54%Co's offer

PS along w/Subscriptions

25%Co's give quotarelief for PS but

no commissions

Avg. PS Revas % 1st

Year ACV

25%

3Months new

ISR Ramp Time

60%

$2.2-2.5k 6

$150-180k

4-5x

$130k

$630-720k

1:7

3x

1:5

50%

50%

60%

30% $80-100k 60%35 1:75

2

70

60%

40%

10

$70k

1:2

20%

80%

36% 93%

8.5%

6%

55%

40%

87%

13%

15%

30%

30:70

66%

91%

50%

90% = 81%

2%

6 40% $5.5-7k 3-4

$200-330k $800k-1.3M$220k

3-5x 4:15x

Co’s give quotarelief on 1st

year ACV only

Co’s pay ~ nothing for 2+

yrs on contract

Avg. quotaachievement

Avg. commission onNBB ARR quota

Avg.commission on

upsell ARR

Co’s pay fullcommission

for upsells

Co’s o�eradd’l team

bonuses

NBB fromnew logos

NBB fromnet upsells

Conversionrate: SQL to

opportunity

Conversion rate:Opportunity

to closed deal

Ratio vertical mktterritories: geo

Co’s o�er trials(try-before-

you-buy)

Months new BDR ramp time

Calls/contactsper day

Cold calls

MQLfollow up

Target # of SQL’s/wk

OTE: 60/40Base/Variable

RatioBDR : FSR

of BDR teamsreport to mktg

Promotedfrom BDR

MRRper deal

ARR quota per Q

Closed deals per Q

ARR annualquota

Ratio ISR quota:salary

Beg. Q pipelinecoverage

RatioManager : ISR

RatioSEs : ISR

OTE:50/50 B/V

Co’s compensateon Cust. Sat

(e.g. NPS)

Co’s compensateon renewal ARR

AMs responsible

for upsell ARR

Time spenton customer

supportOTE:

70/30 B/V

Co’s give bonusfor cust. case

study/press

Avg. acctrenewals per Q

Avg. RatioAMs : customers

Median annual gross

$ retention

Retentionequiv. in

SMB vs. VSB

Churn in VSBs isuncontrollable

on avg.

Median renewalscommission

rate

Months newFSR ramp time

Promotedfrom ISR

MRRper deal

Closeddeals per Q

ARR quotaper Q

ARR annualquota

Ratio FSR quota:salary

Beg. Q PipelineCoverage

RatioISR:FSR

OTE: 50/50 B/V

1:3Ratio

SE: ISR

30-50%Avg.

NPS score

BUS DEVREPS (BDR)

INSIDE SALESREPS (ISR)

FIELDREPS (FSR)

NEW BUSINESSBOOKINGS (NBB)

RETENTION

ACCOUNT MANAGERS PROF. SERVICES

INSIGHT’S PERIODIC TABLEOF SAAS SALES METRICS

MQL = Marketing Qualified LeadSQL = Sales Qualified LeadNet Upsells = Upsells less customer downgradesOTE = On-Target EarningsSMB = Small-Medium business < 1000 employeesVSB = Very Small Business < 50 EmployeesMRR = Monthly Recurring RevenueARR = Annual Recurring RevenueACV = Annual Contract Value, equ. to ARR QuotaSE = Sales Engineer/Solution ArchitectB/V = Base Salary/Variable Salary

Legend: