SaaS Talks #33: Winning GTM Strategies for SMB SaaS

All said and done, selling to SMBs requires a different set of skills from enterprises. When contract sizes are smaller, the volume of accounts is high, and churn can sometimes become uncomfortable, a unique blend of sales, marketing, and support is required to build a high-growth business with strong fundamentals.

In this edition of #SaaSTalks, we share actionable insights on building a GTM strategy focused on SMBs.

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00:00 Introduction

‍01:45 Charanyan’s learnings from selling to U.S. customers

‍04:06 Girish on demand generation and demand harvesting

‍06:11 Outbound methods for demand harvesting and transitioning to inbound

‍07:45 Benefits of outbound for demand harvesting

‍09:32 Why outbound methods are relevant for demand harvesting‍

12:15 GTM must-haves for first-time founders

‍17:41 Winning customers as a newcomer and beating incumbents

‍24:12 Building credibility while approaching customers

‍27:07 Evaluating metrics to decide on outbound methods, and building high-intent prospect lists

‍34:57 Benchmarks for good conversion rates in outbound

‍37:01 Best practices to sustain velocity and throughput in the sales funnel

‍43:22 How to structure your first GTM team

‍48:08 How to approach churn in the early stages of an SMB

‍49:53 Thoughts on freemium offerings in a GTM motion