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Not surprisingly, companies that spend more on sales and marketing (as a % of revenue) generally grew at a faster rate than those that spent less. This year’s results were in-line with previous surveys.

While field sales remains the most popular way to sell for companies >$2.5MM revenue, companies with <$2.5MM revenue tended to use inside sales as their primary mode of distribution. In comparison with previous surveys, companies $2.5MM+ have shifted to greater use of field sales (+12 percentage points from 2015).

For Entrepreneurs.com

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

To establish a revenue or lead-commitment based on your funnel metrics and revenue-growth goals, work backward from the gross revenue amount that marketing is responsible for generating (generally around 40%)

Moving from $1.5 million with an eye towards $10 million in ARR is a tough a task and will take an excellent VP of sales to get you there

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

It’s 4x cheaper to upsell existing customers than acquire new customers: costing just $0.28 to acquire an additional dollar of revenue

Cloud application services (SaaS) to reach $126 billions by the end of 2021

The median SaaS business loses about 10% of its revenue to churn each year and that works out to about 0.83% revenue churn a month

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

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

Unlike many other industries, if a software company grows at only 20%, it has a 92% chance of ceasing to exist within a few years

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Cloud application services (SaaS) to reach $126 billions by the end of 2021

The very best SaaS businesses have a negative revenue churn rate and will have a Revenue Retention Rate of greater than 100%

At Facebook, 15 percent of tech roles are staffed by women

Non-renewal rates are higher than gross dollar churn rates and higher for shorter duration contracts. Source: ForEntrepreneurs

As of December 2018, there were total 105,000 employees in Lockheed Martin, as compared to 126,000 employees in 2015.

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

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

The average SaaS company spends just 6 hours determining their pricing strategy

55% of SaaS companies rate Customer Retention as the key metric to measure