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

From InsightSquared
Quote in SaaS & Tech Growth Strategy

The lower Quick Ratio for these larger, more mature companies is further proof that the Quick Ratio looks quite a bit different when used to evaluate young SaaS startups and more mature, steady-state companies.

More SaaS + Software Stats

Internet sales strategies are the only sales method to see a decline in CAC, dropping from $0.54 to $0.42 between 2014 and 2015

Only 8% of large companies use internet sales strategies. The proportion of companies relying on internet sales increases as company size decreases

After $10M in ARR, the median growth rate slows to just under 50%

SaaS, and other recurring revenue businesses are different because the revenue for the service comes over an extended period of time (the customer lifetime)

SaaS IPOs have more than doubled over the last 12 years

Cloud-hosted applications have a 99% uptime

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

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

The median annual unit churn for SAAS companies was 10% in 2016

The average company gets 16% of new ACV sales from up-sells and expansions, though companies with revenue between $10MM-$40MM are relying more heavily on up-sell and expansions

More SaaS & Tech Growth Strategy Stats

How Often Should The Pricing Committee Be Meeting And Making Changes?

The boom in the industry is creating more jobs for techies. Data reveals there were 627,000 unfilled positions in tech in April 2017

80% of venture capital investments take place in the enterprise

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%”

The best SAAS businesses have a LTV to CAC ratio that is higher than 3, sometimes as high as 7 or 8

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

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

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

High-growth companies offer a return to shareholders 5 times greater than medium-growth companies

56% treat “Existing Customer Renewals” as high priority