Statistic Info

Respondents (excluding the smallest companies) spent a median $1.13 to acquire each dollar of new ACV from a new customer. The result drops to $1.00 if we include companies with <$2.5MM in revenues. The median spend to acquireeach dollar of new ACV from a new customer this year is similar to last year’s result of $1.18.

Note to regular ForEntrepreneurs readers: The way CAC is measured hereis different thanhow I normally measure CAC (seeSaaS Metrics 2.0 – A Guide to Measuring and Improving What Matters). In those posts CAC is the average amount that it costs to acquire a single customer. In thissurvey, CAC is measured as the cost to acquire a dollar of ACV (annualized contract value).