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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%. 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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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. At EchoSign, we gave 150 qualifed leads a month to our SMB reps ($99/month product).

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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. SMBs go out of business, and quickly. SMBs pay monthly, and often scrutinize every expense.

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HubSpot and Shopify Are Both Going More Enterprise. But Also — More SMB.

SaaStr

So two of the great leaders in SMB SaaS, Shopify for e-commerce, and HubSpot for sales, marketing and more, are going more upmarket: HubSpot 100+ seat deals are up 55% Shopify now gets 31% of its revenue from “Plus” or its bigger brands and more enterprise product And yet … they are also both going more SMB as well!

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Can We Even Afford to Do SMB Sales in the U.S. Anymore?

SaaStr

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.

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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. And it’s super helpful. the best, top reps make $260k. Or more than 2x their OTE.

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Approaching Half a Million Customers: How to Win in SMB with BILL CEO and Founder René Lacerte

SaaStr

SMB Unit Economics: Why Is 6 Quarters the Right Target for SMBs at Scale? So, SMBs are asking for consolidation, and that’s why Bill has acquired companies and continues to add more financial operation capabilities. BILL wants to be at the heart of every SMB business. If we go back to 2006, BILL was a cloud-based company.

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