model.

SMB 130

“The Secret to SMB Sales” Accel Partner Andrei Brasoveanu and Doctolib Chief Development Officer Agnes Bazin (Video + Transcript)

SaaStr

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. The topic of the day is secret to SMB sales.

SMB 141

The Pressure to Move Up Market Facing SMB SaaS Startups

Tom Tunguz

When an SMB SaaS startup is young with quickly growing revenues, more of the same works. For some SMB SaaS companies, generating this kind of lead volume even at scale isn’t a challenge. But many SMB SaaS startups eventually outstrip their initial user acquisition channels whether they be word-of-mouth, content marketing, mobile app distribution, channel partnerships. ARR 1 5 10 25 50 100. New Customers per Year 1333 6667 13,333 33,333 66,667 133,333.

SMB 100

The Characteristics of the Most Attractive SMB SaaS Companies

Tom Tunguz

What are the attributes of the ideal SMB SaaS company, an entrepreneur asked me recently. I believe that the next wave of SaaS companies will be centered around workflows, Event Driven SaaS , and this extends to SMB SaaS. I don’t have the answer to building an amazing SMB SaaS company. It’s a good question. There are product, marketing, and sales attributes to that ideal company that successful SaaS business have exemplified in the past. Product.

SMB 100

The Most Successful SMB SaaS Acquisition Channel Ever Built

Tom Tunguz

Channel distribution represents one of the biggest and most important changes in customers acquisition for SMB SaaS startups in quite a while. One of the most interesting examples is Microsoft’s Office 365 SMB business. It’s the most successful SMB SaaS acquisition channel ever built. Thomas Hansen was Worldwide Vice President of SMB at Microsoft. After all, he’s built the most success SMB SaaS channel ever.

SMB 100

PODCAST 53: Transitioning to Move Upmarket from SMB to Enterprise w/ David Katz

Sales Hacker

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. Strategies for moving upmarket, and how to transition from SMB to enterprise.

SMB 85

SMB or Enterprise - Which is the Better Go To Market in SaaS?

Tom Tunguz

SMB to mid-market to enterprise or straight to enterprise?” In exchange for these benefits, SMB startups cede the enterprise market early on. Oracle (enterprise) bought Netsuite (SMB) for $9.3B. A friend recently asked, “Which path is better for SaaS startups? ” It’s a key strategic question for many founders building software companies. Startups that initially target small to medium businesses benefit from several key advantages.

SMB 113

Are SMB SaaS Companies Valued Differently than Mid-Market SaaS Businesses?

Tom Tunguz

Today, we’ll dig into valuation metrics to see if there’s any systematic bias in the investor community for SMB, Mid-Market and Enterprise SaaS companies. SMB is less than $10k, Mid-Market is between $10k and $100k, and Enterprise is greater than $100k in average customer value. The data indicates that SMB companies trade on average at 8.1x In the SMB and Mid-Market, there’s quite a bit of variance.

SMB 100

Weekly Walk with Deputy’s Global President & SMB Team Sales Manager, Steve Power & Laura Bartkiewicz

OpenView Labs

The post Weekly Walk with Deputy’s Global President & SMB Team Sales Manager, Steve Power & Laura Bartkiewicz appeared first on OpenView Labs. Weekly Walk

SMB 46

InsightSquared’s Dreamforce 2017 Sessions for Sales & Sales Operations Professionals

InsightSquared

Mike Wolff, SVP, Commercial Sales, at Salesforce, Adrian Rosenkranz, Head of SMB Marketing at Salesforce, Peri McDonald, Regional Vice President, Customer Success at Salesforce and Fred Shilmover, co-founder and CEO of InsightSquared. Market, sell and support: best practices from SMB leaders — Wednesday, November 8 at 1 – 1:40 p.m., Cost-effectively marketing & selling to, servicing, and retaining SMB customers is daunting for any organization.

SMB 150

The Defining Characteristics of Successful SMB SaaS Startups

Tom Tunguz

At first glance, SMB SaaS companies, those who sell Software-as-a-Service to small to medium businesses, may seem like any other software company. Successful SMB SaaS companies have reinvented their businesses eschewing the expensive enterprise sales model in favor of end-user centric marketing, support and product development. SMB SaaS companies sell to a highly fragmented market. Effective SMB products also prequalify customers through the Product Qualified Lead.

SMB 100

SMB Update: End-of-Year Hurdles for Small Businesses

wepay

While most of us are occupied with shopping and travel for the holidays, small & medium-sized business (SMB) owners have even more end-of-year issues to navigate. As a partner to platform businesses, we’ve developed best practices to quash SMB pain points.

SMB 52

Successful SMB SaaS Companies Have a 2 Step Value Proposition

Tom Tunguz

On first glance, SMB SaaS companies, those who sell Software-as-a-Service to small to medium businesses, may seem like any other software company. SMB SaaS companies sell to a radically different market than enterprise software companies. On the other hand, SMB SaaS companies sell to firms with 10 employees and $400k in annual payroll. SMB SaaS companies need to reach and market to 1,000 times more companies than their enterprise counterparts.

SMB 100

SMB update: WePay survey finds payment challenges galore

wepay

The WePay SMB & Money Survey , a national survey of 505 U.S. Data from the WePay SMB & Money Survey reveals additional benefits for SMBs that accept payments online. The post SMB update: WePay survey finds payment challenges galore appeared first on WePay Blog. What’s it like to run a small business? What obstacles do small business owners face? small business owners, addressed these and other questions.

SMB 40

5 Interesting Learnings from Xero. As It Crosses $650m in ARR.

SaaStr

What lessons can we learn from this huge Kiwi SMB success, for other founders? ” So even in SMB sales in smaller markets, if you take dominant market share — you can get to $500m+ in ARR! Xero’s SMB churn isn’t zero.

SMB 277

Are Hubspot and Salesforce competitors?

SaaStr

Yes, it has SMB customers. And Hubspot is very SMB. Q: Are Hubspot and Salesforce competitors? Barely. Yes, on the surface, Hubspot competes with Salesforce. It’s 4 core products also 4 core product for Salesforce: Sales, Marketing, Support, and Service.

SMB 169

Salesforce Essentials review: Stripped-back CRM wins on functionality

ITPro

The SMB edition of one of the world's most popular sales tools dials down both cost and complexity. Reviews.

SMB 62

What The Downturn Will Probably Look Like in SaaS

SaaStr

What we learned from ’08-’09 in SaaS: First, SMB churn went through the roof — as SMBs went under much more quickly and often. Anyone processing a lot of SMB and credit-card deals saw churn probably double. Assume SMB churn doubles — and quickly.

SMB 285

How is low/mid-ticket sales different from enterprise sales?

SaaStr

SMB sales: Reps generally are given 100+ leads a month from marketing / demand gen. Generally need to close 8–12 deals a month for larger SMB deals , more for small deals (>10x more than an enterprise rep). They are very, very different.

How much money do the best SaaS inside sales AEs make?

SaaStr

The numbers are often a smidge higher with SMB sales too. So the very, very top reps can make maybe $180k-$200k for SMB sales, and up to $1m for enterprise / big sales. You can back into it. Ultimately, in most SaaS models, in the U.S.,

SMB 208

How Much ARR Can a CSM Manage?

Tom Tunguz

In the SMB the distribution is more uniform. Price points in the SMB can vary widely, as can the success effort. How much can a customer success manager manage? I’d heard the wisdom of $1-2M in ARR per year and around 80 accounts. But I hadn’t come across any data.

As an entrepreneur, what was it like acquiring your first customer?

SaaStr

The second time, we started SMB. As a founding team, we didn’t know what to make of our first SMB customers, as they were very small — from $12 to $99 a month. I had very different experiences. In my first start-up, we were whale hunting — big, large, Fortune 500 customers.

SMB 164

Our Top 8 Tips to Prevent Credit Card Fraud

Rebilly | Insights Into Subscription Billing

That’s the average total of direct and indirect costs of SMB businesses trying to recover from credit card fraud. Have $46,000 to spare?

SMB 64

test

Nimble - Sales

SMB 52

5 Interesting Learnings from SurveyMonkey. As It Crosses $300m in ARR.

SaaStr

self-service customers, at some point, you can potentially have the entire world as customers and mature out in SMB. One worry with SMB and freemium is how big can the market be? SurveyMonkey is one of the Old School SaaS companies that has followed an interesting path.

SMB 276

What is the psychology behind the B2B enterprise sale?

SaaStr

And the average SMB buyer has already purchased 50+ apps. In 2019, the average enterprise buyers has deployed over 100+ SaaS apps, per Okta numbers. So your prospects and customers are veterans. The general pyschology thus is different than it used to be in SaaS.

The Innovator's Dilemma for SaaS Startups

Tom Tunguz

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. Early on, the SMB customers finance a startup’s growth and enable the startup to build a broader product over time that eventually becomes more attractive to enterprises. SMB 3-7% 31%-58%. See also: Innovator’s Solution for SaaS Startups.

The Top 10 Most Popular Sessions at SaaStr Europa Next Week!

SaaStr

The Secret to SMB Sales with Accel and Doctolib. Do you have your ticket for 2019 SaaStrEuropa.com? We are Sold Out at 2,500 total attendees, but will continue to release a handful of tickets from the waitlist, so sign up here asap to get on.

SMB 229

The Top Cloud Stories of the Week: A Downturn?, Top YC Companies, Dave, Google Turns 21

SaaStr

Why SMB and Enterprise Sales Have Nothing In Common | SaaStr. We now have over 200,000 (!) subscribers to the SaaStr Cloud Daily on Quora , 8,700,000+ views, and are adding thousands of new followers per week.

Cloud 188

How Hikari Used Nimble + Office 365 To Unify Data Under One Roof

Nimble - Sales

About the Company Cloud Solutions Provider Hikari Data Solutions (Hikari) was formed in 2018 as the result of a spin-off from EMIT Solutions, founded by Eamon Moore and recipient of a recent Microsoft Global Partner of the Year Award for SMB Cloud Solutions.

SMB 87

SaaStr Podcasts for the Week with Pleo and Talkdesk — September 4, 2019

SaaStr

How does the product build in the early days differ when building for SMB vs enterprise? Why does Jeppe believe that building for SMB makes it easier to build a great culture internally?

Top 10 Learnings about Free Trials with Tomasz Tunguz (Video + Transcript)

SaaStr

And they were broken down roughly a third, a third, a third by targeting the SMB, the mid-market, and the enterprise. In the SMB, two-thirds use month-to-month, and in the enterprise, you’ve got two-thirds using multi-year. So there’s no value using it at the SMB.

SMB 261

How to Decide When To Move Upmarket

Tom Tunguz

The strategic question might be catalyzed by increasing cost of customer acquisition in the core SMB segment. In addition, enterprise sales often requires more staff than SMB sales. Field marketing and sales engineering are two essential roles in enterprise sales that have no counterpart in SMB. Third, to what degree do the SMB and enterprise roadmaps overlap?

SMB 100