By The Numbers
40%
Industry Point Solutions:
7 1 Chief Martec, Marketing Technology Supergraphic (2018)
Full Martec Stack
Local is hard
Great haircut, Jeff...
13
Product Challenges
● Procurement and integration, length of time slow go-to-market
● Vendor clutter as solution builds out
● Creating a unified customer experience
● Gross margin
● PLG Elusive
2.8x
Product Lead Growth Companies:
● Trade at 2.8x median revenue multiple vs broader SaaS index
● Have Higher NPS Scores● Much faster median CAC
payback
2018 Expansion SaaS Benchmarks, OpenView
14
Demand Challenges
● Creating enough leads for sales teams
● Creating high quality leads with low CPA to create high CAC:LTV
● Lowering costs of marketing overhead
● Integrating marketing automation technology with sales CRM
53%
Of agencies say that generating qualified leads is their most
difficult sales challenge.
Challenges Agencies Face, Vendasta (2018)
15
Sales Challenges
● High costs of sales management software.
● Feeding the right leads to the right sales team at the right time.
● True SaaS sales models to lower overall sales costs
47%
Of agencies say that generating qualified leads is their most
difficult sales challenge.
Challenges Agencies Face, Vendasta (2018)
16
Retention Challenges
● High churn rate killing net bookings
● Providing proof of performance
● Being able to solve a larger number of needs for customer base
● Customer engagement
151%
Increase in retention rate over 3 years when
SMBs are engaged
37%
Difference in retention between an SMB sold
1 solution vs 4
Why Your Clients Churn, Vendasta (2018)
17
Expansion Description
● Marketing efficiently to client base
● Sales automation
● Diversified product set 34%
Average new ARR from upsells & expansions
2018 KBCM SaaS Survey
18
Scale Challenges
● Cost and efficiency of fulfillment
● Closing the black hole between sales and onboarding
● Automation in both marketing and sales to reduce total CAC.
● Automated, integrated proof of performance
70%
say scaling is a leading challenge for their
agency.
Challenges Agencies Face, Vendasta (2018)
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