SaaS sales and marketing spend by dominant channel (2020)
SaaS sales and marketing spend
Best-in-class companies selling primarily through self service and freemium can bring sales and marketing spend well below 20% of ARR.
As you look to reach your customers where they work, you need to reach them where they live. Leveraging an “always open” self serve model can drive more efficient acquisition.
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Most relevant during:
GTM Fit phase
Scale phase
PMF phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
ACVs > $50K
