While field sales remains the most popular way to sell for companies >$2.5MM revenue, companies with <$2.5MM revenue tended to use inside sales as their primary mode of distribution

SaaS + Software
Statistic in Growth Strategy

Statistic Info

Survey results indicate that companies in the $7.5MM-$15MM range are among the fastest growers. The median growth in this range is much greater than the median of companies half their size. Interestingly, there was a similar bump-up last year, but for companies between $5MM-$7.5MM.

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In contrast to these, the median annual churn rate for smaller, private SaaS companies with less than $10M in revenue is 20%

26% of SAAS companies with at least $15MM in 2015 GAAP revenue had a revenue growth rate + EBITDA margin of 40% or higher

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

Software and online services are in a period of dizzying growth

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

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

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

The very best SaaS businesses have a negative revenue churn rate and will have a Revenue Retention Rate of greater than 100%

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

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

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Between the SMB and Enterprise customer types, the top-quartile performers not only have net-revenue churn that is 14% to 23% percentage less than the average performers but also have net-revenue churn that is negative in an absolute sense

The 2015 median revenue growth rate was 44%, while the median projected growth rate for 2016 is 48%

It’s essential to have a point of view that puts a stake in the ground and breaks through the clutter.

Analyzed by contract value, field sales are primarily evident for companies with median deals over $25K. Inside sales strategies are most popular for companies with $1K-$25K median deal sizes

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

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

In 2017, Foxconn Technology Group achieved revenue of 158.15 billion U.S. dollars.

In 2018, the revenue of General Dynamics amounted to nearly 36.2 billion U.S. dollars.

When venture capitalists participate in seed rounds, the average round size is 3x larger

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

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