Amin, the CEO of Craver, a food tech startup focused on small and medium-sized businesses (SMBs), shares insights on driving growth in the SMB SaaS market. After facing a period of stagnation, Craver reignited its momentum by not just adopting but adapting enterprise sales and marketing strategies. Key approaches included diversifying sales channels—surprisingly, cold calling turned out to be quite effective alongside search and social media ads. The company also strategically increased average revenue per user (ARPU) by adding new features and adjusting prices, while continuously testing and optimizing ad campaigns with an eye on external factors like elections. The main takeaway is the importance of adaptation and diversification in the SMB SaaS landscape, which presents its own set of unique challenges and opportunities.
