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SaaS — Mid-market benchmarks · 2026
Sales-led mid-market SaaS ($25K–$120K ACV). Multi-stakeholder buying. Sales-cycle 60–180 days. Multi-channel ABM is core.
Snapshot
Sales-led mid-market SaaS ($25K–$120K ACV). Multi-stakeholder buying. Sales-cycle 60–180 days. Multi-channel ABM is core.
Key benchmarks · 2026
MQL→close CVR
0.6–1.4%
Avg ACV
$25,000–120,000
Target CAC
$5,000–20,000
CAC payback
10–24 months
NRR
108–128%
Annual churn
6–12%
Sales cycle
60–180 days
Channel mix notes
Pipeline-touched > MQL. Brand-touched accounts close 2.4x. Intent data (Bombora/6sense) is essential.
Primary channels for this industry
Build a media plan for this industry: Use the budget allocator, CAC payback calculator, and LTV:CAC calculator.