The document summarizes key findings from Pacific Crest's annual survey of private SaaS companies from 2010 to 2013. Some of the main trends highlighted include: - Use of low-cost acquisition channels like trials, inbound marketing and inside sales is accelerating. - Renewing and upselling existing customers generates a high proportion of new ACV at a much lower cost than acquiring new customers. - Average deal sizes and billing periods are getting smaller, indicating a shift toward smaller businesses and consumption-based pricing models. - Revenue churn has almost doubled, consistent with the industry's movement toward lower-cost customer acquisition channels. - The survey findings suggest the SaaS industry is undergoing a transformation from enterprise "