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About this B2B SaaS Benchmark Calculator
The financial performance metrics are calculated using actual anonymized data from private B2B SaaS startups, recorded from 2020 to 2023 and aggregated over all four years. The startups are located in the United States, Canada, and Australia; they span eleven different industries.
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(Annual) Customer or Revenue Churn: Churn calculations annualize the average monthly rate for the trailing 12 months. Annual Churn = 1 – (1 – trailing 12-month Average Churn per month) ^12, where Monthly Churn is lost Revenue (or Customer Count) divided by total Revenue generated (or total Customer Count) the prior month
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Salary as % of Revenue: Salary Costs divided by Gross Revenue
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Salary as % of OPEX: Salary Costs divided by Operating Expenses (OPEX), where OPEX = Revenue – (Net Operating Margin x Revenue) – Interest Expense
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Sales & Marketing Multiple: This metric shows how much revenue a company makes for every dollar spent on sales and marketing, excluding salaries. Sales and marketing (S&M) ROI is revenue divided by S&M costs for the one-year period, where revenue is normalized: Annual Revenue Growth Rate x Annual Gross Revenue
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YoY Growth: Year-over-year (YoY) growth is the Annual Gross Revenue Growth Rate (last 12 months). YoY Growth = (current period - last period)/last period *100
The B2B SaaS Benchmark Calc is offered for your own, internal, informative purposes only and should not be relied upon for any other use. Learn more.
Evaluate how your startup stacks up against comparable startups
Select any key metric and input your performance data to see if your startup is outperforming other B2B SaaS startups.
