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Scale Studio Benchmarks

$10M - $25M ARR

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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		The Growth Rate Mirage
	Net New ARR Growth
	YoY Actual ARR Growth

Efficiency	Gross Sales Efficiency		A Primer on SaaS Sales Efficiency
	Net Sales Efficiency
	Magic Number		Magic Number Math A History of the 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.
Churn	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		A Quick Primer on the 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: $10M - $25M ARR

Current Quarter Benchmarks $10M - $25M	Growth				Efficiency			Churn		Burn
Current Quarter Benchmarks $10M - $25M	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	[ ]%	[ ]%	[ ]%	[ ]%	[ ]%	[ ]%	[ ]%	[ ]%	[ ]%	[ ]%	[ ]%	[ ]%

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%)

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

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Current Quarter Benchmarks $10M - $25M	OpEx
Current Quarter Benchmarks $10M - $25M	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