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

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In comparison to previous surveys, it appears there is more confidence in inside sales in the $1K-$25K range.

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It’s common for startups to grow rapidly, doubling or tripling in size year over year, until they hit $5M in ARR

The largest SaaS companies (>$75million yearly revenue) attribute 2.5x as much new revenue to upselling than the smallest SaaS companies (<$1.25million): 28% versus 11%

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

To generate a single dollar of new customer revenue, Field Sales strategies have an average Customer Acquisition Cost (CAC) of $1.14

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

Our experiences with SaaS startups indicate that they usually start with a couple of lead generation programs such as Pay Per Click Google Ad-words, radio ads, etc

Negative Churn and Expansion Revenue

The fastest growing SAAS companies averaged $250k in MRR and were only losing around 3.2% of that revenue each month to churn

High-growth companies are 8X more likely to reach $1 billion in revenues than those growing less than 20%.

If your Net Revenue Churn is high (above 2% per month) it is an indicator that there is something wrong in your business; this will become a major drag on growth

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As with unit churn, companies with longer contracts (2+ years) tend to report lower annual dollar churn

How To Make Pricing A Constant Process In Your Organization

Negative Churn and Expansion Revenue

Publicly-traded SaaS companies have an average Revenue Per Employee of $200,000

The very best SAAS companies keep monthly revenue churn at around 0.58%, that’s only about 7% revenue churn a year

Net-revenue churn improves with larger Average Contract Value (ACV), likely due to more structural churn among SMB customers and higher switching costs associated with larger contracts

If your Net Revenue Churn is high (above 2% per month) it is an indicator that there is something wrong in your business

SAAS companies invest between 80% and 120% of their revenue in sales and marketing in the first 5 years of their existence

The fastest growing SAAS companies averaged $250k in MRR and were only losing around 3.2% of that revenue each month to churn

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