56% treat “Existing Customer Renewals” as high priority

SaaS + Software
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Companies that are doing a good job of controlling churn and driving new revenue from existing customers are on the whole growing substantially faster than their peers. Companies still place priority on new customer acquisition Despite a shift in the metrics companies are tracking, priority and funding for customer renewals and upsell has not increased. This suggests that despite best intentions to focus on monetizing existing customers, day-to-day business realities make it di?cult for companies to shift priority and funding. SaaS metrics shifting focus toward existing customers This year more companies than ever are looking at metrics on existing customers such as customer lifetime value, revenue per user, product adoption, and customer health.


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The statistic shows the worldwide IT spending on enterprise software from 2009 to 2020.

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Negative Churn and Expansion Revenue

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

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Analyzed by contract value, field sales are primarily evident for companies with median deals over $25K. Inside sales strategies are most popular for companies with $1K-$25K median deal sizes

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SaaS solutions have the highest security features with 95% security failures due to human error

Software and online services are in a period of dizzying growth

After $10M in ARR, the median growth rate slows to just under 50%

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

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At Twitter, 10 percent of tech roles are staffed by women

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