Claude made me a new cover. Do we like it? Yes / No? More dog photos? OK.
The Benchmarks are Back
Thanks to everyone from the Mostly Metrics community who submitted their anonymized results.
As a reminder, these benchmarks are purpose built for people running startups (a slightly different, but very important distinction from people investing in startups). They’re written from the POV of someone trying to make resource allocation decisions. And they attempt to provide context on the macro (spoiler alert: multiples are getting ANNIHILATED) and how it impacts the micro of your company (it’s goooood to be private, as SaaS multiples fall-off).
Not to put on my tinfoil hat or anything… but J. Cole drops his long anticipated album “The Fall-Off” the same week that public SaaS multiples literally fall-off a cliff? Coincidence?
What follows is a 33 page report (so many bar charts) covering the following:
Sales Efficiency Benchmarks
Revenue growth
Retention by ARR Band
Retention by ACV Band
CAC Payback by ARR Band
CAC Payback by ACV Band
Sales vs Marketing Spend Mix
Staffing & Talent
Headcount growth
Headcount mix by department
Revenue per employee
Cost Structure and Efficiency
Gross Margin by ARR Band
Gross Margin by company sector
Spend as % of company sector
Burn Multiple by ARR Band
Rule of 40 by ARR Band
Wishing you strong NDR via efficient cross sell,
CJ
