Clouded Judgement

JUNE 19, 2024

Through these interactions, I’ve built up mental benchmarks for metrics on which I place extra emphasis. I’ve looked at thousands of private companies, and over time have come up with benchmarks for best-in-class, good, and subpar net revenue retention. net retention and CAC payback).

Cloud 318

Cloud GCP(Google Cloud Platform) Software Azure 318

SaaStr

JUNE 13, 2019

And they were broken down roughly a third, a third, a third by targeting the SMB, the mid-market, and the enterprise. The first goal is to share with you benchmarks. We believe benchmarks are really useful to help you build your business, because they provide good goalposts for financial planning and for goal setting.

Scale 254

Scale Sales Hiring SMB Payment Services 254

Tom Tunguz

AUGUST 26, 2023

Typically, enterprise customers expand more than SMB. The difference in customer base is apparent in the ACV : $4.5k vs 169k, a 37x delta. However, NDRs (net dollar retention) are equal. Klaviyo’s sales efficiency tops the market at 1.04 benefiting from the strategic partnership with Shopify & their PLG motion.

Benchmarks 188

Benchmarks Venture Capital Marketing SMB 188

Tom Tunguz

AUGUST 26, 2023

Typically, enterprise customers expand more than SMB. The difference in customer base is apparent in the ACV : $4.5k vs 169k, a 37x delta. However, NDRs (net dollar retention) are equal. Klayviyo’s sales efficiency tops the market at 1.04 benefiting from the strategic partnership with Shopify & their PLG motion.

Benchmarks 184

Benchmarks Venture Capital Marketing SMB 184

Tom Tunguz

AUGUST 26, 2014

HubSpot is the second fastest SMB SaaS company to IPO yet, achieving the mark within 8 years. Most other SMB companies, defined for this analysis as having an ARPC of less than $15,000, took at least one more year to go public. Impressively, HubSpot has been able to record much faster revenue growth than other SMB SaaS companies.

Benchmarks 113

Benchmarks SMB Metrics SaaS 113

Tom Tunguz

JANUARY 14, 2015

This post is part of a continuing series evaluating the S-1s of publicly traded SaaS companies in order to better understand the core business and build a library of benchmarks that might be useful to founders. First, Xero is a glowing example of a successful SMB SaaS company. Amazingly, 30% of New Zealand GDP is processed by Xero.

Benchmarks 100

Benchmarks Metrics SMB Outsourced Development 100

SaaStr

FEBRUARY 14, 2024

One thing that has positively changed for customer success, especially for the SMB-focused, is far larger onboarding teams. This is great news because onboarding is one of the best ways to bring down churn for SMBs. For example, an SMB that barely logs into a computer should be able to onboard without the need for a human.

Customer Success 305

Customer Success Sales Hiring Scale Headcount 305

Tom Tunguz

FEBRUARY 11, 2019

I’m happy the data has garnered so much interest and I hope it’s helping with our two goals of sharing benchmarks and sparking conversations about how to optimize trial. Enterprises tend to use longer free trials than their SMB counterparts. After publishing the survey last week, I received many questions.

Payment Services 207

Payment Services SMB Benchmarks Market Segmentation 207

ChurnZero

JUNE 2, 2021

SaaS Capital joined us for a webinar to share the results from their 10th annual B2B SaaS benchmarking survey. Q: It’s generally well accepted – not always true – but if you’re focused on SMB, you’re naturally going to get lower gross revenue retention and it will have an impact on your net revenue retention.

Benchmarks 98

Benchmarks B2B SMB SaaS 98

SaaStr

APRIL 29, 2025

For mid-market outbound, the funnel stats can vary depending on your execution, but here are some benchmarks to keep in mind: Connect Rate : If you can get 5% of your targeted accounts to take a meeting or demo, youre in a good spot. Higher in SMB. Sales Cycle Length : Simpler SMB deals typically close in 30 days or less.

114

114

Tom Tunguz

OCTOBER 21, 2017

Segmentation - focus on SMB, Mid-Market, or Enterprise, to play where competition isn’t present. But it’s not the MRR milestones or the payback period benchmarks that have changed. Trades market size for better product market fit. The table stakes in SaaS are rising. They may have increased slightly.

Venture Capital 189

Venture Capital SaaS Machine Learning Artificial Intelligence 189

InsightSquared

JULY 1, 2019

In this new and expanded 2019 benchmark study , we revisit today’s marketing automation platforms and dig deeper into the quality of reporting, nature of the insights, and the impacts these platforms continue to have across the B2B community. Looking Back: Key Findings from 2018.

Benchmarks 21

Benchmarks Scale Marketing B2B 21

Tom Tunguz

MARCH 24, 2014

With the Box S-1 in hand, I can now benchmark Box’s business against other publics, and in particular, SaaS companies nine years after founding. Only RingCentral, a provider of SMB telephone systems, has a smaller average customer value. Box is also nine years old. Salesforce spent 5.3x and CSOD spent 6.2x

Benchmarks 100

Benchmarks Metrics SaaS SMB 100

SaaStr

NOVEMBER 1, 2019

They have funding from some of the best in the business including the likes of Benchmark, Sequoia, Redpoint and Marc Benioff, just to name a few. 9: Clarizen Board Member Paul Albright on Why It Is Harder To Go Enterprise Down, Than SMB Up. Why does Paul believe that it is much harder to go SMB up than enterprise down?

Technical Review 209

Technical Review Development Team Review Software Review Scale 209

Clouded Judgement

OCTOBER 3, 2024

Through these interactions, I’ve built up mental benchmarks for metrics on which I place extra emphasis. I’ve looked at thousands of private companies, and over time have come up with benchmarks for best-in-class, good, and subpar net revenue retention. net retention and CAC payback).

Cloud 167

Cloud Software Benchmarks Retention 167

Clouded Judgement

APRIL 11, 2024

Through these interactions, I’ve built up mental benchmarks for metrics on which I place extra emphasis. I’ve looked at thousands of private companies, and over time have come up with benchmarks for best-in-class, good, and subpar net revenue retention. net retention and CAC payback).

Cloud 184

Cloud Software Azure AWS 184

Clouded Judgement

DECEMBER 21, 2023

Through these interactions, I’ve built up mental benchmarks for metrics on which I place extra emphasis. I’ve looked at thousands of private companies, and over time have come up with benchmarks for best-in-class, good, and subpar net revenue retention. net retention and CAC payback).

Cloud 184

Cloud Software Benchmarks Retention 184

Clouded Judgement

SEPTEMBER 12, 2023

Through these interactions, I’ve built up mental benchmarks for metrics on which I place extra emphasis. I’ve looked at thousands of private companies, and over time have come up with benchmarks for best-in-class, good, and subpar net revenue retention. net retention and CAC payback).

Cloud 176

Cloud Software Benchmarks Retention 176

Clouded Judgement

APRIL 12, 2023

Through these interactions, I’ve built up mental benchmarks for metrics on which I place extra emphasis. I’ve looked at thousands of private companies, and over time have come up with benchmarks for best-in-class, good, and subpar net revenue retention. net retention and CAC payback).

Cloud 167

Cloud Software Benchmarks Retention 167

Tom Tunguz

JUNE 12, 2014

To answer those questions, I’ve pulled together data from a basket of 46 publicly traded SaaS/Cloud companies and segmented them based on their average annual customer value (ACV) into three buckets: SMB ( =$10k to $100k). The median SMB SaaS startup spends significantly less on sales and marketing through year 4 of their lives.

Startup 100

Startup SMB Sales Hiring Acquisition 100

Kellblog

FEBRUARY 13, 2022

For extra credit, our segment-specific ASP: SMB opportunities get valued at our SMB ASP of $25K and enterprise ones get valued at our enterprise ASP of $100K. benchmark against) others who use placeholder values? Because, well, we’ve always done it that way, and I’m not sure why. Zero dollars.

Sales 139

Sales SMB Systems Review Forecasting 139

Clouded Judgement

JUNE 20, 2023

Through these interactions, I’ve built up mental benchmarks for metrics on which I place extra emphasis. I’ve looked at thousands of private companies, and over time have come up with benchmarks for best-in-class, good, and subpar net revenue retention. net retention and CAC payback).

Cloud 167

Cloud Software Benchmarks Scale 167

OPEXEngine

MAY 18, 2021

SaaS metrics are viewed differently at different stages of growth and for different sales models, primarily whether a company is selling into an SMB or enterprise marketplace. NRR benchmarks depend on whether you are selling into the SMB or enterprise market. . Growth Stage – Scaling the Business, and .

SaaS Payments 98

SaaS Payments Metrics Payments Payment Services 98

Clouded Judgement

DECEMBER 20, 2022

Through these interactions, I’ve built up mental benchmarks for metrics on which I place extra emphasis. I’ve looked at thousands of private companies, and over time have come up with benchmarks for best-in-class, good, and subpar net revenue retention. net retention and CAC payback).

Cloud 130

Cloud Software Review Software Benchmarks 130

SaaStr

NOVEMBER 19, 2019

So I went down the hall, met with the head of marketing, and I discovered a lot about in bound SaaS, about SMB, the importance of building this machine as I call it now that generates all these lovely leads. In fact, we were below benchmarks for SaaS companies. Then I went over to the sales department. How can you sell more product?

Scale 187

Scale SMB VP of Engineering Leadership 187

Brian Balfour

MARCH 21, 2017

Most growth communities, forums, and email lists will inevitably have that thread that goes: “Hey, what are the benchmarks everyone’s seeing for X?” I constantly find people seeking out benchmarks or pointing to benchmarks, and we’ve all been there -- who doesn’t want some normalizing data to understand whether we’re on track or not?

Benchmarks 40

Benchmarks Business Model Acquisition Payment Features 40

OpenView Labs

DECEMBER 17, 2020

Four years ago, OpenView released the first annual Expansion SaaS Benchmarks Report in order to fill a critical data gap for SaaS founders and CFOs who had a lot of questions about optimal growth rates, burn levels, gross margins and other key data points. With this year’s SaaS Benchmarks Report, we can now validate that hypothesis.

Benchmarks 52

Benchmarks Scale SaaS Software Review 52

OPEXEngine

JUNE 11, 2020

Pros and Cons: SaaS SMB vs. Enterprise Models. SaaS companies selling in the SMB market are structured operationally very differently from SaaS companies selling in the enterprise market. At OPEXEngine, we pull apart the different nuances of each business model to make sure we are benchmarking companies correctly.

SMB 59

SMB SaaS Benchmarks Subscription 59

Sales Hacker

JUNE 20, 2018

Jaimie Buss: We’re a public company at $500 million in annual run rate—a pretty big benchmark for us. They had a small SDR team—primarily Inbound and an SMB sales team. Here’s the tactical part—Jaimie compensates her Inside Sales team for both the self-service leads and SMB leads. As we do, we start with your baseball card.

Scale 99

Scale Sales Hiring SMB Interviewing 99

OPEXEngine

MARCH 13, 2020

Mike shared how the metrics for a fast paced, monthly rhythm of an SMB SaaS company, like Hubspot, had a different rhythm at a cybersecurity enterprise sales company with longer sales cycles. For more information about the metrics that matter to SaaS companies, and how to benchmark them against peers, please contact us at info@opexengine.com.

Metrics 75

Metrics Cybersecurity SaaS Customer Lifetime Value 75

Sales Hacker

APRIL 1, 2025

The exact playbook to move from SMB to enterpriseincluding partner enablement, segmentation, and incentive design. 85% of your customers being SMB and mid-market to at the end of that six years, it was 75%, uh, enterprise. Why retention isn’t just a CS metricand how to build a sales team that cares about it.

Scale 64

Scale VP of Engineering Outsourcing Services Enterprise 64

Payrix

MAY 14, 2024

Benchmark for good depending on size is 110-115%, which means if you stopped selling any new business, you’ll still grow the business at that 10-15% whatever you are over 100. They do change, I think the metrics stay the same, but the benchmarks of those metrics will change, right? So that’s one bucket.

Payments 147

Payments Payment Services Payment Solutions SaaS Payments 147

User Pilot

JULY 18, 2023

It also helps in identifying short-term trends, setting long-term goals, benchmarking performance, and making critical decisions to improve customer retention. Annual churn rates will flatten out the influence of seasonality or marketing campaigns on churn so you can see your business’s long-term story and set benchmarks for yourself.

Churn 98

Churn SaaS Payments Payments Payment Solutions 98

ChurnZero

OCTOBER 15, 2021

The existence of this benchmark shows how far CS has come, but there’s still further to go. Why NRR benchmarks are dangerous. If you’re a startup or SMB, this sets you up with unrealistic NRR expectations. Find similar, like-minded companies to benchmark yourself against, and be ready to hold your ground. “I

Customer Success 97

Customer Success Benchmarks Scale Underperforming Technical Team 97

Sales Hacker

JUNE 7, 2018

Enterprise versus SMB Sales Velocity. The example above is a classic scenario of an enterprise seller side-by-side with an SMB seller who both achieve the same sales velocity outcome, albeit through different approaches. The example below shows different inputs, yet similar results: . Discuss your sales velocity w/ your manager.

Sales 69

Sales SMB Enterprise Metrics 69

SaaStr

OCTOBER 31, 2019

Contrast that with companies that might also sell into the SMB segment of the market where the ASPs, the average deal sizes are lower. SMB businesses just go out of business much more frequently, and so their gross retention numbers are going to be lower.

Cloud 113

Cloud Scale AWS Artificial Intelligence 113

OPEXEngine

JUNE 9, 2021

Comparing current benchmarks to pre-COVID-19 benchmarks. The results are in and we’ve published the latest benchmarks incorporating 2020 actuals in our platform. SaaS Revenue Growth Benchmarks Didn’t Change A Lot, Except for Zoom and Early Stage Companies. Remember this time, a year ago? in 2019 to 98% in 2020.

SaaS 52

SaaS Benchmarks Travel Entertainment 52