SaaStr

FEBRUARY 25, 2025

200+ dedicated workshops and braindates with the best in SaaS, Cloud and AI, from intimate small sessions to 20-50 person workshops from the best Our CRO + CEO Poker Night where we bring 200 top revenue leaders together with CEOs and founders of B2B / AI companies attending Our 4th annual CMO Summit for top CMOs and the CEOs that want to meet them!

Sales Recruiting 193

Sales Recruiting Scale CTO Hire Sales Hiring 193

SaaStr

FEBRUARY 21, 2025

Here’s a deeper dive into SaaStr Annual and why it’s considered the top SaaS event: Core Elements: Takes place in the San Francisco Bay Area (usually Silicon Valley) Features over 300 speakers across multiple tracks Focuses exclusively on SaaS metrics, growth strategies, and operational excellence Typically runs for 3 days with pre and (..)

Software 245

Software Scale Venture Capital SaaS 245

Tom Tunguz

JUNE 26, 2022

The market values COIN, Coinbase’s stock, and UNI, Uniswap’s token at about 3x trailing 12-month revenues. As the market has corrected, so have the trailing 12-month revenues (TTM)/Market Cap multiples. Coinbase and Uniswap generate billions in revenue. Coinbase’s trailing revenue in Q1 2022 approached $7.5b

Benchmarks 309

Benchmarks Headcount Government Business Model 309

Tom Tunguz

OCTOBER 28, 2017

Normally, accounting changes are not that interesting, but ASC 606 will change several of the key attributes and benchmarks SaaS startups use. The two most important changes are changes to revenue and profitability. Today, all software revenue is recognized ratably over the contract period. in new hosted recurring revenue).

Revenue 230

Revenue Benchmarks SaaS Finance 230

Tom Tunguz

SEPTEMBER 1, 2021

Revenue, $M. Revenue Growth. -. Amplitude’s revenue growth rate is in the top quartile for modern software companies at 49%. The company spent $47m in 2019 on sales and marketing, and $52m in 2020, an increase of $3m or 6%, while growing revenues 49%. Gross Margin. Sales Efficiency. -. Net Income Margin.

Metrics 294

Metrics Benchmarks PayPal Enterprise 294

SaaStr

NOVEMBER 13, 2024

billion in annual recurring revenue. Through strategic momentum, customer-driven innovation, and an adaptable yet focused approach to scaling, they are setting benchmarks not only for growth but for tangible impact. So how did it garner success so quickly?

Scale 276

Scale CTO Coach AI New CTO 276

Tom Tunguz

APRIL 29, 2019

Slack generated $105m in revenue in 2017, $221m in 2018 and $401m in 2019. Zoom, in blue has been smaller in each year, but is growing faster.This compares to $61m, $151m and $331m in revenue for Zoom. Slack spends 39% of revenues on R&D compared to 10% for Zoom. Note these years are fiscal years, not calendar years.

Benchmarks 279

Benchmarks Metrics Scale Revenue 279

Tom Tunguz

MARCH 24, 2019

The company grew from $61m to $331m in revenue in the past three years. The result is the company spends less than 10% of its revenue on R&D, which is less than half the median of the peer set. The company filed their S-1 on Friday. Zoom, growing at 148% and 119% in ‘18 and ‘19. of gross profit in the next year.

Metrics 279

Metrics Benchmarks Scale Acquisition 279

FastSpring

APRIL 26, 2022

In part one, we cover benchmarks and common churn formulas. Part I: SaaS Churn Benchmarks Part II: 5 Proven Strategies for Reducing SaaS Churn Part III: Churn Definitions and Additional Resources. Part I: SaaS Churn Benchmarks. When we set churn benchmarks for SaaS companies, there’s so much to consider.

Benchmarks 133

Benchmarks Churn Payments SaaS Payments 133

Tom Tunguz

NOVEMBER 3, 2021

Before, most investors used forward ARR multiples to value companies, but recently, the 100x multiple seems to be a benchmark for SaaS companies raising rounds. I estimated ARR as the annualized revenue of the most recent fiscal quarter. I estimated ARR as the annualized revenue of the most recent fiscal quarter.

Benchmarks 362

Benchmarks Startup Metrics Enterprise 362

SaaStr

MAY 23, 2024

So Emergence Capital put together a great report here on B2B startups, “Beyond Benchmarks 2024” , with a ton of great data across 664 software startups. More on that here: But top quartile is still a great benchmark to compare and learn from your peers: From $1m-$5m ARR, top quartile startups are growing 100% still.

Startup 342

Startup Benchmarks B2B Pricing 342

Clouded Judgement

JUNE 19, 2024

Through these interactions, I’ve built up mental benchmarks for metrics on which I place extra emphasis. The charts below show the change in quarterly revenue YoY (so Q1 ‘24 rev - Q1 ‘23 rev) going back to 2017. Beating consensus revenue estimates is the first aspect of a successful quarter.

Cloud 318

Cloud GCP(Google Cloud Platform) Software Azure 318

SaaStr

MARCH 12, 2025

With 10+ years as a CMO at companies ranging from $1M to $1B in revenue, another 10+ years as CEO of companies in the $0-$100M range, and extensive experience as an independent director on startup boards, Dave offers a 360-degree perspective on marketing’s role in SaaS success. But there’s a better way.

Sales Hiring 203

Sales Hiring Marketing Technical Review Underperforming Technical Team 203

Tom Tunguz

MARCH 18, 2019

the company generated $107M of trailing 12 month revenue, services 33% of the Fortune 500, grew revenue at 48% and has a net retention rate of 139% across 10,800 customers. Looking at gross margin, which is the revenue minus the cost of goods sold (typically hosting costs and customers success), PagerDuty tops the list of 85%.

Metrics 222

Metrics Benchmarks Software Review Engineering 222

Tom Tunguz

JUNE 25, 2020

It contains data on go to market team structure, performance by sales function, marketing spend benchmarks, and customer success priorities. We’ve endeavored to include as much data as possible to help companies benchmark themselves relative to others. The presentation is embedded below.

Headcount 364

Headcount Scale Benchmarks Retention 364

Tom Tunguz

APRIL 14, 2020

Sam Jacobs created the Revenue Collective , a group of more than 1700 sales professionals at some of the fastest-growing companies. With chapters across the US, Revenue Collective has broad reach within the sales community. Recently, Revenue Collective surveyed its members about the impact of coronavirus on businesses.

Sales Hiring 334

Sales Hiring Sales Forecasting Travel 334

SaaStr

SEPTEMBER 7, 2022

What about moving from founder-led sales to building a sales team and scaling your revenue growth? Demodesk’s CEO, Veronika Riederle, and VP of Revenue, Lauren Wright, answer the most pertinent questions on scaling a SaaS start-up as they take us through lessons learned from the three stages of growth. Product-Market Fit .

Sales Hiring 246

Sales Hiring Scale Revenue Sales 246

SaaStr

NOVEMBER 4, 2021

The “Rule of 40” is one of the most commonly cited valuation benchmarks in SaaS for both public and private companies. While SaaS is an amazingly transparent community with abundant benchmarking resources, there are much fewer publicly available studies that allow an analysis of the underlying drivers of “Rule of 40.”

SaaS 319

SaaS Technical Review Benchmarks Azure 319

User Pilot

JULY 14, 2024

That’s one of the questions about user activation rates that we explore in our Product Metrics Benchmark Report 2024. Companies analyzed in the Product Metrics Benchmark Report by industry. Activation has an impact on other product metrics , including revenue. Userpilot’s SaaS Product Metrics Benchmark Report 2024.

Benchmarks 105

Benchmarks Scale Onboarding Metrics 105

Clouded Judgement

APRIL 4, 2024

There’s a lot of info to digest, so in the sections below I’ll try and pull out the relevant financial information and benchmark it against current cloud businesses. ” Benchmark Data The data shown below depicts how the Rubrik data compares to the operating metrics of current public SaaS businesses.

Benchmarks 120

Benchmarks Data Cybersecurity Cloud 120

Tom Tunguz

SEPTEMBER 16, 2017

This is a very nuanced question, but benchmarks do provide some guidance for what is reasonable. The chart above shows the sales and marketing investment of publicly traded software companies at different revenue levels. Looking in the outer revenue ranges at $25M, $50M and $100M, that figure asymptotes to about 50%.

Investment 274

Investment Startup Marketing Sales 274

Tom Tunguz

AUGUST 26, 2019

24% of revenues are international. The company is currently at $333M in quarterly ARR and generated $265M in trailing 12 months revenues, up from $145M the previous period. At the time of IPO, both DDOG and APPD filed at about $200M in revenue. One last chart: revenue dollars at IPO per venture dollar invested.

Metrics 189

Metrics Benchmarks Scale User Experience 189

SaaStr

APRIL 30, 2021

120% NRR: Your revenue doubles in 5 years even with no new customers. 110% NRR: Your revenue doubles in 8 years even with no new customers. 100% NRR: Your revenue stays the same with no new customers. A great benchmark for developer-centric mission-critical services. — Jason BeKind Lemkin (@jasonlk) April 20, 2021.

SMB 325

SMB Benchmarks Enterprise B2B 325

SaaStr

JANUARY 21, 2022

Dorian Stone , Head of Organizations Revenue at Grammarly, is here to share lessons from his experience of scaling the company from consumer to SMB to Enterprise to help you steer your expansion efforts in the right direction. But the truth was, the campaign was performing above the benchmark, but it was a new area for them.

Scale 246

Scale SMB Enterprise Sales Hiring 246

Tom Tunguz

OCTOBER 11, 2023

First, revenue is fuel. In the last ten years, with capital nearly freely available, many companies have decreased the priority of generating revenue, especially those using product-led growth techniques. Team & company leaders prize revenue growth & cost reduction.

Benchmarks 309

Benchmarks compliance Engineering Pricing 309

User Pilot

JUNE 11, 2024

That said, let’s explore the most critical product marketing metrics to track, along with the latest benchmarks in 2024: Check out the 2024 Benchmark Report. Let’s explore the most important metrics (you can check their benchmarks here ): User activation rate : Measures how effectively onboarding converts new users into active users.

Benchmarks 102

Benchmarks Product Marketing Metrics Marketing 102

User Pilot

JULY 21, 2024

These are the key questions we explore in the article based on our recent Product Metrics Benchmark Report 2024 which investigates company performance in 6 different metrics across 7+ industries. Companies analyzed in the SaaS Product Metrics Benchmark Report 2024 by industry. Check out our Product Metrics Benchmark Report 2024.

Benchmarks 105

Benchmarks Onboarding Healthcare Metrics 105

User Pilot

JULY 14, 2024

That’s the average core feature activation rate across the companies we studied for our Product Metrics Benchmark Report 2024. Companies by industry analyzed in our Product Metrics Benchmark Report 2024. Companies with annual revenue of $5-10M had the best results (30.4%) and the adoption rates decreased once companies passed $10M.

Benchmarks 105

Benchmarks Artificial Intelligence Underperforming Technical Team Onboarding 105

SaaStr

SEPTEMBER 20, 2023

Discover Bessemer Venture Partners’s annual State of the Cloud report, going through trends, benchmarks, and metrics that underpin the Cloud economy. At the peak of bull market exuberance at the end of 2021, a 1% improvement in revenue growth had the same impact on valuations as a 6% improvement in free cash flow margin.

Cloud 309

Cloud Payments Software Review Payment Solutions 309

User Pilot

JUNE 27, 2024

Learn more about industry benchmarks in our latest SaaS Product Metrics Report. Customer activation rate is crucial for SaaS companies as it impacts all other success metrics, like revenue. Activation rate benchmarks for various industries in 2024 range from 54.8% User activation rate benchmarks in 2024. Curious why?

Benchmarks 105

Benchmarks SaaS Social Media Onboarding 105

Casey Accidental

JUNE 9, 2020

We typically think of monetization as the lifetime value formula, which is how long a user is active along with revenue per active user. Revenue model : How much money you ask from customers and how can play a big role in retention. BONUS: Why are Casey’s benchmarks for consumer transactional businesses lower than others?

Retention 145

Retention Benchmarks Payments Payment Methods 145

SaaStr

DECEMBER 2, 2021

22 SaaStr 193: When Does ABM Make Sense and How To Execute The Strategy Effectively, Why Marketing Must Be Held Accountable To A Number Tied Directly To Revenue and What Makes The Truly Special CMOs with Joe Chernov, CMO @ Robin. #21 The post Top 25 SaaStr Podcasts of All Time – Part 1 (#25-#13) appeared first on SaaStr.

Scale 312

Scale Benchmarks Enterprise Leadership 312

User Pilot

JULY 18, 2024

According to our latest NPS benchmark report, the average NPS in SaaS is 35.7. But how does your business fare against these product metrics benchmarks? Let’s explore our product metrics benchmark and learn: What NPS is and why it’s important for SaaS businesses. You can download our product metrics benchmarks here.

Benchmarks 105

Benchmarks Healthcare Technical Review Scale 105

SaaStr

AUGUST 26, 2024

They’ll explore strategies for using customer success not just as a support function but as a powerful engine for revenue growth. In this session, Notion’s CRO, Erica Anderson, and GitHub’s VP of Customer Success, Abbas Haider Ali, discuss how customer success teams can take a proactive approach to drive sales.

Benchmarks 296

Benchmarks Finance Business Model Forecasting 296

User Pilot

JULY 21, 2024

According to our benchmark, the average month-1 retention rate in SaaS companies is 46.9%. Let’s explore our product metrics benchmark and learn: The definition of month-1 retention rate and why it matters. Company size : Smaller companies ($1M-$10M revenue) tend to have higher retention rates (around 47.9%

Benchmarks 105

Benchmarks Retention Healthcare Scale 105

SaaStr

MAY 9, 2020

1: Where SaaS Stands Today: Benchmarks and Lessons from 17,479 SaaS Companies. #2: 10: A Step by Step Guide to Revenue Growth with Mark Roberge, Harvard Business School (another SaaStr Classic). . #8: 10: A Step by Step Guide to Revenue Growth with Mark Roberge, Harvard Business School (another SaaStr Classic).

Benchmarks 284

Benchmarks Trends SaaS Revenue 284

Tom Tunguz

AUGUST 26, 2023

Metric at IPO KVYO BRZE Primary Motion PLG SLG Revenue Growth 54% 52% Revenue, $m 585 185 Gross Margin 77% 72% ACV, $k 4.5 Profitability 4.7% -21% CFO / Revenue 18% - 17% At IPO, the companies grew at similar rates, but Klaviyo is roughly 215% larger in revenue. Est. Sales Efficiency 1.04

Benchmarks 188

Benchmarks Venture Capital Marketing SMB 188