Summit 2016: Dawn Poulos, VP Marketing, Mattermark

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Organizing the World’s Business Information

Small Business Web Summit - May 10, 2016The State of the B2B SaaS Market

http://MATTERMARK.COM


Today’s discussion

@Mattermark @dawnpoulos

Goal: How to find and sell to high-growth B2B SaaS companies



SaaS multiples - what’s going on?

Oh crap

Just kidding lol




The pain point

0

125

250

375

500

0

1000

2000

3000

4000

10/1/2013 9/1/2013 12/1/2014 5/1/2014 9/1/2014 12/1/2015 5/1/2015 9/1/2015 4/1/2016

Growth Score Employees




Account based sales


Using growth signals to improve: • Quality of SDR prospecting • Efficiency of Sales Execs • Profitability of Customer Success



Prospecting starts with your customers

Identify your most profitable customers

Find new ones just like them




Identify your top customers




Find ones just like them




Key signals for B2B SaaS


• Funding • Employee headcount growth • Growth score



FundingM

onth

s

14

16

18

20

22

Seed to A A to B B to C C to D D to Late

Average Number of Months Between Funding Rounds for SaaS Companies




Employee headcount growth




Funding & employee growth

10-14%

15-24%

25-50%

51%+

0 75 150 225 300

n=489

Employee 6-month growth rate for B2B SaaS companies that received funding within last 9 months




Growth score

0

1000

2000

3000

4000

10/1/2013 8/1/2013 10/1/2014 2/1/2014 5/1/2014 8/1/201410/1/2015 2/1/2015 5/1/2015 8/1/2015 2/1/2016

Growth Score




Sales is all about efficiency




Prioritization based on triggers




Prioritization based on triggers




Growth: verticals B2B SaaS

Customer SupportFinance

Software DevelopmentHuman ResourcesCloud Computing

AnalyticsEnterprise Software

MarketingPayments

Network/HostingSecurity

AdvertisingRecruiting

eCommerce

Average Growth Score

0 70 140 210 280

Growth Score




Customer success




Identify your VIP customers




Reduce churn




The state of B2B SaaS?




Learn more . . .
