Private SaaS Company Survey Research Read the full post at https://www.fourquadrant.com/private-saas-company-research/ Private SaaS Company Survey Research conducted to provide operational and financial benchmarking data to executives, sales and marketing professionals and investors in SaaS companies. Private SaaS Company Survey Research Benchmarks Include: - Over 45% have an ARR that is greater than $10M per year - Over 20% have an ARR that is greater than $25M per year - Almost 52% of companies surveyed have more than 75 FTEs - Over 48% have fewer than 75 FTEs - The median growth rate drops to 25% for companies with over $25M in ARR and just one out of five companies with over $25M in ARR experienced growth rates over 50% Private SaaS Company Survey Research - Key SaaS Benchmarks Graphics - Annual Recurring Revenue (ARR) - SaaS Full Time Employees (FTEs) - SaaS FTE Efficiency - SaaS Sales & Marketing Expense - Distribution Models - SaaS Customer Acquisition Cost (CAC) - SaaS Expansion, Upsell & Renewal Benchmarks 399 companies participated in the SaaS survey: - US: 293 - Europe: 42 - Canada: 33 - Latin America: 11 - Australia / New Zealand: 8 - Asia: 7 - Israel: 5 For key market research & Stats from Gartner, IDC, Forrester and more visit https://www.fourquadrant.com/go-to-market-charts-marketing/ Download free marketing templates. Leverage proven go to market strategies and go to market processes and market tactics @ https://www.fourquadrant.com/free-marketing-templates/ To view a go to Market Slide Library for Sales & Marketing, visit https://www.fourquadrant.com/go-to-market-slides/ Go to Market Resources @ fourquadrant.com Free Downloads @ fourquadrant.com/free-marketing-templates/ Cloud Computing Research https://www.fourquadrant.com/go-to-market-cloud-computing-research/ Go-To-Market Strategy Planning Templates @ https://www.fourquadrant.com/go-to-market-planning-templates/go-to-market-strategy-planning-template/

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Private SaaS Company Survey Research

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Private SaaS Company Survey Research Takeaways
Source: KBCM Technology Group Private SaaS Company Survey
Key Takeaways:
§ $8.5MM median 2016
Ending ARR
§ Median organic growth in
ARR in 2016 was 47%
§ Median employees (FTEs):
78
§ Median customer count:
356– 73%

3. Private SaaS Company Survey Research - ARR
Go to market resources available @ www.fourquadrant.comSource: KBCM Technology Group Private SaaS Company Survey

4. Private SaaS Company Survey Research - FTEs
Go to market resources available @ www.fourquadrant.comSource: KBCM Technology Group Private SaaS Company Survey

5. Private SaaS Company Survey Research - FTEs
Go to market resources available @ www.fourquadrant.comSource: KBCM Technology Group Private SaaS Company Survey
§ Overall Median ARR in 2016 -­ $100K
§ Median ARR in 2016 excluding SaaS companies with less than $5MM in 2016 was $137K

6. Private SaaS Company Survey Research - CAC
Go to market resources available @ www.fourquadrant.comSource: KBCM Technology Group Private SaaS Company Survey
Respondents
(excluding companies
with less than $5M on
annual ARR) spent a
median of $1.15 to
acquire each dollar of
new ARR from a new
customer in 2016

7. Private SaaS Company Survey Research –
Expansion, Upsells & Renewals
Go to market resources available @ www.fourquadrant.comSource: KBCM Technology Group Private SaaS Company Survey
§ The median cost to
acquire $1 of new
upsell ARR was $0.57
and that is 50% of the
cost to acquire $1 of
ARR from a new
customer.
§ The cost to acquire
$1 of new expansion
ARR ($0.30) is 26%,
and the cost for $1 of
renewal ARR ($0.15)
is 13%.

8. Private SaaS Company Survey Research – Sales
Models
Go to market resources available @ www.fourquadrant.comSource: KBCM Technology Group Private SaaS Company Survey
Based on 2016 annual
contract value, the
Field Sales model
dominates for SaaS
companies with
median deals over
$50K.
Inside Sales strategies
are most popular
amongst SaaS
companies that have a
median annual
contract value
between $1K to $25K.

9. Private SaaS Company Survey Research – Sales &
Marketing Expense
Go to market resources available @ www.fourquadrant.comSource: KBCM Technology Group Private SaaS Company Survey
The median private SaaS
company devotes 30% of
their S & M expenses to
marketing and 70% to
sales. However, the
distribution modes
impact this ratio
significantly.

10. Private SaaS Company Survey Research –
Distribution Models by Company Size
Go to market resources available @ www.fourquadrant.comSource: KBCM Technology Group Private SaaS Company Survey

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