David Spitz

Hot off the press: OpenView and Paddle published their SaaS Benchmark Report 2023. 🔥 
 
 Here are 5 notable (yet, not surprising) insights:
 
 1️⃣ - 73% of founders are worried about go-to-market execution (slide 21)
 
 Talking to revenue leaders every day, this isn't surprising as:
 
 - pipeline generation has stalled
 - every deal is scrutinized for ROI
 - NRR has dipped due to seat reduction and change in PMF for many SaaS players
 
 2️⃣ - CAC payback has gotten worse (slide 36, picture below)
 
 This stat supports the first point.
 
 3️⃣ - Lean & mean (slide 23)
 
 I think this is a good trend - fewer people, lower complexity & costs, more focus.
 
 4️⃣ - Growth rates are down, period!
 
 Median growth by ARR:
 
 $5M - $20M:
 - 2022: 47%
 - 2023: 35%
 
 $20M - $50M:
 - 2022: 29%
 - 2023: 24%
 
 5️⃣ - Revenue efficiency (ARR per FTE) has grown a lot.
 
 Median revenue per employee by ARR:
 
 $5M - $20M:
 - 2022: $106k
 - 2023: $167k
 
 $20M - $50M:
 - 2022: $145k
 - 2023: $212k
 
 What do you think will this look like next year?
 
 #saas #benchmarks #gotomarket #report