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

From For Entrepreneurs.com
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Compared with previous surveys, field sales lagged inside sales by a greater amount this year (6% in 2015 vs. an insignificant 2% difference in 2014). Median growth among field sales dominated companies slightly lagged inside sales dominated companies (by 6% points), but led internet sales by 8% points. Channel sales dominated companies grew significantly faster, though the data is sparse. Mixed also performed well.

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Our experiences with SaaS startups indicate that they usually start with a couple of lead generation programs such as Pay Per Click Google Ad-words, radio ads, etc

The global cloud computing market size is expected to grow from USD 371.4 billion in 2020 to USD 832.1 billion by 2025

More than 1/2 of SAAS companies increased their spending on customer retention last year

Less than 20% of new revenue came from existing customers in the form of up-sell and expansion sales

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%”

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

Negative Churn and Expansion Revenue

Growing faster has twice as much impact on share price as improving margins

The fastest growing SAAS companies averaged $250k in MRR and were only losing around 3.2% of that revenue each month to churn

Companies that spend more on sales and marketing (as a % of revenue) generally grew at a faster rate than those that spent less

More SaaS & Tech Growth Strategy Stats

The very best SAAS business has a negative churn rate and will have a Dollar Retention Rate of greater than 100%

In 2018, the market size of information technology outsourcing amounted to 62 billion U.S. dollars.

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

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

A University of Texas study showed that women ask for $7,000 less than their male counterparts in job interviews

It’s 4x cheaper to upsell existing customers than acquire new customers: costing just $0.28 to acquire an additional dollar of revenue

Internet Sales strategies have a significantly lower CAC of just $0.42

The average company gets 16% of new ACV sales from up-sells and expansions, though companies with revenue between $10MM-$40MM are relying more heavily on up-sell and expansions

The median annual unit churn for SAAS companies was 10% in 2016

Three uses for the SaaS Guidelines