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

Statistic Info

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.

More Growth Strategy Stats

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

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

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The fastest growing SaaS companies scale their organizations rapidly, growing their teams by an average of 56% each year

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

To generate a single dollar of new customer revenue, Field Sales strategies have an average Customer Acquisition Cost (CAC) of $1.14

Software and online services are in a period of dizzying growth

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)

Since churn is so important, wouldn’t it be useful if we could predict in advance which customers were most likely to churn?