Quote Info

Pricing/Upsell/Cross Sell

  • Multi-axis pricing
  • Additional product modules (easier to sell more to existing customers than it is to sell to brand new customers)
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More SaaS + Software Stats

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

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

SAAS companies that are focused mainly on enterprise sales have higher levels of professional services

56% treat “Existing Customer Renewals” as high priority

More than two thirds of SAAS companies experienced annual churn rates of 5% or higher

Japanese company Hitachi accounted for three percent of the world’s market for diagnostic imaging in 2017.

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

Gross dollar churn among companies with an internet go-to-market strategy saw a meaningful increase, up from 8% in 2015

How to Reduce Churn

The median annual contract value (ACV) was $25K, $21K, $21K, $20K in 2016, 2015, 2014 and 2013

More Growth Strategy Stats

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

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

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

Getting paid in advance is really smart idea if you can do it without impacting bookings, as it can provide the cash flow that you need to cover your cash problem

In 2017, the global adoption rate for biotech soybean amounted to 77 percent.

Account Churn Rate (ACR) = customers at beginning of month – customers at the end of month / customers at beginning of month

All types of investment have grown, year-on-year, with the biggest growth during the seed stage of financing

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

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

54% treat upselling and add-on sales as high priority

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