A high-level look at how top SaaS companies go to market—organized by GTM motion.

This set draws from 100+ unicorns. It covers core patterns like ACV, sales cycle, conversion rates, and tool adoption. You’ll also find early scale signals and motion-specific trends.

Benchmarks are sliced by motion, industry, persona, and GTM maturity stage—so you can quickly see what “good” looks like at each phase.

🔁 Benchmarks by Motion (Core 4)

🟩 Inbound Sales

• Typical ACV: $5K–$30K
• Sales Cycle: 14–30 days
• Lead-to-Demo Rate: 6–12%
• Demo-to-Close Rate: 25–40%
• First AE Hire: 30–50 inbound demos/month
• Tool Stack (First Layer): Clearbit Reveal, HubSpot, Webflow

🟦 Product-Led Growth (PLG)

• ACV: $1.2K–$15K
• Sales Cycle: 7–14 days
• Activation Rate: 35–50%
• Time to First AE Hire: ~$15K MRR
• Expansion Trigger Events: Team creation, project sharing, seat invite
• Tool Stack: PostHog, Intercom, Stripe

🟪 Product-Led Sales (PLS)