From 2 engineers who didn't enjoy selling..to $1bn ARR

Why monday.com is an anti-thesis to every SAAS startup advice ͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­͏   ­ Forwarded this email? [Subscribe here]() for more [From 2 engineers who didn't enjoy selling..to $1bn ARR]( Why monday.com is an anti-thesis to every SAAS startup advice Sep 3   [READ IN APP](   In the last few weeks, I have spoken to 38 SAAS founders (as part of my idea discovery call / more on that later) and if I have to sum up SAAS advice from all, it will be: Sell to Enterprises. Avoid SMB. Mid-market? That's for losers. Sell to Enterprises. DO NOT EVEN THINK OTHERWISE This is the standard playbook followed by most (Indian) SAAS startups - they start with mid-market focus, get some traction (+funding) and then pivot to enterprise segment, i.e. sales-heavy and NOT AT ALL product-focused. [the word monday is cut out of white paper]( [Upgrade to paid]( --------------------------------------------------------------- What about monday.com? For the starters, monday.com is a work productivity platform that allows organizations to customize their work management tools (be it project management or CRM etc). What's interesting about Monday is that it is at $1Bn ARR with majority of customers coming from SMB space, which is a very different take on SAAS space (where everyone is selling to enterprises). There are some points that need to be highlighted : Customer growth In the times we are in, most SAAS companies are struggling to grow their customer base. But not Monday - they are growing at 20% annually, even at 225K+ customer base. SMB rocks - 22% of monday's customers are still very small — less than 10 users. ... Keep reading with a 7-day free trial Subscribe to Ashish Sinha: On startups, AI and Platforms to keep reading this post and get 7 days of free access to the full post archives. [Start trial]( A subscription gets you: Subscriber-only posts and full archive Post comments and join the community   [Like]( [Comment]( [Restack](   © 2024 Zakti Techmedia Private Limited 677, 27th main, HSR Layout, Bangalore-560102 [Unsubscribe]() [Get the app]( writing]()