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SaaS Talk™ with the Metrics Brothers - Strategies, Insights, & Metrics for B2B SaaS Executive Leaders
ICONIQ 2024 State of Go-to-Market Benchmark Report
Aug 21, 2024
Dave Kellogg, a veteran in customer acquisition cost, and Ray Rike, a B2B SaaS growth strategist, dive into the key insights from the ICONIQ 2024 State of Go-to-Market Benchmark Report. They discuss troubling growth rate trends, especially for smaller companies. The duo analyzes the critical metrics like pipeline coverage ratios and conversion rates, emphasizing the need for a qualified pipeline over simply chasing higher ARR. They provide actionable insights for SaaS executives to optimize revenue growth amid evolving market challenges.
23:17
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Quick takeaways
- The 2024 State of the Go-to-Market report shows a concerning decline in year-over-year growth rates for various SaaS segments.
- An increase in new logo acquisition velocity for smaller SaaS companies raises questions about the accuracy of the reported metrics.
Deep dives
Insights from the 2024 State of Go-to-Market Report
The 2024 State of the Go-to-Market report, based on data from 150 SaaS companies, reveals significant insights into the current state of SaaS growth metrics. The distribution of participating companies showcased a balanced size segmentation, but there were concerns about how the report groups companies making less than $25 million in annual recurring revenue (ARR). Notably, the benchmarks tend to focus on top-performing firms, which could skew the understanding of the overall market dynamics. This leads to the importance of examining the median performance alongside top quartile metrics for a more comprehensive analysis.
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