SaaStr Annual 2024: Approaching Half a Million Customers+: How to Win in the SMB with BILL's CEO and SaaStr's CEO

SaaStr Annual 2024 Session

Join René Lacerte, CEO and Founder of BILL and SaaStr’s CEO and Founder, Jason Lemkin as they discuss valuable lessons on strategy, execution, and innovation in fintech. As a technology entrepreneur, René will share insights on scaling BILL from a startup to a publicly traded company shaping the future of the industry, emphasizing the importance of focusing on customer needs to drive real and meaningful impact. The session will explore BILL's go-to-market strategies for direct and indirect models, successes and challenges in serving SMBs and accountants, learnings on how to drive ongoing innovation, advice for managing scale over time, and how these have shaped BILL's long-term growth strategy and vision.

1. Approaching Half a Million Customers: How to Win in the SMB Jason Lemkin CEO & Founder SaaStr René Lacerte CEO & Founder BILL

2. Thanks for Helping SaaStr Run for Years! I love Bill because it makes my life easier as a business owner / “approver” Learnings on different users and stakeholders?

3. Going Looooooooong 1999-2024+ $10m ARR in 2013 … to $1.4B ARR today What are the “tricks” to truly, really going long? :)

4. #1. Software + Payments + More When should add transaction revenue? What do SMBs demand here? Solution vs. tool Is Bill still a software company?

5. #2. Network Effects Is it a Moat? How long did it take for it to all come together?

6. #3. Gross Margins in Hybrid Products Build v Buy v Sort of Build

7. #4. SMB Unit Economics CAC Onboarding for SMBs

8. #5. Real TAM vs. VC TAM How has Bill expanded its customer surface area -- if at all -- since earlier days? 33m SMBs in U.S. -- but how many can access? Going global when have country-specific product

9. #6. Going Big and M&A Divvy + Invoice2Go Both Seem to Be True Winners When does this work? What synergies are real vs. more … hoped for?

10. #7. AI What are you learning? In enterprise, OneStream said not AI big driver in finance and adoption is cautious

11. #8. Partners & The Channel Where are founders … too slow here? How manage and incent them?

12. UP NEXT: 5 Things Working and Not Working in AI for SaaS Seema Amble Partner Andreessen Horowitz Jason Boehmig CEO & Co-founder Ironclad, Inc.