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

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As expected, field sales has the most expensive CAC. And, fields sales has widened the gap as its cost has increased, while inside and internet sales have remained relatively flat. Inside sales is now 17% lower than field sales (vs 10% lower last year) and Internet sales is 47% lower (vs 43% lower last year.) Channels sales at $0.53 CAC are at par with online distribution.

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Customer Segmentation analysis will help point out which are your most profitable segments

51% of large (revenue >$2.5million) SaaS companies use field sales as their primary method of distribution

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

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

80% of venture capital investments take place in the enterprise

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

More than 1/2 of SAAS companies increased their spending on customer retention last year

The 2015 median revenue growth rate was 44%, while the median projected growth rate for 2016 is 48%

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

Smaller SAAS companies reported more frequent use of third-party providers as their primary application delivery method, while the largest companies were more likely to use self-managed servers

More Growth Strategy Stats

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

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

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

If your Net Revenue Churn is high (above 2% per month) it is an indicator that there is something wrong in your business; this will become a major drag on growth

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

The very best SAAS companies keep monthly revenue churn at around 0.58%, that’s only about 7% revenue churn a year

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

In 2017, IBM generated 37.8 billion U.S. dollars in global IT services revenue, making it the largest IT services company in the world in terms of net sales

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