SaaS pipeline sources by ACV (2020)
As ACVs increase, Marketing contribution generally falls while and Outbound Sales Development contribution rises.
High-growth companies report slightly lower Marketing-sourced share of pipeline and significantly higher Outbound Sales Development than laggards.
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Most relevant during:
GTM Fit phase
Scale phase
PMF phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
ACVs > $50K
