Revenge of the SMB: Zoom & Shopify Got Even More SMB at $4B ARR, Not Less

SaaStr

As Shopify crossed $4B ARR, it actually got a bit more SMB. It’s just its SMB customers grew even faster — at $4B in ARR! So SMB revenue at Shopify grew to 74% at $4B, up from 72%. And as Zoom crosssed $4B in ARR, it actually got a lot more SMB.

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The Challenge with SMB SaaS: High Growth Can Only Mask High Churn For Just So Long

SaaStr

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. It started very SMB.

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Networking Technology: SMB

SaaS Metrics

You might not have heard of the SMB protocol but still use it daily. The Server Message Block (SMB) is a network protocol. All Windows operating systems which are used for networking can run the SMB protocol. Networking Terminology network protocol smb protocol wannacry attack

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Why SMB and Enterprise Sales Have Nothing In Common

SaaStr

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.

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BowtiedCocoon: Top SaaS SMB AEs have $125k OTEs. But The Best Ones Make $261k.

SaaStr

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.

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Acquiring 10,000 SMB Customers Solely from Data with Gorgias CEO Romain Lapeyre (Pod 527 + Video)

SaaStr

Gorgias CEO Romain Lapeyre has successfully scaled the Gorgias SMB customer base from 1,000 to 10,000 by relying on data. The post Acquiring 10,000 SMB Customers Solely from Data with Gorgias CEO Romain Lapeyre (Pod 527 + Video) appeared first on SaaStr.

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Top SaaStr Content for the Week: Gorgias CEO, Postman CEO, Waze Head of SMB Sales, Klaviyo SVP Marketing, and More!

SaaStr

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.

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7 Secrets to a Successful SMB Go-To-Market Strategy with PayFit Co-Founder and CEO Firmin Zocchetto and Accel Partner Philippe Botteri (Pod 576 + Video)

SaaStr

If a SaaS business hopes to win over the SMB market successfully, it will need a precise GTM approach. If you approach an SMB with a heavily involved sales process, they will likely move on or go to your competitor.

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The 5 best SMB storage clouds

IT World

I want to talk to you today about clouds. But I'm not here to talk about hyper-scale, public clouds such as Amazon Web Services (AWS), Azure, or Google Cloud. They're great, but for many, they're overkill.

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“What Are You Seeing? #001” with Romain Lapeyre, CEO of Gorgias: 2,500+ SMB E-Commerce Customers

SaaStr

001” with Romain Lapeyre, CEO of Gorgias: 2,500+ SMB E-Commerce Customers appeared first on SaaStr. I’m kicking off a new series at SaaStr on the #1 question everyone asks me, and I think is asking: “What Are You Seeing?”

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10 Learnings Scaling from Consumer to SMB to Enterprise with Grammarly’s Head of Organizations Revenue Dorian Stone (Podcast 520 + Video)

SaaStr

Dorian Stone , Head of Organizations Revenue at Grammarly, is here to share lessons from his experience of scaling the company from consumer to SMB to Enterprise to help you steer your expansion efforts in the right direction.

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BrandPost: 5 New Year’s Resolutions for Every SMB

IT World

In this post, we offer up five battled-tested network technologies and strategies that can bring more speed and agility to most small- or medium-sized businesses (SMB), perhaps even while lowering costs.

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BrandPost: Wire Your SMB for Digital Success

IT World

IT talent is scarce and expensive, so it’s no surprise that many small- and mid-sized businesses (SMBs) operate with limited IT support. For many, this makes them reticent to upgrade their network and deploy more robust solutions with better performance and flexibility.

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BrandPost: The SMB Guide to Securing Employee Personal Devices

IT World

Although this may be convenient for employees, it creates significant security risks for the small and midsize business (SMB). Trying to stay ahead of cyberattacks is a headache for most organizations.

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How To Manage Customers In Microsoft 365 [formerly Office 365] for SMB

Nimble - Sales

The post How To Manage Customers In Microsoft 365 [formerly Office 365] for SMB appeared first on Nimble Blog.

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“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. Andrei Brasoveanu will sit down for a conversation with Agnes Bazin Doctolib on how to create a targeted and effective sales process tailor-made for SMB. We knew from the beginning that we had to be excellent in SMB sales because basically there is no other way around it.

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How to Transition from SMB to Enterprise: Tips from 3 Experts

Sales Hacker

They sit around a table and share actionable insights about their company’s transition from SMB to enterprise sales. . There’s one nightmare scenario every company wants to avoid when they make the transition from SMB to Enterprise.

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How To Sell Software To Small Business: Successfully Selling SaaS to SMB in 2021

Nimble - Sales

The post How To Sell Software To Small Business: Successfully Selling SaaS to SMB in 2021 appeared first on Nimble Blog. The COVID pandemic rang the bell of change for humanity. We rushed for a break from normalcy with the curiosity of schoolchildren.

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BrandPost: How to Adopt a “Defense in Depth” Security Strategy to Protect Your SMB

IT World

While small- and medium-sized businesses (SMBs) may not consider themselves prime targets for cyber security attacks, the fact is they are being targeted more frequently these days.

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The Ultimate Guide to SMB Conferences of 2020

Nimble - Sales

The post The Ultimate Guide to SMB Conferences of 2020 appeared first on Nimble Blog. Have you already decided which of the countless conferences and events across the globe you want to attend in 2020?

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BrandPost: SMB Best Practices: Questions to Ask Before Contracting With a Security Services Provider

IT World

Getting ready to procure managed services to help support or augment your security team? You’re not alone: 62% of organizations said they plan to outsource some or all of their IT security functions in 2022, according to the Foundry 2021 Security Priorities Study.

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“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. Andrei Brasoveanu will sit down for a conversation with Agnes Bazin Doctolib on how to create a targeted and effective sales process tailor-made for SMB. We knew from the beginning that we had to be excellent in SMB sales because basically there is no other way around it.

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Swipe debit card, get stock; In defense of the IPO; New models for SMB lending, and more

Andreessen Horowitz

… The post Swipe debit card, get stock; In defense of the IPO; New models for SMB lending, and more appeared first on Andreessen Horowitz. This first appeared in the monthly a16z fintech newsletter. Subscribe to stay on top of the latest fintech news. . IN THIS EDITION.

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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

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Three Counterintuitive Points about SMB SaaS

Tomasz 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. In any given freemium user base, small-office/home-office (1 to 20 employee shops) users tend to be a few times larger in size than true SMB customer (20 to 500 employees).

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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). 2 rules for transitioning from SMB to enterprise. The post From SMB to Enterprise: A 2-Step Strategy to Boost Adoption & Growth appeared first on Sales Hacker.

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The Pressure to Move Up Market Facing SMB SaaS Startups

Tomasz 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.

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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?) In my early years as a leader, I remember one of the first eye-popping conversations I had with an account executive (AE) on my team.

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The Characteristics of the Most Attractive SMB SaaS Companies

Tomasz 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.

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The Most Successful SMB SaaS Acquisition Channel Ever Built

Tomasz 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.

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SMB Owners Share Their Payment Pain Points in WePay’s State of Small Business Payments 2020 Survey

wepay

The post SMB Owners Share Their Payment Pain Points in WePay’s State of Small Business Payments 2020 Survey appeared first on WePay Blog. A ton has happened this year around the world – it’s been a rollercoaster – especially for small businesses. This global pandemic has affected different markets in various ways. For instance, we’ve seen grocery stores actually doing better compared to restaurants and event businesses that are really feeling the pain. .

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Only 11% of Public SaaS Companies Sell Just to SMBs

SaaStr

SMB SaaS has a lot going for it: – Millions of them – Short sales cycles – Easier compete. So many VCs and others have gotten more and more excited about SMB SaaS. After all, there are far from SMB customers than enterprise ones.

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The Secret to SMB SaaS Distribution

Tomasz Tunguz

SMB SaaS companies cannot afford to pay for distribution. The most successful SMB SaaS companies (Zendesk, Expensify, Square) build communities to drive distribution. At 2 to 4% conversion to paid rates and $5 to $10 monthly subscription fees, the breakeven CPC for these products on search is $0.40. The average Google click costs three times this and the iOS average cost-per-install is more than twice as expensive.

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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. One of the things we’re going to be talking about today is how to move upmarket and how to take a company that’s been focused on high volume SMB, high velocity sales, and move them into the enterprise.

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

Tomasz 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.

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The Defining Characteristics of Successful SMB SaaS Startups

Tomasz 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.

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Successful SMB SaaS Companies Have a 2 Step Value Proposition

Tomasz 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.

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SaaS Blogs Not to be Missed

OPEXEngine

Pros and Cons: SaaS SMB vs. Enterprise Models. SaaS companies selling in the SMB market are structured operationally very differently from SaaS companies selling in the enterprise market.

Guide to Buying SaaS Accounting Software and Top 5 Solutions

SaaS Metrics

Buying SaaS Services best accounting software best accounting solutions saas accounting solutions SMB accounting solutions top 5 accounting

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.

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