2024 GTM Benchmarks: SaaS Revenue Growth Deceleration & Sales Efficiency Crisis
SaaS revenue growth has decelerated sharply across all company sizes in 2024, with early-stage companies experiencing the steepest declines (66% endurance vs. 86% for mature companies), driven by buyer risk aversion toward startups and vendor consolidation pressures. Key metrics including NRR, sales quota attainment, and CAC ratios have deteriorated materially, with public cloud companies now requiring $2.26 in S&M spend to acquire $1.00 in ARR (up 40% from 2021). The article emphasizes the criticality of understanding benchmark methodologies and underlying firmographics before using historical benchmarks to guide forward strategy.
Metrics in this report
66percent
Private SaaS <$25M ARR (2024 growth as % of 2023 growth)
76percent
Private SaaS $25M-$100M ARR (2024 growth as % of 2023 growth)
73percent
Private SaaS $100M-$200M ARR (2024 growth as % of 2023 growth)
86percent
Public SaaS companies at scale (2024 growth as % of 2023 growth)
168percent
median
Private SaaS companies <$25M ARR, 2024
253percent
median
Private SaaS companies <$25M ARR, 2023
54percent
median
Private SaaS companies $25M-$100M ARR, 2024
71percent
median
Private SaaS companies $25M-$100M ARR, 2023
27percent
median
Private SaaS companies $100M-$200M ARR, 2024
37percent
median
Private SaaS companies $100M-$200M ARR, 2023
30percent
median
Public SaaS companies at scale, 2024
35percent
median
Public SaaS companies at scale, 2023
2.26dollars
median
Public cloud companies, 2024 Q1 or later
1.61dollars
median
Public cloud companies, 2021 Q1
47percentage_points
Snowflake NRR deterioration since 2021