OPENVIEW
YOUR RESULTS
We surveyed 660 private SaaS companies to gather the data you see below. To produce your results, we’ve taken your data to map how you stack up against these 660 peers. The metrics you see below are the SaaS metrics that are most indicative of long-term success.
GROWTH
Your growth is: Above median
DIG DEEPER
Did you know that the typical % of growth from existing customers at your stage is XX%.
As growth from your base becomes more and more important, there are several tactics worthy of consideration:
As growth from your base becomes more and more important, there are several tactics worthy of consideration:
Usage based pricing is highly correlated with above average NDR.
Snowflake's 184% NDR is only possible because their usage based model allows for expansion.
View pricing >>
View pricing >>
Make it easier for your product to expand internally
Loom allows additional users into the product for free with paywalls presented after they've seen value
View pricing >>
View pricing >>
Scale accounts by building for the enterprise
Calendly started with end-users, then built for teams and ultimately enterprises
Learn more >>
Learn more >>
CAC PAYBACK & NDR 
Your GDR is: Top Quartile
|
High (120+) |
Growth: 200% Ro40: 63% |
Growth: 80% Ro40: 1% |
Growth: 86% Ro40: 30% |
|
| NDR |
Mid (120-105) |
Growth: 100% Ro40: 54% |
Growth: 58% Ro40: 42% |
Growth: 38% Ro40: 20% |
|
Low (<105) |
Growth: 42% Ro40: 58% |
Growth: 39% Ro40: 53% |
Growth: 35% Ro40: 0% |
|
|
Low (<7.5 Mo) |
Mid (7.5-15Mo) |
High (15+ Mo) |
||
| CAC |
DIG DEEPER
Did you know that CAC Payback is highly dependent on the type of customer you're selling to?
Three Steps to getting a handle on CAC Payback:
Start by understanding your cost of acquisition
CAC Payback in the context of NDR becomes much more powerful.
Learn more >>
Learn more >>
Provide a robust free trial to lower the time you're spending acquiring customers
Airtable leverages a reserve trial to accomplish this.
Get the full story >>
Get the full story >>
Find your customers where they're feeling pain
Zapier focuses on finding customers in their moment of need.
DO: Google search for "Typeform + Google Sheets"
DO NOT: Google search for "workflow automation tools"
REVENUE PER EMPLOYEE BY ARR 
Your GDR is: Top Quartile
DIG DEEPER
Did you know that the median public SaaS company generates $256k per employee? How to ensure you're efficient with your employee distribution:
FINANCIAL & OPERATING METRICS BY ARR
| ARR | <$1M | $1-2.5M | $2.5-10M | $10-20M | $20-50M | >$50M | |
|---|---|---|---|---|---|---|---|
| SIZE AND GROWTH | |||||||
| Employees | 13 (7-38) | 29 (21-38) | 63 (33-88) | 113 (88-176) | 226 (176-276) | 876 (488-100) | |
| YoY Growth Rate | 100%(48-286%) | 79% (37-153%) | 50% (30-115%) | 72% (30-101%) | 40% (30-52%) | 30% (18-55%) | |
| FINANCIAL | |||||||
| Sales & Marketing Spend | 32% (21-58%) | 25% (20-54%) | 34% (25-46%) | 33% (19-60%) | 40% (33-63%) | 34% (23-41%) | |
| R & D Spend | 50% (30-70%) | 40% (21-66%) | 38% (21-50%) | 40% (25-55%) | 32% (23-40%) | 28% (17-43%) | |
| Gross Margins | 70% (29-80%) | 77% (60-85%) | 80% (67-85%) | 80% (72-85%) | 80% (74-84%) | 78% (67-84%) | |
| Monthly Burn Rate ($ in 000s) | 50 (0-175) | 175 (0-225) | 175 (0-625) | 625 (375-1250) | 1500 (94-1750) | 1750 (0-2000) | |
| SAAS VALUE DRIVERS | |||||||
| CAC Payback (months) | 7 (4-12) | 11 (4-13) | 12 (5-18) | 15 (9-19) | 17 (13-24) | 16 (12-20) | |
| Gross Dollar Retention | 97% (80-100%) | 95% (90-99%) | 90% (85-96%) | 90% (85-98%) | 90% (85-98%) | 95% (89-97%) | |
| Net Dollar Retention | 100% (87-103%) | 105% (100-120%) | 105% (95-117%) | 111% (105-125%) | 110% (101-117%) | 110% (101-126%) | |
| DIVERSITY | |||||||
| Women in Leadership | 16% (0-23%) | 32% (1-48%) | 24% (12-44%) | 33% (24-48%) | 30% (20-34%) | 36% (33-50%) | |
| Underrepresented Minorities in Leadership | 0% (0-13%) | 0% (0-50%) | 10% (0-21%) | 11% (0-25%) | 1% (0-10%) | 10% (1-20%) |