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

RJMetrics
Growth StrategyMarket Research🕑 Reading Time: 0 Minutes

Companies in the $40-75MM revenue range attribute twice as much new revenue to upsells as the median company.

There are a number of reasons why we might see this effect in later-stage companies. One unexciting possibility is that their overall growth in new business is slowing down and it’s skewing these percentages in favor of upsells. Let’s look at this data through another lens and explore how upsells are related to growth.