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 221

SMB Churn Enterprise Engineering 221

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 224

Scale SMB Scaling Innovation 224

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 199

Scale SMB Merchant Services Payment Methods 199

SaaStr

FEBRUARY 12, 2022

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. Build A Map. Impact: 25% improvement over one year.

SMB 236

SMB Scale Data Scaling 236

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 222

SMB Scale Marketing Sales 222

SaaStr

JULY 11, 2023

So many teams are hiring SDR/BDR teams, and it’s really tough to make that work in SMB sales. The post 10 Learnings on High-Velocity Sales to SMB with Gorgias CEO and VP of Sales appeared first on SaaStr. Who will be looking for this product? Who is the likely and ideal buyer? Segment: What segment are you pursuing? Mid-Market?

Sales Hiring 164

Sales Hiring SMB Sales Recruiting Payment Methods 164

SaaS Metrics

AUGUST 12, 2020

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. Its function is to enable users to communicate with remote servers and computers. A main feature of this protocol.

SMB 98

SMB Technology Communication 98

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. Without an autonomous-first approach, you will miss out on many SMBs.

SMB 192

SMB Sales Hiring Scale B2C 192

SaaStr

JANUARY 21, 2022

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. The admin, influential decision-makers, and consumer sales reps can be the same people in a Consumer or SMB setting.

Scale 208

Scale SMB Enterprise Sales Hiring 208

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 236

Software Review SMB Enterprise Software 236

IT World

JANUARY 10, 2022

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. As we (thankfully) close the books on 2021, it’s time to think about how best to promote business growth in the new year.

SMB 106

SMB Technology Strategy Business 106

Sales Hacker

AUGUST 29, 2023

And…monthly bonus podcast episodes dropping the first Thursday of every month The post GTM 58: How Stripe SuperCharged their SMB Team with Meka Asonye appeared first on GTMnow.

SMB 75

SMB Scale Compensation Finance 75

CloseSaaS

FEBRUARY 15, 2023

Selling to SMB companies is a useful skill, especially in 2023. More businesses exist today than ever before. Here’s how to sell well!

SMB 52

SMB Strategy Sales Business 52

IT World

MAY 6, 2022

Although this may be convenient for employees, it creates significant security risks for the small and midsize business (SMB). Or, they are storing information in the device memory outside of the protected corporate application. To read this article in full, please click here

SMB 86

SMB Data Business 86

Nimble - Sales

JANUARY 25, 2021

The post How To Manage Customers In Microsoft 365 [formerly Office 365] for SMB appeared first on Nimble Blog. On the other hand, there’s some confusion going on with the […].

SMB 130

SMB Management Technology 130

SaaStr

AUGUST 31, 2024

70% of Monday’s SMB customers are outside of tech. With that, let’s take a look at some of the latest numbers: The Thriving — this week and last: Monday.com crossed $1 Billion in ARR, growing a stunning 34% (!). CrowdStrike, despite a brand-threatening outage this quarter, also grew 34% at $3.8 Billion in ARR.

Azure 287

Azure SMB Cloud AI 287

SaaStr

MAY 1, 2024

SMB Churn coming down, but still at SMB-Like Levels Zoom for years defied what we knew about SMB churn. It had 110%+ NRR from SMBs! But in the end, today, at scale, their small customers churn is at the same high rates as other “grab and go” SMB products. What a crazy story. to 3%, which is material.

SMB 228

SMB Scale Banking Enterprise 228

SaaStr

APRIL 15, 2020

001” with Romain Lapeyre, CEO of Gorgias: 2,500+ SMB E-Commerce Customers appeared first on SaaStr. The post “What Are You Seeing?

SMB 163

SMB Innovation Cloud Data 163

Nimble - Sales

JANUARY 22, 2021

The post How To Sell Software To Small Business: Successfully Selling SaaS to SMB in 2021 appeared first on Nimble Blog. For salespeople, things began looking worrisome pretty quickly. Specifically, for those […].

SMB 132

SMB Software Business SaaS 132

SaaStr

DECEMBER 27, 2023

10 Learnings on High Velocity Sales to SMB with Gorgias’ CEO and VPS Gorgias has 13,000 SMB customers. A very tactical guide to scaling SMB sales. #7. GGV Capital: Scaling The Top SMB SaaS Companies A deep dive on SMB metrics, a really good one. #10. Harness.io How do you handle and close so many?

Scale 227

Scale SMB Generative AI AI 227

SaaStr

AUGUST 16, 2024

Andrew Bialecki, CEO Klaviyo This will be an epic deep dive on just how you get an SMB+ app to almost $1B in ARR — all while having incredibly happy customers. So we’re pretty lucky this year, we’ve got some of the top leaders in B2B ecommerce at SaaStr Annual, Sep 10-12 in SF Bay! #1. This will be a special one.

CTO 261

CTO SMB AI B2B 261

SaaStr

DECEMBER 12, 2023

Enterprise reps tend to close more ($1m+), and SMB reps less (maybe $500k), with $750k net new bookings per year the median. or so a year to take home those comp levels, and an SMB rep likely $800k or more. In any event, that’s good median data. And how many hit quota?

SMB 275

SMB Sales Hiring Enterprise Metrics 275

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 298

Startup SMB Headcount Sales 298

CloseSaaS

OCTOBER 21, 2022

What is an SMB? Here's how to navigate the SMB sales process. A Small to Medium-Size Business is smaller, savvier, and has less time to waste than larger companies.

SMB 52

SMB Sales Business 52

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. So we’re very excited to have René Lacerte, founder and CEO of Bill, at 2024 SaaStr Annual, Sep 10-12 in SF Bay ! Grab the final tickets here!! Billion in ARR, growing 22% year-over-year.

Payments 225

Payments Payment Solutions SMB Acquisition 225

Tom Tunguz

AUGUST 2, 2016

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. by Thomas Hansen.

Outsourcing Services 109

Outsourcing Services SMB Acquisition Scale 109

SaaStr

NOVEMBER 1, 2023

Well, fast forward to today and it’s truly an SMB powerhouse. How is SMB SaaS doing today? Most SMB-focused businesses need shorter CACs to make the model wok, but with 111% NRR, Bill can invest at > 12 months here. Billion in ARR, it’s still growing 48% year-over-year. Yes, 48% at $1.2 Billion in ARR.

Payment Services 283

Payment Services Payments SaaS Payments Payment Solutions 283

Tom Tunguz

SEPTEMBER 13, 2016

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. There is no universal answer to which direction to pursue: remain in the SMB segment and cross-sell or move up-market, or both.

SMB 100

SMB Scale Startup Marketing 100

CloseSaaS

SEPTEMBER 15, 2022

SMB vs mid-market vs enterprise sales—should you be going after small fish or whales? Learn how enterprise sales is different from SMB or mid-market sales & how to choose the right market.

SMB 52

SMB Enterprise Sales Marketing 52

Tom Tunguz

SEPTEMBER 20, 2016

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.

SMB 100

SMB Scale SaaS Marketing 100

SaaStr

MARCH 26, 2024

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. When you are hunting Very Big Deals from a small number of huge customers, and you close even one — you can see the future. It’s exciting.

SMB 210

SMB Enterprise Startup Data 210

Tom Tunguz

OCTOBER 9, 2016

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.

SMB 100

SMB SaaS Acquisition Education 100

SaaStr

OCTOBER 11, 2023

But the explosion of SMB commerce and the price increase to the SMB Shopify plans has meant Plus revenue growth hasn’t outpaced the overall growth of the company’s SMB base. Shopify would be much smaller if it hadn’t gone upmarket and pushed Plus more and more. Sometimes this stuff is a bit noninuitive.

Payments 235

Payments Merchant Services Revenue Payment Solutions 235

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 328

Retention SMB SaaS Enterprise 328

Nimble - Sales

MARCH 11, 2020

The post The Ultimate Guide to SMB Conferences of 2020 appeared first on Nimble Blog. Attending a marketing conference is a great opportunity to network, present your ideas and work to others, learn about up-and-coming technology trends in the industry, meet new potential clients, and expand your knowledge. There is […].

SMB 93

SMB Trends Technology Marketing 93

SaaStr

DECEMBER 3, 2023

SMB SaaS often has much lower than 100% NRR, especially to start. Eventually most SaaS SMB leaders get to 100% NRR one way, or another (often by either going multiproduct and/or a bit more upmarket). Eventually most SaaS SMB leaders get to 100% NRR one way, or another (often by either going multiproduct and/or a bit more upmarket).

SaaS Payments 200

SaaS Payments Metrics Payments SMB 200

Andreessen Horowitz

AUGUST 31, 2020

… The post Swipe debit card, get stock; In defense of the IPO; New models for SMB lending, and more appeared first on Andreessen Horowitz. Fintech products ease more Americans into the stock market. In defense of the IPO, and how to.

SMB 100

SMB Marketing Enterprise SaaS 100