Scale Studio Benchmarks
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Getting started
Reference�Templates:
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If you have questions about Scale Studio, the Four Vital Signs framework, or just want a more detailed analysis and interpretation of your Vital Signs, contact us at scalestudio@scalevp.com
Notes on Metrics and Calculations
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| Metric | Calculation | Comments |
Growth | iCAGR | | |
Net New ARR Growth | | | |
YoY Actual ARR Growth | | | |
| | | |
Efficiency | Gross Sales Efficiency | | |
Net Sales Efficiency | | | |
Magic Number | | ||
| | | |
Churn | Annualized Gross Churn | | Note: We are currently reconciling differences in convention of signs. Going forward, we will be representing Gross Annualized Churn as a NEGATIVE number as a matter of convention. |
Annualized Net Retention | | | |
| | | |
Burn | Y/Y Rev Growth | | While typically used in growth metrics, we’ve put this into the burn category to support the calculation of the Rule of 40. |
Op Margin (% Rev) | | | |
Rule of 40 | |
Reference Benchmark Templates
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Four Vital Signs: Your Data In Context
Reference Benchmark Templates
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Reference Benchmarks: $0M - $1M ARR
Current Quarter Benchmarks $0M - $1M | Growth | Efficiency | Churn | Burn | ||||||||
Y/Y Actual Ending ARR Growth | Net New ARR Growth | iCAGR | Y/Y Forward Ending ARR Growth | Gross Sales Efficiency | Net Sales Efficiency | Magic�Number | Annualized Gross Churn | Annualized �Net Retention | Operating Margin | Y/Y Revenue Growth | Rule of 40 | |
You | Â [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% |
| | | | | | | | | | | | |
Top Decile | > 1995% | > 2115% | > 1261% | > 1420% | > 2.3 | > 2.0 | > 2.3 | > (4%) | > 162% | > 81% | > 1427% | > 951% |
Top Quartile | > 1009% | > 662% | > 529% | > 678% | > 1.3 | > 1.1 | > 1.2 | > (9%) | > 127% | > (182%) | > 833% | > 370% |
2nd Quartile | 515% -�1009% | 263% - �662% | 265% - �529% | 365% - �678% | 0.9 - 1.3 | 0.7 - 1.1 | 0.7 - 1.2 | (18%) - (9%) | 106% - 127% | (673%) - (182%) | 361% - 833% | (12%) - 370% |
3rd Quartile | 279% - 515% | 80% - 263% | 141% - 265% | 226% - 365% | 0.6 - 0.9 | 0.4 - 0.7 | 0.4 - 0.7 | (34%) - (18%) | 95% - 106% | (1586%) - (673%) | 157% - 361% | (621%) - (12%) |
4th Quartile | < 279% | < 80% | < 141% | < 226% | < 0.6 | < 0.4 | < 0.4 | < (34%) | < 95% | < (1586%) | < 157% | < (621%) |
| | | | | | | | | | | | |
n: Data Points | 109 | 107 | 363 | 308 | 1553 | 1813 | 3256 | 1432 | 1433 | 502 | 144 | 144 |
Your data here
OpEx Ratios: Your Data In Context
Reference Benchmark Templates
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Current Quarter Benchmarks $0M - $1M | OpEx | ||||||
Gross Margin | S&M / Revenue | R&D / Revenue | G&A / Revenue | S&M / OpEx | R&D / OpEx | G&A / OpEx | |
You | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% |
| | | | | | | |
Top Decile | > 100% | > 1268% | > 2789% | > 1585% | > 50% | > 61% | > 63% |
Top Quartile | > 100% | > 536% | > 838% | > 538% | > 40% | > 51% | > 38% |
2nd Quartile | 74% - 100% | 233% - 536% | 360% - 838% | 221% - 538% | 28% - 40% | 40% - 51% | 28% - 38% |
3rd Quartile | 17% - 74% | 103% - 233% | 148% - 360% | 114% - 221% | 18% - 28% | 31% - 40% | 19% - 28% |
4th Quartile | < 17% | < 103% | < 148% | < 114% | < 18% | < 31% | < 19% |
| | | | | | | |
n: Data Points | 501 | 385 | 330 | 344 | 385 | 330 | 344 |
Reference Benchmarks: $0M - $1M ARR
Your data here
Four Vital Signs: Your Data In Context
Reference Benchmark Templates
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Reference Benchmarks: $1M - $2.5M ARR
Current Quarter Benchmarks $1M - $2.5M | Growth | Efficiency | Churn | Burn | ||||||||
Y/Y Actual Ending ARR Growth | Net New ARR Growth | iCAGR | Y/Y Forward Ending ARR Growth | Gross Sales Efficiency | Net Sales Efficiency | Magic�Number | Annualized Gross Churn | Annualized �Net Retention | Operating Margin | Y/Y Revenue Growth | Rule of 40 | |
You | Â [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% |
| | | | | | | | | | | | |
Top Decile | > 818% | > 994% | > 419% | > 383% | > 2.3 | > 2.0 | > 2.3 | > (4%) | > 162% | > (22%) | > 1009% | > 863% |
Top Quartile | > 502% | > 395% | > 260% | > 240% | > 1.3 | > 1.1 | > 1.2 | > (9%) | > 127% | > (102%) | > 473% | > 251% |
2nd Quartile | 249% - �502% | 173% - �395% | 160% - �260% | 173% -�240% | 0.9 - 1.3 | 0.7 - 1.1 | 0.7 - 1.2 | (18%) - (9%) | 106% - 127% | (249%) - (102%) | 231% - �473% | 11% - 251% |
3rd Quartile | 141% - 249% | 55% - 173% | 96% - 160% | 121% - 173% | 0.6 - 0.9 | 0.4 - 0.7 | 0.4 - 0.7 | (34%) - (18%) | 95% - 106% | (418%) - (249%) | 117% - 231% | (149%) - 11% |
4th Quartile | < 141% | < 55% | < 96% | < 121% | < 0.6 | < 0.4 | < 0.4 | < (34%) | < 95% | < (418%) | < 117% | < (149%) |
| | | | | | | | | | | | |
n: Data Points | 179 | 170 | 305 | 234 | 1553 | 1813 | 3256 | 1432 | 1433 | 401 | 203 | 203 |
Your data here
OpEx Ratios: Your Data In Context
Reference Benchmark Templates
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Current Quarter Benchmarks $1M - $2.5M | OpEx | ||||||
Gross Margin | S&M / Revenue | R&D / Revenue | G&A / Revenue | S&M / OpEx | R&D / OpEx | G&A / OpEx | |
You | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% |
| | | | | | | |
Top Decile | > 99% | > 278% | > 279% | > 198% | > 58% | > 51% | > 39% |
Top Quartile | > 86% | > 194% | > 192% | > 123% | > 49% | > 44% | > 29% |
2nd Quartile | 70% - 86% | 131% - 194% | 124% - 192% | 75% - 123% | 38% - 49% | 36% - 44% | 23% - 29% |
3rd Quartile | 46% - 70% | 80% - 131% | 72% - 124% | 51% - 75% | 30% - 38% | 27% - 36% | 18% - 23% |
4th Quartile | < 46% | < 80% | < 72% | < 51% | < 30% | < 27% | < 18% |
| | | | | | | |
n: Data Points | 399 | 351 | 323 | 329 | 351 | 323 | 329 |
Reference Benchmarks: $1M - $2.5M ARR
Your data here
Four Vital Signs: Your Data In Context
Reference Benchmark Templates
9
Reference Benchmarks: $2.5M - $5M ARR
Current Quarter Benchmarks $2.5M - $5M | Growth | Efficiency | Churn | Burn | ||||||||
Y/Y Actual Ending ARR Growth | Net New ARR Growth | iCAGR | Y/Y Forward Ending ARR Growth | Gross Sales Efficiency | Net Sales Efficiency | Magic�Number | Annualized Gross Churn | Annualized �Net Retention | Operating Margin | Y/Y Revenue Growth | Rule of 40 | |
You | Â [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% |
| | | | | | | | | | | | |
Top Decile | > 471% | > 504% | > 257% | > 243% | > 2.3 | > 2.0 | > 2.3 | > (4%) | > 162% | > (20%) | > 530% | > 340% |
Top Quartile | > 284% | > 217% | > 160% | > 177% | > 1.3 | > 1.1 | > 1.2 | > (9%) | > 127% | > (81%) | > 254% | > 114% |
2nd Quartile | 184% - 284% | 87% - 217% | 110% - 160% | 124% - 177% | 0.9 - 1.3 | 0.7 - 1.1 | 0.7 - 1.2 | (18%) - (9%) | 106% - 127% | (170%) - (81%) | 159% - 254% | (22%) - 114% |
3rd Quartile | 117% - 184% | 24% - 87% | 66% - 110% | 88% - 124% | 0.6 - 0.9 | 0.4 - 0.7 | 0.4 - 0.7 | (34%) - (18%) | 95% - 106% | (260%) - (170%) | 96% - 159% | (102%) - (22%) |
4th Quartile | < 117% | < 24% | < 66% | < 88% | < 0.6 | < 0.4 | < 0.4 | < (34%) | < 95% | < (260%) | < 96% | < (102%) |
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n: Data Points | 229 | 222 | 321 | 231 | 1553 | 1813 | 3256 | 1432 | 1433 | 401 | 268 | 268 |
Your data here
OpEx Ratios: Your Data In Context
Reference Benchmark Templates
10
Current Quarter Benchmarks $2.5M - $5M | OpEx | ||||||
Gross Margin | S&M / Revenue | R&D / Revenue | G&A / Revenue | S&M / OpEx | R&D / OpEx | G&A / OpEx | |
You | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% |
| | | | | | | |
Top Decile | > 94% | > 186% | > 179% | > 104% | > 60% | > 49% | > 34% |
Top Quartile | > 85% | > 143% | > 135% | > 71% | > 51% | > 43% | > 27% |
2nd Quartile | 71% - 85% | 106% - 143% | 86% - 135% | 52% - 71% | 41% - 51% | 35% - 43% | 21% - 27% |
3rd Quartile | 51% - 71% | 70% - 106% | 58% - 86% | 38% - 52% | 34% - 41% | 28% - 35% | 16% - 21% |
4th Quartile | < 51% | < 70% | < 58% | < 38% | < 34% | < 28% | < 16% |
| | | | | | | |
n: Data Points | 401 | 349 | 316 | 317 | 349 | 316 | 317 |
Reference Benchmarks: $2.5M - $5M ARR
Your data here
Four Vital Signs: Your Data In Context
Reference Benchmark Templates
11
Reference Benchmarks: $5M - $10M ARR
Current Quarter Benchmarks $5M - $10M | Growth | Efficiency | Churn | Burn | ||||||||
Y/Y Actual Ending ARR Growth | Net New ARR Growth | iCAGR | Y/Y Forward Ending ARR Growth | Gross Sales Efficiency | Net Sales Efficiency | Magic�Number | Annualized Gross Churn | Annualized �Net Retention | Operating Margin | Y/Y Revenue Growth | Rule of 40 | |
You | Â [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% |
| | | | | | | | | | | | |
Top Decile | > 277% | > 334% | > 173% | > 167% | > 2.3 | > 2.0 | > 2.3 | > (4%) | > 162% | > (18%) | > 398% | > 279% |
Top Quartile | > 192% | > 169% | > 121% | > 124% | > 1.3 | > 1.1 | > 1.2 | > (9%) | > 127% | > (58%) | > 181% | > 77% |
2nd Quartile | 132% - 192% | 82% - 169% | 85% - 121% | 88% - 124% | 0.9 - 1.3 | 0.7 - 1.1 | 0.7 - 1.2 | (18%) - (9%) | 106% - 127% | (122%) - (58%) | 113% - 181% | (12%) - 77% |
3rd Quartile | 79% - 132% | 14% - 82% | 50% - 85% | 56% - 88% | 0.6 - 0.9 | 0.4 - 0.7 | 0.4 - 0.7 | (34%) - (18%) | 95% - 106% | (184%) - (122%) | 72% - 113% | (70%) - (12%) |
4th Quartile | < 79% | < 14% | < 50% | < 56% | < 0.6 | < 0.4 | < 0.4 | < (34%) | < 95% | < (184%) | < 72% | < (70%) |
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n: Data Points | 260 | 239 | 322 | 226 | 1553 | 1813 | 3256 | 1432 | 1433 | 394 | 318 | 318 |
Your data here
OpEx Ratios: Your Data In Context
Reference Benchmark Templates
12
Current Quarter Benchmarks $5M - $10M | OpEx | ||||||
Gross Margin | S&M / Revenue | R&D / Revenue | G&A / Revenue | S&M / OpEx | R&D / OpEx | G&A / OpEx | |
You | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% |
| | | | | | | |
Top Decile | > 89% | > 150% | > 125% | > 71% | > 61% | > 47% | > 30% |
Top Quartile | > 82% | > 121% | > 85% | > 52% | > 54% | > 41% | > 25% |
2nd Quartile | 71% - 82% | 88% - 121% | 60% - 85% | 36% - 52% | 46% - 54% | 32% - 41% | 21% - 25% |
3rd Quartile | 56% - 71% | 57% - 88% | 39% - 60% | 28% - 36% | 36% - 46% | 24% - 32% | 16% - 21% |
4th Quartile | < 56% | < 57% | < 39% | < 28% | < 36% | < 24% | < 16% |
| | | | | | | |
n: Data Points | 394 | 357 | 331 | 333 | 357 | 331 | 333 |
Reference Benchmarks: $5M - $10M ARR
Your data here
Four Vital Signs: Your Data In Context
Reference Benchmark Templates
13
Reference Benchmarks: $10M - $25M ARR
Current Quarter Benchmarks $10M - $25M | Growth | Efficiency | Churn | Burn | ||||||||
Y/Y Actual Ending ARR Growth | Net New ARR Growth | iCAGR | Y/Y Forward Ending ARR Growth | Gross Sales Efficiency | Net Sales Efficiency | Magic�Number | Annualized Gross Churn | Annualized �Net Retention | Operating Margin | Y/Y Revenue Growth | Rule of 40 | |
You | Â [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% |
| | | | | | | | | | | | |
Top Decile | > 164% | > 206% | > 117% | > 107% | > 2.3 | > 2.0 | > 2.3 | > (4%) | > 162% | > (29%) | > 188% | > 117% |
Top Quartile | > 115% | > 99% | > 87% | > 85% | > 1.3 | > 1.1 | > 1.2 | > (9%) | > 127% | > (50%) | > 121% | > 47% |
2nd Quartile | 72% - 115% | 38% - 99% | 55% - 87% | 55% - 85% | 0.9 - 1.3 | 0.7 - 1.1 | 0.7 - 1.2 | (18%) - (9%) | 106% - 127% | (78%) - (50%) | 80% - 121% | (2%) - 47% |
3rd Quartile | 42% - 72% | (19%) - 38% | 33% - 55% | 35% - 55% | 0.6 - 0.9 | 0.4 - 0.7 | 0.4 - 0.7 | (34%) - (18%) | 95% - 106% | (112%) - (78%) | 44% - 80% | (44%) - (2%) |
4th Quartile | < 42% | < (19%) | < 33% | < 35% | < 0.6 | < 0.4 | < 0.4 | < (34%) | < 95% | < (112%) | < 44% | < (44%) |
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n: Data Points | 319 | 309 | 367 | 258 | 1553 | 1813 | 3256 | 1432 | 1433 | 458 | 417 | 417 |
Your data here
OpEx Ratios: Your Data In Context
Reference Benchmark Templates
14
Current Quarter Benchmarks $10M - $25M | OpEx | ||||||
Gross Margin | S&M / Revenue | R&D / Revenue | G&A / Revenue | S&M / OpEx | R&D / OpEx | G&A / OpEx | |
You | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% |
| | | | | | | |
Top Decile | > 86% | > 119% | > 78% | > 49% | > 64% | > 41% | > 31% |
Top Quartile | > 75% | > 93% | > 59% | > 37% | > 57% | > 38% | > 24% |
2nd Quartile | 66% - 75% | 69% - 93% | 44% - 59% | 28% - 37% | 48% - 57% | 33% - 38% | 19% - 24% |
3rd Quartile | 58% - 66% | 52% - 69% | 31% - 44% | 20% - 28% | 40% - 48% | 24% - 33% | 15% - 19% |
4th Quartile | < 58% | < 52% | < 31% | < 20% | < 40% | < 24% | < 15% |
| | | | | | | |
n: Data Points | 458 | 435 | 428 | 427 | 435 | 428 | 427 |
Reference Benchmarks: $10M - $25M ARR
Your data here
Four Vital Signs: Your Data In Context
Reference Benchmark Templates
15
Reference Benchmarks: $25M - $50M ARR
Current Quarter Benchmarks $25M - $50M | Growth | Efficiency | Churn | Burn | ||||||||
Y/Y Actual Ending ARR Growth | Net New ARR Growth | iCAGR | Y/Y Forward Ending ARR Growth | Gross Sales Efficiency | Net Sales Efficiency | Magic�Number | Annualized Gross Churn | Annualized �Net Retention | Operating Margin | Y/Y Revenue Growth | Rule of 40 | |
You | Â [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% |
| | | | | | | | | | | | |
Top Decile | > 101% | > 160% | > 82% | > 71% | > 2.3 | > 2.0 | > 2.3 | > (4%) | > 162% | > (8%) | > 104% | > 53% |
Top Quartile | > 80% | > 79% | > 67% | > 59% | > 1.3 | > 1.1 | > 1.2 | > (9%) | > 127% | > (25%) | > 77% | > 30% |
2nd Quartile | 56% - 80% | 23% - 79% | 42% - 67% | 45% - 59% | 0.9 - 1.3 | 0.7 - 1.1 | 0.7 - 1.2 | (18%) - (9%) | 106% - 127% | (41%) - (25%) | 58% - 77% | 7% - 30% |
3rd Quartile | 37% - 56% | (15%) - 23% | 28% - 42% | 29% - 45% | 0.6 - 0.9 | 0.4 - 0.7 | 0.4 - 0.7 | (34%) - (18%) | 95% - 106% | (67%) - (41%) | 39% - 58% | (14%) - 7% |
4th Quartile | < 37% | < (15%) | < 28% | < 29% | < 0.6 | < 0.4 | < 0.4 | < (34%) | < 95% | < (67%) | < 39% | < (14%) |
| | | | | | | | | | | | |
n: Data Points | 155 | 155 | 164 | 136 | 1553 | 1813 | 3256 | 1432 | 1433 | 246 | 205 | 206 |
Your data here
OpEx Ratios: Your Data In Context
Reference Benchmark Templates
16
Current Quarter Benchmarks $25M - $50M | OpEx | ||||||
Gross Margin | S&M / Revenue | R&D / Revenue | G&A / Revenue | S&M / OpEx | R&D / OpEx | G&A / OpEx | |
You | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% |
| | | | | | | |
Top Decile | > 83% | > 92% | > 53% | > 38% | > 65% | > 38% | > 27% |
Top Quartile | > 77% | > 75% | > 40% | > 27% | > 60% | > 34% | > 24% |
2nd Quartile | 68% - 77% | 57% - 75% | 30% - 40% | 20% - 27% | 53% - 60% | 28% - 34% | 19% - 24% |
3rd Quartile | 61% - 68% | 45% - 57% | 22% - 30% | 15% - 20% | 47% - 53% | 23% - 28% | 14% - 19% |
4th Quartile | < 61% | < 45% | < 22% | < 15% | < 47% | < 23% | < 14% |
| | | | | | | |
n: Data Points | 246 | 244 | 239 | 239 | 244 | 239 | 239 |
Reference Benchmarks: $25M - $50M ARR
Your data here
Four Vital Signs: Your Data In Context
Reference Benchmark Templates
17
Reference Benchmarks: $50M - $100M ARR
Current Quarter Benchmarks $50M - $100M | Growth | Efficiency | Churn | Burn | ||||||||
Y/Y Actual Ending ARR Growth | Net New ARR Growth | iCAGR | Y/Y Forward Ending ARR Growth | Gross Sales Efficiency | Net Sales Efficiency | Magic�Number | Annualized Gross Churn | Annualized �Net Retention | Operating Margin | Y/Y Revenue Growth | Rule of 40 | |
You | Â [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% |
| | | | | | | | | | | | |
Top Decile | > 67% | > 156% | > 72% | > 55% | > 2.3 | > 2.0 | > 2.3 | > (4%) | > 162% | > 4% | > 84% | > 56% |
Top Quartile | > 56% | > 55% | > 50% | > 47% | > 1.3 | > 1.1 | > 1.2 | > (9%) | > 127% | > (12%) | > 61% | > 37% |
2nd Quartile | 41% - 56% | 10% - 55% | 34% - 50% | 32% - 47% | 0.9 - 1.3 | 0.7 - 1.1 | 0.7 - 1.2 | (18%) - (9%) | 106% - 127% | (26%) - (12%) | 41% - 61% | 11% - 37% |
3rd Quartile | 29% - 41% | (37%) - 10% | 15% - 34% | 18% - 32% | 0.6 - 0.9 | 0.4 - 0.7 | 0.4 - 0.7 | (34%) - (18%) | 95% - 106% | (41%) - (26%) | 27% - 41% | (10%) - 11% |
4th Quartile | < 29% | < (37%) | < 15% | < 18% | < 0.6 | < 0.4 | < 0.4 | < (34%) | < 95% | < (41%) | < 27% | < (10%) |
| | | | | | | | | | | | |
n: Data Points | 107 | 104 | 117 | 88 | 1553 | 1813 | 3256 | 1432 | 1433 | 362 | 279 | 286 |
Your data here
OpEx Ratios: Your Data In Context
Reference Benchmark Templates
18
Current Quarter Benchmarks $50M - $100M | OpEx | ||||||
Gross Margin | S&M / Revenue | R&D / Revenue | G&A / Revenue | S&M / OpEx | R&D / OpEx | G&A / OpEx | |
You | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% | [ ]% |
| | | | | | | |
Top Decile | > 80% | > 75% | > 40% | > 29% | > 65% | > 37% | > 31% |
Top Quartile | > 74% | > 63% | > 32% | > 21% | > 60% | > 32% | > 25% |
2nd Quartile | 67% - 74% | 49% - 63% | 23% - 32% | 18% - 21% | 55% - 60% | 26% - 32% | 19% - 25% |
3rd Quartile | 59% - 67% | 38% - 49% | 18% - 23% | 14% - 18% | 48% - 55% | 21% - 26% | 15% - 19% |
4th Quartile | < 59% | < 38% | < 18% | < 14% | < 48% | < 21% | < 15% |
| | | | | | | |
n: Data Points | 362 | 362 | 362 | 362 | 362 | 362 | 362 |
Reference Benchmarks: $50M - $100M ARR
Your data here