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%)

From HubSpot
Quote in Market Research

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.

More SaaS + Software Stats

The fastest growing SaaS companies raise an average of $9.5M in Series A funding

Cloud application services (SaaS) to reach $126 billions by the end of 2021

The median annual contract value (ACV) was $25K, $21K, $21K, $20K in 2016, 2015, 2014 and 2013

How Often Should The Pricing Committee Be Meeting And Making Changes?

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

Account Churn Rate (ACR) = customers at beginning of month – customers at the end of month / customers at beginning of month

Non-renewal rates are higher than gross dollar churn rates and higher for shorter duration contracts

56% treat “Existing Customer Renewals” as high priority

Moving from $1.5 million with an eye towards $10 million in ARR is a tough a task and will take an excellent VP of sales to get you there

Japanese company Hitachi accounted for three percent of the world’s market for diagnostic imaging in 2017.

More Market Research Stats

Over the past five years, the Global Biotechnology industry has grown by 2.0% to reach revenue of $301bn in 2019.

Sony’s PlayStation brand had accumulated approximately 38.57 million fans on the social network

Cloud application services (SaaS) to reach $126 billions by the end of 2021

54% treat upselling and add-on sales as high priority

SaaS solutions have the highest security features with 95% security failures due to human error

If you are charging $500 per month, you can afford to spend up to 12x that amount (i.e. $6,000) on acquiring a new customer

Customer Acquisition Cost (CAC) = sum of all sales & marketing expenses/ number of new customers added

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

Revenue Churn Rate = (RCR) (MRR at beginning of month – MRR at end of month) – MRR in upgrades during month / MRR at beginning of month

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