SaaS Go-To-Market benchmarks

A collection of GTM benchmarks for growth, sales, sales development and customer success, curated by Bocar Dia.

Selected content:

The greater the ACV, the longer the payback

By Tomasz Tunguz

B2B Marketing contribution by ASP (2020)

By Trish Bertuzzi

SaaS mix of employees by function by dominant sales channel (2020)

By Kyle Poyar, Sean Fanning

SaaS sales and marketing spend by ARR (2020)

By Kyle Poyar, Sean Fanning

Sales development motions (2021)

By Trish Bertuzzi

Time to $100M

SaaS metrics by ARR (2020)

By Kyle Poyar, Sean Fanning

Growth Persistence

By Christoph Janz

Sourced pipeline by SDR (2021)

By Trish Bertuzzi

A $5-20M ARR company typically spends $1M in Marketing programs

By Tomasz Tunguz

SaaS quotas by ACV (2020)

By Trish Bertuzzi

38% of CS teams goal on NDR with Logo Retention second

By Tomasz Tunguz

Is my sales cycle too long?

By Tae Hea Nahm

SaaS average AE ramp times are on the rise (2020)

By Trish Bertuzzi

Typical team headcount as companies scale

By Tomasz Tunguz

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