Taking Your SaaS Business Down Market - Observations From An SMB Buyer

Posted by Greg Dickinson on Feb 8, 2019 10:17:53 AM

In the last five days, I’ve had at least 10 conversations with B2B SaaS companies that are moving down market - primarily enterprise vendors trying to expand their reach by targeting SMBs with smaller, “lite” versions of their software.  It’s a tough transition, as I know from my own, sometimes painful experience.  One of the most common misconceptions, I believe, is that software buyers in big companies are significantly different to software buyers in smaller businesses.  Let’s break it down in terms of what any software buyer – regardless of company size - looks like today:

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Topics: Buyers journey, Customer experience, "Chatbot", "SaaS", "Product-led", "Product-centric", "Product demo", "Product trial"