Values
1
Revenue Growth
2
Gross Margin
3
Revenue Growth
4
CAC For New Customers
5
CAC Payback Period
6
Subscription Gross Margins
7
Median Direct Sales Comission (Field)
8
Median Direct Sales Comission (Inside)
9
Median Direct Sales Comission (Field) - Fully Loaded
10
Median Direct Sales Comission (Inside) - Fully Loaded
11
Churn
12
Churn
13
ARR For Series Seed
14
ARR For Series A
15
Projected ARR in next 12-18 Months - Seed
16
Projected ARR in next 12-18 Months - Seed
17
ARR For Series Seed
18
ARR For Series A
19
Projected ARR in next 12-18 Months - Seed
20
Projected ARR in next 12-18 Months - Seed
21
LTV/Cac - Minimum
22
Magic Number - Minimum
23
Rev/Employee
24
Rev/Employee copy
25
NPS
26
Sales Close Rate
27
Quota Attainment
28
Average Deal Size
29
Sales Cycle
30
Win Rate
31
Bookings
32
Median Revenue Per FTE
33
Gross Margin %
34
R&D %
35
G&A %
36
Sales %
37
Marketing $ ??????????????
38
Average Deal Size
39
Bookings
40
Sales Cycle
41
Win Rate
42
Quota Attainment
43
Rev/Employee
44
Revenue Growth
45
Gross Margin
46
Gross Margin
47
S&M
48
R&D
49
G&A
50
EBITDA
51
FCF
52
S&M
53
R&D
54
G&A
55
EBITDA
56
YoY Growth Rate
57
GM-Subscription
58
GM-Pro Serv
59
Annual Gross $ Churn
60
Annual Unit Churn
61
Revenue Growth
62
Quota Attainment
63
Average Deal Size
64
Bookings
65
Sales Cycle
66
Win Rate
67
Median Revenue Per FTE
68
Revenue Growth
69
Gross Margin
70
Gross Margin - Subscription
71
Gross Margin - Professional Services
72
S&M
73
R&D
74
G&A
75
EBITDA
76
YoY Growth Rate
77
Annual Unit Churn
78
Annual Gross $ Churn
79
Quota Attainment
80
Win Rate
81
Average Deal Size
82
Bookings
83
Sales Cycle
84
Median Revenue Per FTE
85
Revenue Growth
86
Gross Margin
87
Gross Margin-Subscription %
88
Gross Margin-Pro Serv %
89
S&M %
90
R&D %
91
G&A %
92
EBITDA %
93
YoY Growth Rate
94
Capital Efficiency
Drag to adjust the number of frozen columns
Report
Benchmark
Source
Modifier
Stage
Revenue Between (Low)
Revenue Between (High)
Median
Long Description
Category
Top 25%
Bottom 25%
URL
SAAS Growth Statistics
Revenue Growth Rate
Digital Media Stream
All Stages
48%
The 2016 median revenue growth rate was 48%, while the median projected growth rate for 2015 is 44%. (forentrepreneurs)
Revenue
https://content.digitalmediastream.co.uk/blog/60-saas-statistics-that-will-change-the-way-you-think
2015 SaaS Revenue Update
Gross Margin %
Forbes
All Stages
78%
Median subscription gross margins for SaaS companies in 2015 are 78%.
Cash & Profitability
https://www.forbes.com/sites/louiscolumbus/2015/10/24/2015-saas-revenue-update/#2e62cfe07bd3
2016 Pacific Crest SaaS Survey – Part 1
Revenue Growth Rate
Pacific Crest
44%
Revenue
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
CAC
Pacific Crest
1.13x
Distribution
1.5x
0.73X
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
Payback Period
Pacific Crest
18 Months
Distribution
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
Gross Margin %
Pacific Crest
All Stages
78%
Cash & Profitability
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
Sales Comissions %
Pacific Crest
Field Sales
All Stages
9%
Cash & Profitability
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
Sales Comissions %
Pacific Crest
Inside Sales
All Stages
9%
Cash & Profitability
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
Sales Comissions %
Pacific Crest
Field Sales
All Stages
12%
Cash & Profitability
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
Sales Comissions %
Pacific Crest
Inside Sales
All Stages
10%
Cash & Profitability
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
Is your churn rate within a healthy range?
Churn Rate (Logo)
Recurly
B2B
All Stages
6.15%
Revenue
3.83%
9.82%
https://info.recurly.com/research/churn-rate-benchmarks
Is your churn rate within a healthy range?
Churn Rate (Logo)
Recurly
B2C
All Stages
6.93%
Revenue
4.17%
10.6%
https://info.recurly.com/research/churn-rate-benchmarks
Benchmarks in SaaS for Seed and Series A Rounds in 2017
ARR Required for Funding
SaaStr
Crowded, Small Market
$200K
Revenue
https://www.saastr.com/benchmarks-in-saas-for-seed-and-series-a-rounds/
Benchmarks in SaaS for Seed and Series A Rounds in 2017
ARR Required for Funding
SaaStr
Crowded, Small Market
Revenue
https://www.saastr.com/benchmarks-in-saas-for-seed-and-series-a-rounds/
Benchmarks in SaaS for Seed and Series A Rounds in 2017
ARR Required for Funding
SaaStr
Crowded, Small Market
$1.5M
Revenue
https://www.saastr.com/benchmarks-in-saas-for-seed-and-series-a-rounds/
Benchmarks in SaaS for Seed and Series A Rounds in 2017
ARR Required for Funding
SaaStr
Crowded, Small Market
Revenue
https://www.saastr.com/benchmarks-in-saas-for-seed-and-series-a-rounds/
https://www.quora.com/What-are-average-revenues-MRR-or-ARR-for-SaaS-companies-at-the-time-of-the-Series-A
ARR Required for Funding
Uncroweded, Large Market
$0-$100K
Revenue
$0
ARR Required for Funding
Uncroweded, Large Market
Revenue
ARR Required for Funding
Uncroweded, Large Market
$1M
Revenue
ARR Required for Funding
Uncroweded, Large Market
Revenue
4 SAAS CUSTOMER ACQUISITION BEST PRACTICES
LTV Cac
Open View
All Stages
Distribution
10x
3x
Magic Number Calculator for SaaS
Sales Efficiency/Magic #
Scale VP
All Stages
0.7x
Distribution
https://www.scalevp.com/blog/magic-number-calculator-for-saas
Revenue Per Employee 2017 The Softletter Benchmark 53
Rev/Employee
Softletter.com
B2C
$219,608
Revenue
https://softletter.com/revenue-per-employee-2017-softletter-benchmark-53-executive-summary/
Revenue Per Employee 2017 The Softletter Benchmark 53
Rev/Employee
Softletter.com
B2B
$251,621
Revenue
https://softletter.com/revenue-per-employee-2017-softletter-benchmark-53-executive-summary/
What is a good net promoter score to have?
NPS
Quora
All Stages
50
Engagement
https://www.quora.com/What-is-a-good-net-promoter-score-to-have
Sales Close Rate
All Stages
20%
Distribution
30%
Sales Performance Benchmarks
Quota Attainment
Insight Squared
First Customers
$0.0
$1.0
88%
Distribution
http://www.insightsquared.com/sales-performance-benchmarking-2016/
Sales Performance Benchmarks
Insight Squared
First Customers
$0.0
$1.0
$3K
http://www.insightsquared.com/sales-performance-benchmarking-2016/
Sales Performance Benchmarks
Sales Cycle
Insight Squared
First Customers
$0.0
$1.0
41 Days
Distribution
http://www.insightsquared.com/sales-performance-benchmarking-2016/
Sales Performance Benchmarks
Win Rate
Insight Squared
First Customers
$0.0
$1.0
37%
Distribution
http://www.insightsquared.com/sales-performance-benchmarking-2016/
Sales Performance Benchmarks
Insight Squared
First Customers
$0.0
$1.0
$374K
http://www.insightsquared.com/sales-performance-benchmarking-2016/
2016 Pacific Crest SaaS Survey – Part 1
Rev/Employee
Pacific Crest
First Customers
$0.0
$2.5
$44K
Revenue
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2014 SaaS Benchmarks for Companies Under $10M
Gross Margin %
OpExEngine
First Customers
$0.0
$10.0
58%
Cash & Profitability
2014 SaaS Benchmarks for Companies Under $10M
R&D %
OpExEngine
First Customers
$0.0
$10.0
39.7%
Cash & Profitability
2014 SaaS Benchmarks for Companies Under $10M
G&A %
OpExEngine
First Customers
$0.0
$10.0
32%
Cash & Profitability
2014 SaaS Benchmarks for Companies Under $10M
Sales %
OpExEngine
First Customers
$0.0
$10.0
34%
Cash & Profitability
2014 SaaS Benchmarks for Companies Under $10M
Marketing%
OpExEngine
First Customers
$0.0
$10.0
16%
Cash & Profitability
Sales Performance Benchmarks
Insight Squared
First Customers
$1.0
$5.0
17K
http://www.insightsquared.com/sales-performance-benchmarking-2016/
Sales Performance Benchmarks
Insight Squared
First Customers
$1.0
$5.0
$2.5M
http://www.insightsquared.com/sales-performance-benchmarking-2016/
Sales Performance Benchmarks
Sales Cycle
Insight Squared
First Customers
$1.0
$5.0
67 Days
Distribution
http://www.insightsquared.com/sales-performance-benchmarking-2016/
Sales Performance Benchmarks
Win Rate
Insight Squared
First Customers
$1.0
$5.0
24%
Distribution
http://www.insightsquared.com/sales-performance-benchmarking-2016/
Sales Performance Benchmarks
Quota Attainment
Insight Squared
First Customers
$1.0
$5.0
74%
Distribution
http://www.insightsquared.com/sales-performance-benchmarking-2016/
2016 Pacific Crest SaaS Survey – Part 1
Rev/Employee
Pacific Crest
Initial Traction
$2.5
$5.0
$94K
Revenue
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
Revenue Growth Rate
Pacific Crest
Initial Traction
$2.5
$5.0
45%
Revenue
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
Gross Margin %
Pacific Crest
$2.5
75%
Cash & Profitability
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
Gross Margin %
Pacific Crest
Initial Traction
$2.5
$5.0
79%
Cash & Profitability
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
S&M %
Pacific Crest
$2.5
35%
Cash & Profitability
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
R&D %
Pacific Crest
$2.5
26%
Cash & Profitability
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
G&A %
Pacific Crest
$2.5
18%
Cash & Profitability
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
EBITDA %
Pacific Crest
$2.5
-15%
Cash & Profitability
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
FCF %
Pacific Crest
$2.5
-13%
Cash & Profitability
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
S&M %
Pacific Crest
Initial Traction
$2.5
$5.0
26%
Cash & Profitability
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
R&D %
Pacific Crest
Initial Traction
$2.5
$5.0
26%
Cash & Profitability
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
G&A %
Pacific Crest
Initial Traction
$2.5
$5.0
21%
Cash & Profitability
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
EBITDA %
Pacific Crest
Initial Traction
$2.5
$5.0
-24%
Cash & Profitability
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
Revenue Growth Rate
Pacific Crest
Initial Traction
$2.5
$5.0
45%
Revenue
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
Gross Margin %
Pacific Crest
Initial Traction
$2.5
$5.0
80%
Cash & Profitability
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
Gross Margin %
Pacific Crest
Initial Traction
$2.5
$5.0
13%
Cash & Profitability
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2014 Pacific Crest Survery
Churn Rate (Revenue)
Pacific Crest
Initial Traction
$2.5
6%
Revenue
2014 Pacific Crest Survery
Churn Rate (Logo)
Pacific Crest
Initial Traction
$2.5
8%
Revenue
2015 SaaS Revenue Update
Revenue Growth Rate
Forbes
All Stages
$5.0
$7.5
70%
Companies in the $5M - $7.5M range achieved 70% revenue growth in 2014, surpassing the median 36% growth rate last year.
Revenue
https://www.forbes.com/sites/louiscolumbus/2015/10/24/2015-saas-revenue-update/#2e62cfe07bd3
Sales Performance Benchmarks
Quota Attainment
Insight Squared
Initial Scale
$5.0
$10.0
103%
Distribution
http://www.insightsquared.com/sales-performance-benchmarking-2016/
Sales Performance Benchmarks
Insight Squared
Initial Scale
$5.0
$10.0
$24K
http://www.insightsquared.com/sales-performance-benchmarking-2016/
Sales Performance Benchmarks
Insight Squared
Initial Scale
$5.0
$10.0
$7M
http://www.insightsquared.com/sales-performance-benchmarking-2016/
Sales Performance Benchmarks
Sales Cycle
Insight Squared
Initial Scale
$5.0
$10.0
68 Days
Distribution
http://www.insightsquared.com/sales-performance-benchmarking-2016/
Sales Performance Benchmarks
Win Rate
Insight Squared
Initial Scale
$5.0
$10.0
27%
Distribution
http://www.insightsquared.com/sales-performance-benchmarking-2016/
2016 Pacific Crest SaaS Survey – Part 1
Rev/Employee
Pacific Crest
Initial Scale
$5.0
$10.0
$110K
Revenue
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
Revenue Growth Rate
Pacific Crest
Initial Scale
$5.0
$10.0
50%
Revenue
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
Gross Margin %
Pacific Crest
Initial Scale
$5.0
$10.0
77%
Cash & Profitability
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
Gross Margin %
Pacific Crest
Initial Scale
$5.0
$10.0
84%
Cash & Profitability
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
Gross Margin %
Pacific Crest
Initial Scale
$5.0
$10.0
7%
Cash & Profitability
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
S&M %
Pacific Crest
Initial Scale
$5.0
$10.0
35%
Cash & Profitability
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
R&D %
Pacific Crest
Initial Scale
$5.0
$10.0
30%
Cash & Profitability
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
G&A %
Pacific Crest
Initial Scale
$5.0
$10.0
22%
Cash & Profitability
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
EBITDA %
Pacific Crest
Initial Scale
$5.0
$10.0
-26%
Cash & Profitability
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
Revenue Growth Rate
Pacific Crest
Initial Scale
$5.0
$10.0
46%
Revenue
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2017 Private SaaS Company Survey – Part 2
Churn Rate (Logo)
Pacific Crest
Initial Scale
$5.0
$100.0
11%
Revenue
2017 Private SaaS Company Survey – Part 2
Churn Rate (Revenue)
Pacific Crest
Initial Scale
$5.0
$100.0
8%
Revenue
Sales Performance Benchmarks
Quota Attainment
Insight Squared
Maturity
$10.0
78%
Distribution
http://www.insightsquared.com/sales-performance-benchmarking-2016/
Sales Performance Benchmarks
Win Rate
Insight Squared
Maturity
$10.0
32%
Distribution
http://www.insightsquared.com/sales-performance-benchmarking-2016/
Sales Performance Benchmarks
Insight Squared
Maturity
$10.0
$38K
http://www.insightsquared.com/sales-performance-benchmarking-2016/
Sales Performance Benchmarks
Insight Squared
Maturity
$10.0
17.3M
http://www.insightsquared.com/sales-performance-benchmarking-2016/
Sales Performance Benchmarks
Sales Cycle
Insight Squared
Maturity
$10.0
80 Days
Distribution
http://www.insightsquared.com/sales-performance-benchmarking-2016/
2016 Pacific Crest SaaS Survey – Part 1
Rev/Employee
Pacific Crest
Maturity
$10.0
$110K
Revenue
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
Revenue Growth Rate
Pacific Crest
Maturity
$10.0
63%
Revenue
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
Gross Margin %
Pacific Crest
Maturity
$10.0
$15.0
68%
Cash & Profitability
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
Gross Margin %
Pacific Crest
Maturity
$10.0
$15.0
68%
Cash & Profitability
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
Gross Margin %
Pacific Crest
Maturity
$10.0
$15.0
25%
Cash & Profitability
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
S&M %
Pacific Crest
Maturity
$10.0
$15.0
38%
Cash & Profitability
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
R&D %
Pacific Crest
Maturity
$10.0
$15.0
43%
Cash & Profitability
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
G&A %
Pacific Crest
Maturity
$10.0
$15.0
22%
Cash & Profitability
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
EBITDA %
Pacific Crest
Maturity
$10.0
$15.0
-40%
Cash & Profitability
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
2016 Pacific Crest SaaS Survey – Part 1
Revenue Growth Rate
Pacific Crest
Maturity
$10.0
$15.0
63%
Revenue
https://www.forentrepreneurs.com/2016-saas-survey-part-1/
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