article thumbnail

5 Interesting Learnings from Klaviyo at Almost $1 Billion in ARR

SaaStr

110% NRR from 157,000 SMBs Yes, it can be done, 110% NRR from SMBs. 54% Growth in $50k+ Customers Like Shopify, Klaviyo is firmly SMB overall. New Startups and Companies and Enterprise Strong. SMB Weaker. But SMBs in the middle have become more cost and price-sensitive. #10.

Scale 301
article thumbnail

Scaling 6 Products to $100M+ ARR Each: Samsara’s CPO Kiren Sekar on Multi-Product Growth

SaaStr

Cross-Vertical Market Expansion Creates Unexpected Innovation Synergies While many startups laser-focus on dominating a single vertical, Sekar’s experience at both Meraki and Samsara showed that deliberate cross-vertical expansion creates powerful network effects of innovation.

Scale 260
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Dear SaaStr: What Are The Top Worries Founders Have As They Start to Scale?

SaaStr

Some can stay SMB only to $100m ARR, even $1B ARR. Look, No VC Wants to Fund a Startup With So-So Growth. Going Upmarket: Many founders are reluctant to sell to larger customers, even when the opportunity is there. If you have customers willing to pay you $500/month instead of $5/month, you need to seriously consider going upmarket.

Scale 235
article thumbnail

The Complete Guide to SaaS Pricing Strategy

Tom Tunguz

Most startups play defense when discussing pricing with customers. Startups operate in newer markets where pricing standards haven’t been set. But throughout this turmoil, startups must adopt a process to craft a good pricing strategy, and re-evaluate prices periodically, at least once per year. AWS, Twilio, Heroku, etc.

article thumbnail

How SMB Digital Brands Can Win the Best Talent

FastSpring

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. And I hear a lot of startup founders, they’re like, oh, I want someone that’s so into working for equity. Lizzie, welcome to Growth Stage.

SMB 108
article thumbnail

Top SaaStr Post of the Week: The Great AI Reset, OpenAI to Hit $12.7 Billion in Revenue, The 250,000 Customer Club

SaaStr

The 250,000 Customer Club: How HubSpot and Monday Both Created SMB+ Empires #4. How To Perfectly Pitch Your Seed Stage Startup With Y Combinator’s Michael Seibel #4. How to build GTM Efficiency in SMB Sales Kyle Norton, CRO @ Owner.com #5. OpenAI to Hit $12.7 Billion in Revenue This Year. The Bar Today for a Series B #5.

AI 242
article thumbnail

Dear SaaStr: How Should I Build Our First Sales Comp Plan?

SaaStr

10%-15% of ACV or even more) to attract good reps and compensate for the risk of working at a startup. Rough quotas of $500k for SMB, $700k for mid-market, and $1m for enterprise are fairly common and good rough guidelines. Early-stage startups often need to tweak plans as they learn more about their sales cycles and customer behavior.

Scale 175