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Our latest research and analysis into the global private SaaS market, based on aggregated and anonymised revenue data from over 2,500 SaaS businesses.

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Our latest analysis into how SaaS companies grow, based on our own proprietary data.

Conversion experiments from 200 SaaS companies — and what actually worked

The Conversion Report, Part 2, 2026, Kyle Poyar

  • 43% of products improved conversion last year — and the fastest path wasn't changing the product, it was changing who they acquired.
  • Pricing and packaging drove more conversion gains than any other lever. ChatGPT traffic converts 6x higher than Google at some products.
  • Self-serve doesn't mean human-free: 80% of free trial products still have human touchpoints when enterprise users come through the door.
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More Plans, Faster Growth?

The Plan Mix Report, 2026, Olga Berezovsky

  • Plan count rises with ARR. There is a strong positive correlation between the number of plans offered and company revenue.
  • SaaS businesses with broader plan catalogs tend to show higher ARR growth, stronger customer growth, and greater growth velocity than stagnant or declining peers.
  • Pricing iteration beats pricing perfection. Companies that continue to introduce new plans, products, or price points over time grow faster than those with static pricing.
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Insight from 200 software products

The Conversion Report, 2026, Kyle Poyar

  • Free-to-paid conversion is still one of the highest-leverage growth moves — but AI has made free users far more expensive to support.
  • The median conversion rate across 200 products is 8%, yet conversion varies wildly, with a 10x gap between top and bottom performers.
  • Free trial vs. freemium is the wrong debate: credit card trials convert 5x higher, while ungated freemium drives the most adoption.
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A data-driven investigation into retention for AI apps

AI Retention Report, 2025, Kyle Poyar

  • AI-native companies are reshaping what we call “recurring” revenue, but the bigger risk is durability.
  • Retention for AI-native companies looks more like B2C and is dramatically lower than classic B2B SaaS.
  • A lot of AI is easy to buy, easy to cancel. The fix is earning habit: deeper workflow fit, tighter integrations, and clearer differentiation from general LLMs.
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How SaaS startups change their stripes on the path to $20M ARR

Growth Levers Report: The Path from $1M to $20M ARR, 2025, Kyle Poyar

  • At $1M ARR, the fastest-growing companies look a lot like everyone else.
  • The difference comes later, as top performers improve ARPA, retention, and expansion.
  • The best SaaS companies grew ARPA by 82% and NRR by 10 points, turning steady improvements into compounding long-term growth.
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A new look inside startup growth from zero to $25 million ARR

SaaS Growth Report: The Odds of Making It, 2025, Kyle Poyar

  • Nearly half of software startups reach $1M ARR within 10 years, but only 1 in 10 make $10M and 1 in 50 reach $25M.
  • For those that hit $1M, the typical path takes 2 to 5 years, with just 3.3% getting there in under 12 months.
  • Top-performing startups emerge from everywhere, with different geos producing strong performers that rival Bay Area growth rates.
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How SaaS companies acquire and convert customers

The SaaS Go-To-Market Report, 2025, Sofia Faustino

  • Top-performing B2B companies reach 1,000 subscribers in just 11 months.
  • Trial-to-paid conversions spike around day 7 for both PLG and SLG companies.
  • Discounted subscriptions often follow similar timelines to full-price ones.
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Why billing is the invisible force behind your growth

SaaS Billing Report, 2025, Sofia Faustino

  • Early-stage SaaS companies with mostly monthly billing grow the fastest.
  • Low and high-ARPA SaaS get ~50% of revenue from annual plans.
  • Customers are the most likely to upgrade from monthly to annual billing by month 2 to 4.
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NRR is the new benchmark for SaaS success

SaaS Retention Report: The New Normal for SaaS, 2024, Sofia Faustino

  • New biz slowing down sharply was one of the main culprits for the SaaS deceleration.
  • Retention is now crucial for sustaining long-term, efficient growth.
  • Expansion is driving more growth in 2024 than 2021. Expansion now contributes up to 40% of growth for companies with $15M-30M+ ARR.
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Bootstrapped vs VC-backed: how funding models impact growth

SaaS Growth Report: VC-Backed vs Bootstrapped, 2024, Sofia Faustino

  • Bootstrapped companies with $1M-30M ARR are quicker to adapt but VC-backed grow faster.
  • The economic downturn hit VC-backed startups below $1M ARR the hardest.
  • New Business picks up slightly but companies with $1M-30M ARR still struggle to reignite growth.
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How SaaS businesses grow from zero to $30M ARR

SaaS Growth Report, 2023, Sid Jain

  • Best-in-class SaaS businesses reach the $10M ARR mark in 2 years and 9 months. It takes the median startup a little more than 5 years.
  • Best-in-class SaaS businesses reach the $1M ARR milestone in just 9 months (from first revenue).
  • The majority of SaaS startups grow from $1M to $10M ARR by growing their subscriber base.
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Higher retention = faster growth

SaaS Retention Report, 2023, Sid Jain

  • Companies with a net retention rate over 100% grow at least 1.5-3x faster than their peers.
  • Best-in-class net revenue retention is in the ~110/120% range.
  • It’s hard for B2C businesses to have gross retention rates over 85%. Only 5.3% of businesses with an ARPA less than $10/month have it.
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Does B2B SaaS grow faster than B2C?

SaaS Benchmarks Report, 2023, Sid Jain

  • B2B companies (those with a higher ARPA) tend to grow faster than B2C companies (those with an ARPA less than <$25/month).
  • At higher ARPAs, expansion contributes to 40% of all ARR gained.
  • Best-in-class B2C companies grow much faster than best-in-class B2B companies.
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