Benchmarks

At this stage, focus on finding Product-Market Fit and showing signs of user and revenue traction. Your data may be too sparse and lumpy to benchmark yourself, however you can explore what the benchmarks look like for a company like yours when you pass 1M ARR. To start, become familiar with the 10 metrics that matter most at this stage, as informed by the latest SaaSCan research. For detailed metrics definitions, check out Klipfolio’s Metric HQ. Metrics followed by (*) can be benchmarked below.

1. Runway
2. Annual Recurring Revenue (ARR) or Monthly Recurring Revenue (MRR)
3. ARR or MRR Growth Rate (*)
4. Active Users (Daily, Weekly, Monthly)
5. Number of Customers
6. Net Dollar Retention Rate (*)
7. Customer or Logo Churn (*)
8. Lifetime Value to Customer Acquisition Cost (LTV:CAC) (*)
9. Net Promoter Score (NPS)
10. Customer Acquisition Cost (CAC) Payback Period (*)

The Fine Print: The RevOps Squared  Benchmark Engine contains data from 878 private B2B SaaS companies collected by survey in June and July 2022, in partnership with SaaSCan and other partners. Given the large sample size and the fact that outlier data was removed, the results are statistically significant and highly credible. At the same time, similar to any data gathered by survey, some respondents may have made data input errors. The bottom line: this is a phenomenal tool backed by highly credible data, but it isn’t foolproof, so please use accordingly.

At this stage, focus on a combination of Growth with a Capital ‘G’ and Capital Efficiency. While your data may still be somewhat lumpy, you can start to benchmark yourself on metrics followed by (*).

Here are the 10 metrics that matter most at this stage, as informed by the latest SaaSCan research. For detailed metrics definitions, check out Klipfolio’s Metric HQ.

1. ARR or MRR Growth Rate (*)
2. Customer Acquisition Cost
3. ARR or MRR
4. Net Dollar Retention Rate (*)
5. Lifetime Value
6. Runway
7. Net Burn
8. Gross Margin (*)
9. CAC Payback Period (*)
10. Active Users (Daily, Weekly, Monthly)

The Fine Print: The RevOps Squared  Benchmark Engine contains data from 878 private B2B SaaS companies collected by survey in June and July 2022, in partnership with SaaSCan and other partners. Given the large sample size and the fact that outlier data was removed, the results are statistically significant and highly credible. At the same time, similar to any data gathered by survey, some respondents may have made data input errors. The bottom line: this is a phenomenal tool backed by highly credible data, but it isn’t foolproof, so please use accordingly.

At this stage, focus on a more balanced mix of Growth and Capital Efficiency. Your data will generally be more stable at this point. Benchmark yourself on metrics followed by (*).

Here are the 6 metrics that matter most at this stage, as informed by the latest SaaSCan research. For detailed metrics definitions, check out Klipfolio’s Metric HQ.

1. Rule of 40 (*)
2. Gross Dollar Retention Rate (*)
3. Net Dollar Retention Rate (*)
4. Net Burn
5. Gross Margin (*)
6. ARR or MRR Growth Rate (*)

The Fine Print: The RevOps Squared  Benchmark Engine contains data from 878 private B2B SaaS companies collected by survey in June and July 2022, in partnership with SaaSCan and other partners. Given the large sample size and the fact that outlier data was removed, the results are statistically significant and highly credible. At the same time, similar to any data gathered by survey, some respondents may have made data input errors. The bottom line: this is a phenomenal tool backed by highly credible data, but it isn’t foolproof, so please use accordingly.