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1/ Are enterprise SaaS or SMB SaaS companies faring better in the current crisis?

I think there‘s no general answer.

Enterprise SaaS:

👍🏼 No significant churn due to customers going out of business.
👎🏼 CFOs pushing for longer payment terms.
👎🏼 Longer sales cycles.

👎🏼 No industry events, no customer conferences, no steak dinners.
👍🏼 If you manage to generate leads and close them without these field activities, you can reduce your CACs.

❓Will companies try to reduce the number of SaaS solutions they use and try to renegotiate prices? Seems logical but I haven’t seen it so far.
❓ Digital transformation gets higher priority, but probably not across the board. Probably easier for large SaaS companies ...

... to benefit vs. startups because enterprises may become more risk averse and will focus on fewer things.


👎🏼 Lots of SMBs going out of business.
👎🏼 Customers asking for discounts, deferred payments, etc.

👍🏼 No disruption to the sales process because everything is online/inside anyway.
❓ Easier to change product focus quickly (e.g. DocPlanner offering video consultations) but not sure if this is applicable to lots of companies.

What are you seeing?

And what are some great examples of how companies reacted/adjusted?
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