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 177

Cloud Software Azure AWS 177

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 244

Customer Success Sales Hiring Scale AI 244

SaaStr

APRIL 30, 2021

A great benchmark for developer-centric mission-critical services. A solid yardstick for a product that is 50/50 enterprise and SMB, with a great Free edition. Smartsheet’s NRR is 123% from SMBs. Some best-of-breed examples: Snowflake’s NRR is 162%. UiPath’s NRR is 145%. Top-tier for B2B enterprise software.

SMB 261

SMB Benchmarks Enterprise B2B 261

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

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 111

Benchmarks SMB Metrics SaaS 111

SaaStr

DECEMBER 3, 2021

10 SaaStr 211: The Ultimate Guide To SaaS Pricing From Investors @ Benchmark, Matrix, Upfront Ventures & Operators @ Figma, Snyk, and Kustomer. #9 . #11 SaaStr 309: David Skok on The 9 Stage Model To Get A B2B Company To Get Repeatable, Scalable & Profitable Growth. #10 1 SaaStr 221: HBS Sr.

Scale 209

Scale Sales Hiring SMB Benchmarks 209

Tom Tunguz

FEBRUARY 6, 2019

Share benchmarks to calibrate your startup’s free trials. In the SMB, month to month is more common. The data suggests it’s worth testing payment requirement for mid-market and SMB price points. In sharing the results, we have two goals. Spark conversations about new free trial tests to run for your startup.

Payment Services 268

Payment Services SaaS Payments SMB Benchmarks 268

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 177

Cloud Software Benchmarks Retention 177

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 169

Cloud Software Benchmarks Retention 169

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

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 216

Scale SMB Sales Hiring Payment Services 216

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 161

Cloud Software Benchmarks Retention 161

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

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 161

Cloud Software Benchmarks Scale 161

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

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 Subscription 40

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 185

Payment Services SMB Benchmarks Market Segmentation 185

Kellblog

JUNE 17, 2023

Those who find SaaS benchmark reports as impenetrable as James Joyce. While some SaaS benchmarks include a broad mix of VC-backed, founder bootstrapped, and PE-owned SaaS companies, SaaS benchmarks produced by VC firms generally include only those firms who tried to raise VC — i.e., the moonshots or at least wannabe moonshots.

Scale 103

Scale Sales Benchmarks Metrics 103

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

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.

SaaS 186

SaaS Venture Capital Finance Machine Learning 186

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 131

Sales SMB Systems Review Forecasting 131

Chart Mogul

DECEMBER 8, 2022

This year alone, I shared over 200 curated reads on leadership, growth, pricing, SaaS metrics, benchmarks, and much more. This year alone, I shared over 200 curated reads on leadership, growth, pricing, SaaS metrics, benchmarks, and much more. 2022 OpenView SaaS Benchmarks Report. Here is some math. ” 6. .

Sales Hiring 52

Sales Hiring SaaS Scale Benchmarks 52

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 Payments SaaS Payments Payment Solutions 98

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

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

OPEXEngine

JUNE 23, 2021

Although SaaS gross margin benchmarks have improved by about 10% over the past 10 years due to greater efficiency and competitiveness in hosting costs, SaaS gross margin benchmarks show the least variation of probably any metric that OPEXEngine collects. We have introduced benchmarks for both ways of calculating the metric.

Benchmarks 52

Benchmarks Acquisition SMB Software Review 52

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 153

Technical Review Development Team Review Scale Software Review 153

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

SaaStr

MARCH 1, 2019

How does this differ when comparing enterprise to SMB? How does this differ when comparing SMB to enterprise? Is it fair to always surmise that when serving SMB one will always have a higher rate of churn? Assisted vs unassisted: What does Tom believe are the leading benchmarks for both? What are the dangers there?

Scale 118

Scale SMB Sales Recruiting Sales Hiring 118

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

OpenView Labs

OCTOBER 21, 2019

That’s why I think the best way to define an enterprise deal is actually not by any particular “benchmark” but by its level of complexity and the mindset required to execute it. SMB vs. Enterprise vs. Mid-Market. The SMB Deal. The SMB deal boils down to “you build it, they buy it.”. The Enterprise Deal.

Sales Hiring 40

Sales Hiring Enterprise Scale SMB 40

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

OPEXEngine

SEPTEMBER 10, 2020

This seems to be especially true for companies selling in the SMB space as compared to large enterprise customers. We will be doing an update of our 2020 benchmarking in the next month – stay tuned to find out more. Contact us if you want to make benchmarking part of your budgeting and planning process.

Payment Services 59

Payment Services SaaS Payments Trends Payment Solutions 59

Chart Mogul

FEBRUARY 19, 2021

Benchmarking provides the best answer to this question. Naturally, retention varies across niches (consumer vs. B2B software) and segments (SMB vs. enterprise). Deep dives: Cohort Analysis in the SaaS Metrics Refresher email course The Ultimate Cohort Analysis Cheat Sheet. What is a good retention rate?

Retention 72

Retention Churn Benchmarks SMB 72

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 173

Scale SMB VP of Engineering Leadership 173

Andreessen Horowitz

APRIL 29, 2024

According to Setpoint, they currently manage in excess of $18 billion in debt facilities and annual transactions across asset-backed securities (ABS) and asset-based lending (ABL) asset classes, including consumer loans, residential mortgages and properties, SMB, factoring, supply chain finance, and equipment finance.

Payment Services 91

Payment Services Payment Solutions Development Team Review Outsourcing Services 91