drive.google.com · 2025-06-01 · 368d

2025 B2B SaaS Performance Metrics Benchmarks Report

This comprehensive benchmarking report analyzes 583 B2B SaaS companies across seven key performance dimensions, revealing that median growth rates declined to 26% in 2024, new customer CAC ratios increased 14% year-over-year, and expansion ARR now represents 40% of total new ARR. The report provides granular benchmarks segmented by company size, ACV, pricing model, go-to-market motion, and financing source, highlighting material performance differences between VC-backed and PE-backed companies.

30 metrics· Cited 4× in the knowledge base ·Open source ↗

Metrics in this report

ARR per FTE

240000dollars

median

SaaS companies $50M-$100M ARR, 2024

ARR per FTE (Large)

283379dollars

median

SaaS companies >$100M ARR, 2024

Blended CAC Ratio

1.50dollars

median

S&M spend per $1 new + expansion ARR, 2024

CAC Payback Period

12months

reference standard

Industry best practice benchmark

CLTV:CAC Ratio Target

3.0ratio

best practice

Customer lifetime value to acquisition cost ratio

Expansion ARR Contribution (Companies >$100M ARR)

67percent

median

Large SaaS enterprises, 2024

Expansion ARR as % of Total New ARR

40percent

median

B2B SaaS companies, 2024

Expansion CAC Ratio

1.00dollars

median

S&M/CS spend per $1 expansion ARR, 2024

G&A as % of Revenue

24percent

median

B2B SaaS companies, 2024

Gross Margin (Professional Services)

30percent

median

B2B SaaS companies, 2024

Gross Margin (Subscription)

81percent

median

B2B SaaS companies, 2024

Gross Margin (Total Revenue)

77percent

median

B2B SaaS companies, 2024

Gross Revenue Retention

88percent

median

B2B SaaS companies, 2024

Growth Rate

26percent

median

B2B SaaS companies, 2024 actuals

Growth Rate (PE-backed)

13percent

median

Private equity-backed SaaS, 2024

Growth Rate (Subscription Pricing)

25percent

median

Traditional subscription pricing, 2024

Growth Rate (Top Quartile)

50percent

75th percentile

B2B SaaS companies, 2024

Growth Rate (Usage-based Pricing)

44percent

median

Usage-based pricing model companies, 2024

Growth Rate (VC-backed)

30percent

median

Venture-backed SaaS, 2024

Net Revenue Retention

101percent

median

B2B SaaS companies, 2024

Net Revenue Retention (Hybrid Pricing)

110percent

median

Subscription + Usage-based pricing, 2024

New Customer CAC Ratio

2.00dollars

median

S&M spend per $1 new ARR, 2024

Planned Growth Rate 2025

35percent

median

B2B SaaS companies, 2025 plans

R&D as % of Revenue

34percent

median

Private SaaS companies, 2024

R&D as % of Revenue (Public)

23percent

median

Public SaaS companies, 2024

Rule of 40

40percent

target

Growth rate + operating margin benchmark

SaaS Magic Number

0.75ratio

minimum threshold

Indicates adequate S&M investment efficiency

Sales & Marketing as % of Revenue

37percent

median

B2B SaaS companies, 2024

Sales & Marketing as % of Revenue (PE-backed)

33percent

median

Private equity-backed SaaS, 2024

Sales & Marketing as % of Revenue (VC-backed)

45percent

median

Venture-backed SaaS, 2024