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Fullcast x Pavilion (361K opportunities, 316 companies, March 2026): won B2B deals close in 115 days and lost deals take 225. The 10-month figure is the buyer's whole journey, per 6sense. Sellers see roughly the last four months.
October 2026 B2B market report: SCI 4.6x ARR, AE quota 48%, LinkedIn $5.78/$31.29/$202 CPL, Google $5.42, Unbounce 6.6%/SaaS 3.8%, Aleph payback 16 mo, Rule of 40 25%, R&D 27%, S&M 35%, SparkToro zero-click 68%.
The Bridge Group surveyed 158 B2B companies (Q1-Q2 2026). Only 48% of AEs hit quota, down from 51% in 2024. Ramp is 6.2 months. Capacity models that assume ~70% miss.
Aleph × Benchmarkit surveyed 342 B2B SaaS and AI-native companies (CY-2025). Median S&M is 35% of revenue (N=196), not the 40–50% folklore bar. Fourth quartile 47%. YoY: 37% → 35%. Distinct from marketing-only 8%.
Aleph × Benchmarkit surveyed 342 B2B SaaS and AI-native companies (CY-2025). Median Blended CAC Ratio is $1.30 (N=122), not the $1.00 folklore bar. Top quartile $1.08. YoY: $1.40 → $1.30.
Aleph × Benchmarkit surveyed 342 B2B SaaS and AI-native companies (CY-2025). Median GRR is 84% (N=226), not the 90% folklore floor. Top quartile sits at 91%. YoY drop: 88% → 84%.
Aleph × Benchmarkit surveyed 342 B2B SaaS and AI-native companies (CY-2025). Expansion is 40% of total new ARR at the median (N=114), not a 20% side motion. Top quartile clears 59%. Expansion CAC is $0.80.
Ebsta × Pavilion analyzed 655K opportunities ($48B pipeline). New-logo win rate averages 19%, not the 30% folklore that makes 3x coverage math work. Expansion wins at 45%. Early decision-makers lift win rates 55%.
Aleph × Benchmarkit surveyed 342 B2B SaaS and AI-native companies (CY-2025). Median YoY ARR growth is 20%, not the 40% folklore bar. 75th percentile sits at 42%. Founders plan 26%.
ChartMogul × ProductLed × Kyle Poyar surveyed 200 software products in January 2026. Median free-to-paid is 8%, not the 25% folklore bar. Card-required trials hit 30%.
Aleph's 2025 median CLTV:CAC is 4.1x across 146 reporters, not the classic 3:1 board slide. Top quartile 7.8x. Read it next to CAC payback.
September 2026 B2B market report: LinkedIn $5.78 median CPC / $31.29 lead gen / $202 CPL, Google search $5.42, Unbounce 6.6%/SaaS 3.8%, Aleph CAC payback 16 months, NRR 101%, Rule of 40 25%, SparkToro zero-click 68%. Citeable benchmarks for operators.
Boards still quote $10–$15. Databox’s Nov 2024 LinkedIn median is $5.78. Search Engine Land’s lead-gen objective prints $31.29; the blend sits at $11.12. Here is which sample produced each number.
Boards quote 12 months. Aleph × Benchmarkit’s 198-company cut prints a 16-month median. Top quartile recovers in 6 months or fewer; $50K–$100K ACV sits at 22. KeyBanc’s 18 months is AE payback, a different clock. Here is which sample produced each number.
Boards quote 120%. SaaS Capital’s 1,000-plus-company private file prints a 101% median. Switch to Aleph’s 230-company cut and the median is 102% — usage-based 108%, seat-based 98%. Here is which sample produced each number.
Agencies still quote $50 a user. HubSpot Sales Hub Starter is $7 a seat on annual billing. Salesforce Sales Cloud Enterprise prints $175. HubSpot Professional sits at $90 plus a required $1,500 onboarding fee. Here is which SKU produced each number.
Agencies quote 10%. Instantly's 2025 platform average is 3.43%. Saleshandy's H1 2026 sample is 3.7% on 53.1 million emails. Belkins' unique-reply / total-send cut is 0.45%. Here is which sample produced each number.
The median private B2B SaaS software gross margin is 80%. Boards quote 75%. Blended total-revenue margin is 76%; usage-only sits at 62%. AI has not dented the median yet.
The median private B2B SaaS ARR per employee is $193,000. Boards quote $500,000. SaaS Capital's broader survey sits at $141,125. Here is which sample produced each number.
The median B2B account executive OTE is $200,000. Only 48% of reps hit quota. Here is which sample produced each number, and what one seat actually costs.
The median private B2B SaaS Magic Number is 1.37. Boards quote 0.75. Here is which sample produced each number.
The median private B2B SaaS Rule of 40 is 25%. Boards quote 40. Here is which sample produced each number.
Private B2B SaaS loses 16% of logos a year. Recurly's 3% SaaS median is a different sample. Here is which churn number to use.
The median B2B SDR OTE is $80,000. The seat costs about $121,000 once taxes, health, manager time, and tools are in.
