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Account Churn is very important because it gives a very clear percentage of the customers that are leaving you. It takes away the bias from larger accounts so that you aren’t left with one large customer paying for all of your revenue – which is a dangerous situation to be in

InsightSquared

More SaaS + Software Stats

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

The average company booking professional services revenue on new deals is equivalent to 16% of the first year subscription value. Professional services margins are approximately 22%

How to Reduce Churn

It’s 9x cheaper to retain existing customers than acquire new customers: costing $0.13 to acquire any additional dollar of revenue

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

Analysed 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

How To Make Pricing A Constant Process In Your Organization

As companies scale their growth engines, a slightly-above-average churn rate becomes harder and harder to offset with net new revenue growth, especially when the goal is to outpace it by 4x

Improve Your Pricing Schedule And Turn More Profit

In all SaaS businesses there will likely come a moment where they realize that not all customers are created equal

More Growth Strategy Stats

The median TTM revenue growth rate + adj. EBITDA margin for publicly traded SaaS companies was ~37%, implying that just under one half met or exceed “The Rule of 40%”

How To Make Pricing A Constant Process In Your Organization

The median Customer Acquisition Cost (CAC) for upsells is just $0.28 per $1, less than a quarter of the $1.18 spent to acquire $1 of revenue from a new customer

Growing faster has twice as much impact on share price as improving margins

The fastest growing SaaS companies scale their organizations rapidly, growing their teams by an average of 56% each year

51% of large (revenue >$2.5million) SaaS companies use field sales as their primary method of distribution

They may forget what you said, but they will never forget how you made them feel.

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

Customer Segmentation analysis will help point out which are your most profitable segments

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