Key SaaS Benchmarks at a Glance
Industry medians for B2B SaaS companies in 2026. Ranges show top quartile → median → bottom quartile.
MRR Growth Rate
15–25%
Month-over-month growth for healthy early-stage SaaS. Top performers hit 30%+.
Top quartile30%+
Median15–25%
Bottom quartile<10%
Monthly Churn Rate
2–5%
Best-in-class is below 1%. SMB SaaS typically runs 3–7%. Enterprise <1%.
Top quartile<1%
Median2–5%
Bottom quartile>7%
CAC Payback Period
12–18 mo
Time to recover customer acquisition cost. Under 12 months is exceptional.
Top quartile<12 months
Median12–18 months
Bottom quartile>24 months
LTV : CAC Ratio
3:1
Minimum viable ratio. Top performers achieve 5:1+. Below 3:1 is a warning signal.
Top quartile5:1 or better
Healthy floor3:1
Warning<3:1
Net Revenue Retention
110–130%
NRR above 100% means expansion revenue exceeds churn. Best-in-class: 130%+.
Top quartile>130%
Median110–125%
Struggling<100%
Gross Margin
70–80%
SaaS gross margins should be 70%+ to fund growth. Infrastructure-heavy products run lower.
Top quartile>80%
Healthy70–80%
Below avg<60%
Benchmarks by ARR Band
Different growth stages have different healthy ranges. Use the band that matches where you are now.
| ARR Band | MoM Growth | Churn | CAC Payback | NRR | Gross Margin | Rating |
|---|---|---|---|---|---|---|
| Pre-revenue / Seed | >30% | <3% | <12 mo | — | >75% | Build Phase |
| $0–$1M ARR | 20–40% | 2–5% | 12–18 mo | >100% | 70–80% | Early Traction |
| $1M–$5M ARR | 15–25% | 1.5–4% | 12–20 mo | 105–120% | 72–82% | Growth |
| $5M–$20M ARR | 10–20% | 1–3% | 14–24 mo | 110–130% | 74–84% | Scale |
| $20M–$50M ARR | 8–15% | 0.5–2% | 18–30 mo | 115–135% | 75–85% | Category Leader |
| $50M+ ARR | 5–12% | <1% | 24–36 mo | 120–140% | 76–86% | Enterprise |
🇮🇳 India SaaS Benchmarks 2026
India-specific benchmarks — the only zero-competition data set in this space. Sourced from iSPIRT, SaaSBOOMi, and proprietary research.
| Metric | India Median | Global Median | India Advantage |
|---|---|---|---|
| CAC (SMB segment) | $200–$800 | $1,000–$4,000 | 5x lower |
| Gross Margin | 68–76% | 72–80% | Competitive |
| Sales Cycle (SMB) | 14–30 days | 21–45 days | 2x faster |
| Churn Rate | 3–7% | 2–5% | Slightly higher |
| ARR per Employee | $40K–$80K | $80K–$150K | Catching up |
| MoM Growth (early) | 15–35% | 15–30% | Comparable |