Navigating Go-to-Market Efficiency in a Changing Landscape

In this week’s live event, Chris is joined by finance expert David Spitz to dig into the intricacies of go-to-market efficiency, a crucial metric for SaaS companies. As businesses navigate 2025 planning and budget setting, understanding key performance indicators is indispensable. David provides a detailed exploration of how public SaaS companies are evolving in their approach to marketing efficiency, following the dramatic shifts seen post-2021 due to economic pressures and the end of the "growth at all costs" era.

By examining data from about 80 public SaaS companies, David highlights the decline in growth rates from 34% in 2021 to a median of 17%, driven by various macroeconomic factors. Despite reduced sales and marketing expenditures, the cost of acquiring new revenue has increased significantly, doubling compared to previous years. The episode further illustrates the link between go-to-market efficiency and enterprise value, offering insights into how companies can adjust their strategies to ensure sustainable growth and better valuation. 

If you want to have a conversation with Chris and present your current questions, roadblocks, or projects you’re working through, make sure to attend this weekly event every Tuesday at 12 central. Register here.

Can’t make the event but have a question for Chris? Submit it here.