Interactive B2B SaaS Benchmark Report
Our free interactive benchmark report makes it easy to explore how B2B SaaS startups are performing across a variety of different financial KPIs.
Interested in public SaaS company performance? Visit the Public SaaS Index.
B2B SaaS Benchmark Report definitions and disclaimers
S&M EFFICENCY
YOY GROWTH
AGE
REVENUE CHURN
CUSTOMER CHURN
SALARY AS % OF REVENUE
SALARY AS % OF OPEX
Aggregate Prior Four-Year Performance Metrics
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Age (in months)
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YoY Growth
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S&M Multiple
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Salary as % of Opex
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Salary as % of Rev
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Revenue Churn
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Customer Churn
Top 25%
Mean
Median
Bottom 25%
Read Our Full Analysis
See How Your Startup Compares
Enter your financial KPIs into our interactive Benchmarks Calculator to reveal your performance across 6 metrics. Compare overall benchmarks or pivot by industry to score your startup against its peers.
We do a full assessment of the prior four-year performance for B2B SaaS startups. Explore recent trends in KPIs, top-performing industry verticals, insights by growth stage, and more.
As seen in
About this B2B SaaS Benchmark Report
The financial performance metrics in this report are calculated using actual anonymized data from private B2B SaaS startups, recorded from 2020 to 2023 and aggregated over all 4 years. The startups are located in the United States, Canada, and Australia; they span 11 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 Interactive B2B SaaS Benchmark Report is offered for your own, internal, informative purposes only and should not be relied upon for any other use. Learn more.
