B2B SaaS Sales: How Firing SMBs Led to 8x Growth
The SaaS Podcast - Real Lessons on Growing Profitable SaaS · 2025-09-18 · 44 min
Episode notes
SMBs were 70% of revenue but churning fast with misaligned feature requests. Bernard Aceituno fired them all and focused on B2B SaaS sales in the mid-market. The result was an 8x revenue multiplier in one year, with deals closing in 2-6 weeks instead of months. Bernard reveals why the mid-market sweet spot of 100-1,000 employees moves faster than Fortune 500 for B2B SaaS sales, how Stack AI's Hacker News launch generated 20 meetings in 48 hours with zero B2B selling effort, and the "Monte Carlo" approach to testing B2B sales strategy channels without wasting time on mediocre experiments. Stack AI is a no-code AI platform serving 100+ enterprise customers including Nubank. The company has raised $16M and generates high seven figures in ARR with a SaaS sales process that closes deals in 2-6 weeks. This episode is