To establish a revenue or lead-commitment based on your funnel metrics and revenue-growth goals, work backward from the gross revenue amount that marketing is responsible for generating (generally around 40%)

If you haven’t done so yet, it’s time to establish a revenue or lead-commitment based on your funnel metrics and revenue-growth goals. Then lock these goals in with a service-level agreement between your marketing and sales teams.

From here, clearly define how many marketing-qualified leads must be delivered to the sales team in a given month along with what percentage of those will become sales-qualified, then opportunities, then customers. These metrics will allow you to determine how many account executives will be needed for the sales team when factoring monthly quotas and quota-attainment percentages. It will also help you determine how many visitors and leads the marketing team needs to generate to hit its goals by working backwards from these metrics.

Market Research Articles

• SaaS SEO Trends and Strategies to Watch in 2023
  SaaS SEO Trends and Strategies to Watch in 2023Search Engine Optimization has come a long way since its inception, and it's constantly evolving. As a SaaS company, it's essential to stay on top of these changes to ensure your website ranks highly in search engine results pages (SERPs). In this blog post, we'll explore some […]
• Take AIM: How to Target the Right Audience
  Steps needed to establish and reach your target audience.
• An Analytics Primer
  Analytics can be very intimidating. There is so much information that its far too easy to get lost in a a sea of numbers and charts, but once you get past the relatively steep leaning curve, you will discover that it is an incredible asset to your business.Analytics can tell you where your web traffic […]
• Segmentation, Targeting, and Positioning
  If you try to target everyone you end up not reaching anyone.
• The Importance of Surveying your Clients
  Today, Rick talks about a tool that can help you build a better sales process and put you in a better position to close sales in the future. One thing I wanted to talk to you about today, is not specifically a sales tool, but it’s something you can do and integrate into your business […]
• Custom Analytics Dashboards
  There is an overwhelming amount of data in analytics, so Google has made it possible to create custom dashboards so you don't have to thumb through a ton of irrelevant information. You can create multiple dashboards for different roles or departments. We'll walk through creating a dashboard called "content marketing" step-by-step.Getting StartedIn the reporting tab, […]
• Tips for Interpreting Analytics Data
  Having a wealth of data at your fingertips is never a bad thing, but it's a good idea to be cautious when interpreting it. Sometimes the data can actually be misleading.The Trouble with Bounce RateAs Andy mentions in the video, bounce rate is a metric that has to be looked at in context. A target […]
• The Basics of Analyzing Your Audience
  As audience analysis month draws to a close, Rick goes over the basics to make sure we understand the goals and importance of taking time to analyze your audience. It’s audience analysis month here at Insivia, so lets go over some of the basics and make sure you understand the importance of analyzing your audience. […]
• Driving ROI from Google Analytics
  The how-to tutorial on understanding and utilizing Google Analytics to improve conversion, search optimization, engagement and overall better online marketing.

SaaS + Software Stats

• Cloud application services are expected to grow at an average annual rate of 18.5% through 2025
• The median SaaS business loses about 10% of its revenue to churn each year and that works out to about 0.83% revenue churn a month
• SaaS businesses face significant losses in the early years (and often an associated cash flow problem)
• More than 1/2 of SAAS companies increased their spending on customer retention last year
• High-growth companies offer a return to shareholders 5 times greater than medium-growth companies
• The average company booking professional services revenue on new deals is equivalent to 16% of the first year subscription value. Professional services margins are approximately 22%
• SaaS companies in the $7.5MM-$15MM range are among the fastest growers
• 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
• High-growth companies are 8X more likely to reach $1 billion in revenues than those growing less than 20%.

Market Research Stats

• SAAS companies invest between 80% and 120% of their revenue in sales and marketing in the first 5 years of their existence
• The median Customer Acquisition Cost (CAC) for upsells is just $0.28 per $1, less than a quarter of the $1.18 spent to acquire $1 of revenue from a new customer
• Internet sales-driven companies have a much greater reliance on marketing, with 65% of the median company’s CAC budget devoted to marketing
• In 2018, the U.S. imported aerospace products worth about 53.98 billion U.S. dollars.
• Sony’s PlayStation brand had accumulated approximately 38.57 million fans on the social network
• Investment in marketing automation tools is expected to reach $25 billion by the year 2023
• The average company booking professional services revenue on new deals is equivalent to 16% of the first year subscription value. Professional services margins are approximately 22%
• The average SaaS business generates 16% of its new Annual Contract Value (ACV) from upselling to existing customers
• 86% of SaaS businesses treat “New Customer Acquisition” as their highest growth priority, both in terms of executive support and funding available