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Personas and The “Broken Telephone” Game

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Take AIM – Strategic Planning

More Growth Strategy Stats

High-growth companies generate 60% fewer sales opportunities than low-growth companies

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

The median TTM revenue growth rate + adj. EBITDA margin for publicly traded SaaS companies was ~37%, implying that just under one half met or exceed “The Rule of 40%”

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

More than two thirds of SAAS companies experienced annual churn rates of 5% or higher

SAAS companies invest between 80% and 120% of their revenue in sales and marketing in the first 5 years of their existence

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

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

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

55% of SaaS companies rate Customer Retention as the key metric to measure