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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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When the Enterprise Vendor is Cheaper Than the SMB Vendor

SaaStr

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 223
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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.

SMB 311
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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.

SMB 354
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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).

SMB 310
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My Favorite Apps of 2022 (As an SMB): Gusto and Bill

SaaStr

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 223
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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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