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

In the last few weeks, I have spoken to 38 SAAS founders 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.

This is the standard playbook followed by most (Indian) SAAS startups - they start with mid-market focus, get some traction and then pivot to enterprise segment, i.e. sales-heavy and NOT AT ALL product-focused.

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 :