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

When determining Sales Capacity, “it’s worth noting that some percentage of new sales hires won’t meet expectations, so that should be taken into consideration when setting hiring goals. Typically we have seen failure rates around 25-30% for field sales reps, but this varies by company. The failure rate is lower for inside sales reps. can be counted as half of a productive rep”

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

The statistic shows the worldwide IT spending on enterprise software from 2009 to 2020.

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

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

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

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

When venture capitalists participate in seed rounds, the average round size is 3x larger

Software and online services are in a period of dizzying growth

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The top 50% of the fastest growing SaaS businesses generate much higher upsells than their competitors. The larger the business, the greater the impact of upselling

As companies scale their growth engines, a slightly-above-average churn rate becomes harder and harder to offset with net new revenue growth, especially when the goal is to outpace it by 4x

Revenue Renewal Rate= (MRR up for the renewal at beginning of month- MRR not renewed at the end of month)/ MRR up for renewal at beginning of month)

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

If a software company grows at 20% annually, it has a 92% chance of ceasing to exist within a few years

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

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

in 2016, women-led companies received $1.46 billion in investments from venture capitalists. Male-led companies, on the other hand, received $58.2 billion

Unlike many other industries, if a software company grows at only 20%, it has a 92% chance of ceasing to exist within a few years

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