SaaS Expansion Benchmarks
Industry Metrics & Data
Compare your customer expansion metrics against industry benchmarks. NRR, expansion rates, and outreach effectiveness data.
Customer Expansion Metrics
| Metric | Elite | Good | Average | Needs Work |
|---|---|---|---|---|
Net Revenue Retention (NRR) Revenue retained + expansion from existing customers | 120%+ | 100-120% | 90-100% | <90% |
Expansion Rate Percentage of customers who expand annually | 30%+ | 15-30% | 5-15% | <5% |
Upsell Conversion Rate Percentage of upsell attempts that convert | 25%+ | 15-25% | 5-15% | <5% |
Cross-sell Rate Percentage of customers buying additional products | 20%+ | 10-20% | 3-10% | <3% |
Warm vs Cold Outreach Comparison
| Metric | Warm Outreach | Cold Outreach | Improvement |
|---|---|---|---|
| Email Reply Rate | 15-25% | 1-5% | 5x better |
| Conversion Rate | 8-15% | 0.5-2% | 8x better |
| Average Deal Size | 2-5x | 1x | 3x better |
| Sales Cycle Length | 2-4 weeks | 8-12 weeks | 3x better |
Benchmarks by Industry
B2B SaaS
Fintech
E-commerce
Healthtech
Edtech
Marketplace
How to Calculate These Metrics
Net Revenue Retention
Measures total revenue retained from existing customers including expansions. NRR >100% means you're growing without new customers.
Expansion Rate
Percentage of revenue growth from upsells, cross-sells, and upgrades from existing customers.
Customer Lifetime Value (LTV)
Total revenue expected from a customer over their entire relationship. Expansion increases LTV significantly.
Data Sources
Benchmarks compiled from multiple industry sources and our analysis of 500+ SaaS companies.
See Where You Stand
Calculate your expansion metrics and compare against these benchmarks.