The Latest from SaaStr: 5 Interesting Learnings from Zoom at $4.3B in ARR

By Jason Lemkin · Wednesday, June 8, 2022 | 5 Interesting Things, Scale

So few companies have changed as fast, and as quickly, as Zoom did between $1B and $3.5B ARR … which it did in just 1 year (!!) during peak pandemic… and $3.5B and $4B ARR, when Zoom radically changed again.

At $3.5B ARR, Zoom was an SMB powerhouse, with Enterprise growing.  At $4B, everything’s been flipped around.  SMB is now saturated at $4B ARR and not growing, but Enterprise is picking up the slack and growing faster than ever.

Growth has for now slowed to 12% overall during the “Covid Hangover” — down from a crazy 396% during Peak Covid — but Enterprise is growing 31%.

Read the full article: 5 Interesting Learnings from Zoom at $4.3B in ARR

By Jon Borgese · Wednesday, June 8, 2022 | Marketing

When you work in B2B marketing, you don’t often get a great reason to show off your work to your friends and family.

Can you imagine?

“Honey, check out this new webinar on support workflows! We had 800 attendees.” Or, “Hey mom, I’ve gotta tell you about our new gated ebook we launched on LinkedIn — you won’t believe the conversion rate.”

These things are fascinating to me, and probably to other marketers, but they just don’t have the “wow” factor of Doritos’ latest Super Bowl ad, or whatever new TV show Netflix is plastering on trains and buses. B2C marketers get to have all the fun!

B2B marketing has a reputation for being more performance-oriented than brand-oriented. But I think that’s unfair — B2B is just as concerned with brand, but generally speaking, lacks the same level of creativity when compared to the B2C world.

Read the full article: 7 Tips for Your Next Big B2B Brand Campaign from Front SVP, Global Marketing, Jon Borgese

By Jason Lemkin · Tuesday, June 7, 2022 | SaaS Product Pricing, Sales

As we begin strategic planning season for next year, there one topic a lot that comes up a lot:  Should We Just Let Our Smallest Customers Go?

Even once you hit just $2m-$3m ARR — fairly early — the trade-offs start to become clear for startups with customers both Smaller and Larger.

So many of you will be tempted to let the small customers go.  And that’s often the right choice.  But before you do … just a few thoughts.

Read the full article: If You Leave the Low End of the Market … You Probably Can’t Go Back

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