Companies that spend more on sales and marketing (as a % of revenue) generally grew at a faster rate than those that spent less

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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).

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86% of SaaS businesses treat “New Customer Acquisition” as their highest growth priority, both in terms of executive support and funding available

Sony’s PlayStation brand had accumulated approximately 38.57 million fans on the social network

If you are charging $500 per month, you can afford to spend up to 12x that amount (i.e. $6,000) on acquiring a new customer

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

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

Internet sales-driven companies have a much greater reliance on marketing, with 65% of the median company’s CAC budget devoted to marketing

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

The median cost for a SaaS company to acquire a dollar of new customer revenue is $1.18