SaaStr

JULY 26, 2022

So in theory, SMB SaaS is better than enterprise, at least 9 times out of 10: Deals close much faster. But beyond all the other Pros and Cons of SMB vs enterprise, there’s one looming issue with SMB SaaS: Churn. SMBs go out of business, and quickly. SMBs pay monthly, and often scrutinize every expense.

SMB 363

SMB Churn Payment Services SaaS 363

SaaStr

SEPTEMBER 19, 2023

based SMB sales positions. Almost every SMB SaaS company I work with has moved most of its sales team outside the U.S. Almost every SMB SaaS company I work with has moved most of its sales team outside the U.S. These all sprung up as more cost-effective centers of excellence for SMB and even some mid-market sales reps.

SMB 315

SMB Scale Sales Hiring Sales 315

SaaStr

APRIL 16, 2022

Per LinkedIn data, SMB AEs at some of the top SaaS and B2B companies have: an average base salary of $70k, an average OTE of $125k, and. SMB AE | TOP 30 Sales Organizations. The post BowtiedCocoon: Top SaaS SMB AEs have $125k OTEs. And it’s super helpful. the best, top reps make $260k. Or more than 2x their OTE.

SMB 336

SMB AWS SaaS B2B 336

SaaStr

NOVEMBER 26, 2022

So this is just a personal post, not as an investor or blogger or community runner, but as an SMB owner. ” as an SMB. Favorite #01 as an SMB Admin: Gusto. Favorite #02 as an SMB Admin: Bill. It might be — I don’t actually care as the “boss” at an SMB. Running “SaaStr Inc.”

SMB 286

SMB Systems Review Management 286

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 279

SMB B2B Enterprise Scale 279

SaaStr

OCTOBER 25, 2024

It’s SMB. Crowdstrike gets 8% of its revenues from professional services, too, and makes money on them, with 27% gross margins. Okta gets about 3% of its revenue from professional services. HubSpot gets about 2.3% of its revenue from services.

Investment 301

Investment SaaS SMB Enterprise 301

SaaStr

OCTOBER 16, 2024

Even With a Big Enterprise Push for Years, 60% of Revenue Still From Mid-Market and SMB RingCentral closed 20 $1M+ TCV deals last quarter. But even as they push more and more into the enterprise, the SMBs still are buying. But I’m not sure that’s the proper way to look at it. Either way — ouch. Almost just as much.

Scale 287

Scale SMB Compensation AI 287

SaaStr

FEBRUARY 3, 2025

A Bit About Our Enterprise Leaders Jean Dwit Currently Chief Business Officer at Stripe, running all technology and financial partnerships, plus corporate strategy Scaled Stripe’s sales team from 10 to hundreds of reps across the Americas Former leader at Dialpad (SaaS communications) Built out Google Enterprise (now Google Cloud) SMB sales teams (..)

Scale 275

Scale SMB Enterprise Enterprise readiness 275

SaaStr

APRIL 30, 2024

How do you build GTM efficiency in SMB sales? While this title is SMB-oriented, the advice applies to Mid-Market and Enterprise, too. The post How to Build Go-to-Market Efficiency in SMB Sales with Owner.com CRO Kyle Norton appeared first on SaaStr.

Scale 304

Scale SMB Sales Hiring Sales 304

SaaStr

AUGUST 21, 2023

So we reached out to the leading SMB vendor. 5x more for the SMB vendor! $50k 50k plus a migration fee (almost $100k total, really) for the SMB Vendor vs. $15k a year today for The Enterprise Vendor. But the SMB vendor is pushing hard to monetize its biggest SMBs the most. That’s huge for an SMB.

SMB 246

SMB Enterprise Scale Pricing 246

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 276

Scale Sales Hiring SaaS Payments Sales 276

SaaStr

DECEMBER 28, 2024

SMB-focused SaaS companies often have better performance with Facebook in particular, and can often deploy more there. And marketing, done well, on platforms almost always works. It’s hard to do well, but getting top placement on the Shopify ecosystem seems to work, for example. To a point.

B2B 262

B2B B2C Marketing SaaS 262

SaaStr

FEBRUARY 20, 2022

SaaStr 527: Acquiring 10,000 SMB Customers Solely from Data with Gorgias CEO Romain Lapeyre. The 4 V’s of Sales: Volume, Value, and Velocity with Waze Head of SMB Sales Fernando Belfort and Head of Sales Enablement Kendra Wrightson. Plan For It. 5 Interesting Learnings from CS Disco at $120,000,000 in ARR.

SMB 286

SMB Scale Marketing Sales 286

SaaStr

JANUARY 9, 2025

Many that are self-serve and SMB-focused can start off without a sales team … for a while. Dear SaaStr: What Are Some Successful SaaS Leaders Without Sales Teams? But almost none stay without a sales team … forever. Yes, Atlassian since well past its IPO had almost no direct sales team.

Scale 276

Scale Sales Hiring Sales Headcount 276

SaaStr

FEBRUARY 28, 2023

While Zoom Enterprise is growing at a healthy clip, churn is over 3% a month for its SMB customers As a result, it’s now predicting 1% growth next year 1% pic.twitter.com/i2k2W9QbVX — Jason Be Kind Lemkin  (@jasonlk) February 27, 2023 So Zoom has just been the craziest story of all time in SaaS. It probably couldn’t last.

SMB 276

SMB Churn Enterprise Engineering 276

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. The past few years have kicked off an unprecedented wave of digital expansion.

Scale 263

Scale SMB Scaling Innovation 263

SaaStr

NOVEMBER 27, 2023

During SaaStr Annual , Eric Huff, VP of Sales Strategy and Programs, and Theresa Stevens, Regional VP of the SMB sales team, shared an “under the hood” look at how Salesforce does its internal forecasting using Salesforce.

Forecasting 287

Forecasting SMB Sales Technical Review 287

SaaStr

FEBRUARY 8, 2025

Forget everything you know about SMB customer success.

Customer Success 272

Customer Success Scale Government Systems Review 272

SaaStr

DECEMBER 1, 2021

The post The State of Software Buying: From SMB to Enterprise with G2’s CMO appeared first on SaaStr. Key Highlights: Adopt a product-led growth mindset. Treat your customers like your best marketing partners. Focus on your NRR > ARR.

Software Review 287

Software Review SMB Enterprise Software 287

SaaStr

OCTOBER 16, 2024

In the SMB space, the biggest problem is onboarding for complex products. They just crossed a billion in ARR, growing 34% with 110% NRR from SMBs and 22% free cash flow. Go more Enterprise or SMB. All unstructured data to be instantly searchable. You’ll fall behind if your data can’t be found or it’s in painful dashboards.

Sales Hiring 320

Sales Hiring Scale AI SaaS 320

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 91

SMB Sales Recruiting Branding Sales Hiring 91

SaaStr

APRIL 1, 2023

How To Capture This Global SMBTech Opportunity There is massive market opportunity to sell to SMB businesses. Efficient Go To Market There are a lot of ways to GTM as an SMB. With SMB, you want hundreds or thousands of little merchants to pay you every month. Nail an efficient SMB motion before trying to move upmarket.

Scale 245

Scale SMB Merchant Services Payment Methods 245

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. Lean into self-motivated talent.

Sales Hiring 287

Sales Hiring Scale Systems Review Interviewing 287

SaaStr

JANUARY 8, 2025

The SMB sales team was incentivized purely on logo acquisition rather than revenue. Whereas in usage-based you have to be laser-focused on making sure that your customers are going live, adopting, and using the product as intended.” She explains: “Our smallest segment sales team was focused on activating customers.

Revenue 296

Revenue Scale Sales Hiring Compensation 296

SaaStr

MARCH 21, 2025

It Takes Mobile Business Apps 222 Days to Hit $10,000 ACV An interesting remind for SMB and freemium apps … to earn it. But if they are using it and getting value, the RevenueCat data is a reminder to be patient here. It may even be better if they convert later, and get more value. #3.

Data 200

Data ChatGPT Mobile SMB 200

SaaStr

AUGUST 29, 2022

SMB SaaS has a lot going for it: – Millions of them – Short sales cycles – Easier compete. But, it's often hard to get to $100m ARR selling just to SMBs. sell just to SMBs pic.twitter.com/Po1I2aMaBK. So many VCs and others have gotten more and more excited about SMB SaaS. Millions and millions more.

SaaS Payments 347

SaaS Payments Scale SMB PayPal 347

SaaStr

JANUARY 23, 2025

Start Planning for Enterprise Earlier Than You Think The biggest mistake SaaS companies make? Waiting too long to start their enterprise planning. ” 2.

Enterprise 244

Enterprise Sales Hiring Scale Outsourced Development 244

SaaStr

NOVEMBER 21, 2020

Let’s look at some of the top public SaaS companies: Shopify — very SMB: 100%. Hubspot — mostly SMB: 100%. Surverymonkey — fairly SMB, but going more enterprise: 100%. Zendesk — 116%, mix of SMB and enterprise. Developer-focused, but still fairly SMB. And mostly SMBs. 119% net revenue retention.

Retention 349

Retention SMB SaaS Enterprise 349

SaaStr

JUNE 7, 2021

If your SMB product requires or has a salesperson involved in closing, that’s a clear sign you also want a human being involved in making sure that customer is a success post-sale, too. Just assign a certain amount of ARR per each SMB customer success manager. Support has to handle a lot of routine SMB issues anyways.

Customer Success 353

Customer Success Scale SMB Sales 353

Tom Tunguz

MARCH 27, 2023

Startups selling to enterprises have increased 36%, twice those of Mid-Market & SMB focused companies. Mid-market & SMB distributions skew left with up to 10% of businesses reporting a decrease in sales cycle during the period. This figure is statistically significant with a p value of 0.0005.

Startup 350

Startup SMB Headcount Sales 350

SaaStr

JANUARY 19, 2025

How to Build Go-to-Market Efficiency in SMB Sales with Owner.com CRO Kyle Norton Owner is perhaps the fastest-growing new player in SaaS for restaurants, automating everything from marketing to menus. It takes getting out in the field, and creating a ton of true value — before the sale. #2. How Kyle does it here: #3.

Scale 189

Scale Sales Hiring Scaling SMB 189

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? And the more products they buy, the higher the NRR. Those are two separate considerations. Daniel talks to at least 5-10 customers every week.

SaaS Payments 259

SaaS Payments Payments Payment Solutions Payment Services 259

SaaStr

MAY 7, 2021

HubSpot is sort a bell-weather stock and company for selling to SMBs and mid-market. And what we see is that SMB is on fire in SaaS. HubSpot is adding a breathtaking number of SMB customers at $1.1B Even though SMBs often at best have 100% NRR, HubSpot is more than making up for it with 45% annualize customer growth.

SMB 362

SMB Revenue Enterprise SaaS 362

SaaStr

JUNE 2, 2022

Two things though did get hit harder — SMB Churn and Upsell s. Customers kept buying more SaaS than ever, which masked all-time high churn in SMB accounts. SMBs just plain went out of business in ’08-’09. So our gross SMB churn spiked to a crazy high of 5.5% That never even slowed down.

SMB 361

SMB SaaS Churn Enterprise 361

SaaStr

SEPTEMBER 7, 2024

Automation and AI are critical in SMB Vertical SaaS … due to a lack of labor Automation and AI are less about efficiency in SMB vertical SaaS than simply dealing with a lack of labor. Onboarding has to be much slicker for SMBs. Toast had the luxury of taking years to build up a suite like this.

SaaS Payments 315

SaaS Payments Payments Payment Methods SMB 315

SaaStr

FEBRUARY 1, 2022

Toast’s SMB NRR is 114% today — but it took 4 full years just to get to 100%. A reminder that you don’t need to settle for sub-100% NRR from SMBs. And also that, with SMBs, it can take a while and a lot of value-add and learnings to get that NRR over 100%. And it’s the true magic in scaling SMB SaaS.

Scale 363

Scale SMB SaaS Scaling 363

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 360

SMB SaaS Retention Scale 360