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Average Commissions by Sales Activity

Average Sales Commission for New Business are at 8-9% of ARR Quota

  Financial MetricsSales Comp & QuotaSales CommissionsAll ProcessesCustomer Lifetime ValueRenewalExpansion (Up-/Cross Sell)All Sales Team AttributesTeam TypeSales Dev RepsInside SalesField/Outside Sales

Annual Net Dollar Retention from Existing Customers

103% median annual net dollar retention rates including churn and upsell's benefits.

  Financial MetricsChurnRevenue ChurnAll ProcessesCustomer Lifetime ValueRenewal

Number of Monthly Visitors to Company Website by Industry

Number of monthly visitors of software industry is similar to other industries

  Company ProfileService OfferingSaaSSWHWMixAll ProcessesAwarenessSales DevelopmentCustomer Lifetime ValueAcquisition

Number of Monthly Leads by Industry

Number of monthly leads in software industry is similar to other industries

  All ProcessesAwarenessSales DevelopmentCustomer Lifetime ValueAcquisition

Number of Monthly Opportunities by Industry

Number of monthly opportunities in software industry is similar to other industries

  Company ProfileService OfferingSaaSSWHWMixAll ProcessesAwarenessSales DevelopmentCustomer Lifetime ValueAcquisition

Costs per Lead by Industry

Software companies are paying higher costs per lead than other industries

  CACCompany ProfileService OfferingSaaSSWHWMixAll ProcessesCustomer Lifetime ValueAcquisition

Level of Executive Priority and Funding for New Customer Acquisition, Existing Cusomers Renewals, Upsell/Add-on Sales

Heavy focus on acquiring new customers compared to managing revenue from existing customers

  Expansion (Upgrade)All ProcessesCustomer Lifetime ValueAcquisitionRenewalExpansion (Up-/Cross Sell)

Share of Upsell Business by Growth Rate

Fastest growing companies (>75% YoY revenue growth) have higher share of Upsell Business

  Expansion (Upgrade)Financial MetricsGrowthGrowth RateAll ProcessesCustomer Lifetime ValueExpansion (Up-/Cross Sell)