General Dynamics is a market leader in the aerospace and defense industry. In 2018, a total of 105,600 people were working at General Dynamics.

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Number of employees of the defense technology supplier General Dynamics from 2002 to 2018

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Because of the losses in the early days, which get bigger the more successful the company is at acquiring customers, it is much harder for management and investors to figure out whether a SaaS business is financially viable.

Three uses for the SaaS Guidelines

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

80% of marketers report that their departments are understaffed, making them feel overloaded

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

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

In 2018, the revenue of General Dynamics amounted to nearly 36.2 billion U.S. dollars.

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

93% of CMOs who employ Agile practices say their speed to market for ideas, campaigns, and products has improved93% of CMOs who employ Agile practices say their speed to market for ideas, campaigns, and products has improved

The median monthly revenue churn for large SaaS companies is 0.75%, translating into an annual revenue churn rate of 10%

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For SaaS companies valued at over $1billion, the median amount of financing raised is $206million

Best-in-class SaaS companies achieve 5-7% annual revenue churn – equivalent to a loss of $1 out of every $200 each month

In 2017, the world invested around 3.4 billion U.S. dollars in small hydropower technologies, down from 3.9 billion U.S. dollars in 2016.

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

Growth rate accelerates in the expansion stage ($2.5M – $10M ARR)

The fastest growing SaaS companies raise an average of $9.5M in Series A funding

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

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

SAAS companies with >$250K median ACV book nearly 25% of their contracts at 3 years or longer

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