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SaaS — Self-serve / PLG benchmarks · 2026
Product-led-growth SaaS — free tier, free trial, freemium. Acquisition spend funds top-of-funnel signups; product converts to paid.
Snapshot
Product-led-growth SaaS — free tier, free trial, freemium. Acquisition spend funds top-of-funnel signups; product converts to paid.
Key benchmarks · 2026
Channel mix notes
Content + SEO + community drive the highest-LTV signups. Paid is leverage on what's already working organically.
Primary channels for this industry
How to read these benchmarks
These SaaS — Self-serve / PLG numbers are medians and spreads - your mileage varies by offer and creative. With free-to-paid cvr reaching 2.5–5.0%, a result inside the range usually means the constraint is elsewhere - offer, landing experience, or measurement - while a result well outside it points straight at targeting, creative, or bid strategy. Compare like with like - same funnel stage, same objective, same season - because a top-of-funnel number judged against a bottom-of-funnel benchmark will always mislead.
How to use this page. Find the funnel stage you are buying, read the range, and calculate the gap to your live numbers. Model the revenue impact of closing that gap with the break-even ROAS and CAC payback calculators, then pressure-test the plan against the full 2026 benchmarks compendium.
Sourcing. Ranges are RGM's 2026 synthesis of platform-reported figures and aggregated account data, expressed as medians and typical spreads rather than single points. They move with season, auction pressure, and creative quality, so re-check them each quarter.