Jul 3, 20232 min
Updated: Jul 4, 2023
If you’re in #partnerships, this stat might make your day. 💡 64% of SaaS scale-ups now rely on partners for go-to-market, contributing an impressive 12% of the new business pipeline across all revenue stages.
This is a compelling finding from the data of portfolio companies of Insight Partners, one of the largest VC firms in the industry. With $90B under management and data from 600+ B2B SaaS companies they've invested in, these stats are a solid representation of the market.
Let's dive into the insights:
📊 Unsurprisingly, partnerships have a ~20% higher leverage on new business pipeline generation in companies with a high average sales price (ASP) above $50K.
Partnership Contribution to New Business Pipeline:
Low ASP (below $50K) - 11%
High ASP (above $50K) - 13%
✔️ Growth doesn't dampen the impact
The partner contribution to New Business Pipeline remains consistent as companies grow their revenue to $50M and above.
For example, Partner Contribution in companies:
Low Revenue (<$50M) & High ASP - 13%
High Revenue (>$50M) & High ASP - 13%
This is somewhat unexpected, as typically contribution grows with scale
🎯 Half of companies (50%) are now leveraging partnerships from their early stages.
When examining demand generation tactics, 50% of companies below $10M in revenue are already using partners to drive revenue. This is a significant trend that's now keeping pace with the 58% that are doing outbound at this stage.
📈 Companies indeed use partnerships more as they grow
For those below $10M in revenue:
50% use partnerships for demand generation
17% use referrals
8% build communities
Once they reach $50M in revenue, the stats is unequivocal:
80% use partnerships for demand generation
48% use referrals
33% build communities
Whether you're in the early stages of scaling up or handling high revenues, partnerships are now an essential part of the #growth playbook.
This trend is transformative and can’t be overlooked.
Curious if your experience aligns with this data.