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When removing the smallest companies from the distribution, we find growth rates for companies using mainly Internet distribution lagged. Companies with mixed distribution strategies appear to be more agile and reported the highest growth. There was no distinguishable difference between growth rates for field sales vs. inside sales dominated companies. Rates are largely in line with last year’s survey.

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More SaaS + Software Stats

The median SaaS business generates 16% of its new Annual Contract Value (ACV) from upselling to existing customers

Companies with longer contracts (2+ years) reported the lowest annual unit churn

High-growth companies generate 60% fewer sales opportunities than low-growth companies

The metrics that matter for each sales funnel, vary from one company to the next depending on the steps involved in the funnel

SAAS companies that are focused mainly on enterprise sales have higher levels of professional services

54% treat upselling and add-on sales as high priority

More than two thirds of SAAS companies experienced annual churn rates of 5% or higher

Increases in revenue growth rates drive twice as much market-capitalisation gain as margin improvements for companies with less than $4 billion in revenues

Median annual gross dollar churn was 8%, 7%, 6% and 8% in 2016, 2015, 2014 and 2013

Customer’s lifetime value (LTV)= average revenue per user (ARPU) / monthly churn rate

More Growth Strategy Stats

High-growth companies offer a return to shareholders 5 times greater than medium-growth companies

Companies with longer contracts (2+ years) reported the lowest annual unit churn

Google only has a 30 percent female workforce

Gross dollar churn among companies with an internet go-to-market strategy saw a meaningful increase, up from 8% in 2015

Invention is 10% inspiration and 90% perspiration.

SAAS companies with >$250K median ACV book nearly 25% of their contracts at 3 years or longer

36% of SaaS businesses managed to reduce their revenue churn over the last 12-months

The best SAAS businesses have a LTV to CAC ratio that is higher than 3, sometimes as high as 7 or 8

Customer Acquisition Cost (CAC) = sum of all sales & marketing expenses/ number of new customers added

It’s essential to have a point of view that puts a stake in the ground and breaks through the clutter.

September 19, 2019 Seminar

Driving Traffic To Generate Leads: Content Marketing, Paid Ads & SEO

If your business if starving for new leads but struggling with all of the noise, rising costs, and a rapidly changing landscape of the digital marketing world, this seminar will equip you with what you need to gain momentum and leave with an actionable gameplan.


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