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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
Free-to-paid CVR
2.5–5.0%
Avg MRR per paid customer
$25–95
Target CAC
$80–250
CAC payback
6–14 months
Net revenue retention (NRR)
100–125%
Avg monthly churn
3.5–6.5%
Gross margin
72–86%
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
Google SearchPlatform benchmarksYouTubePlatform benchmarksRedditPlatform benchmarksMeta (Facebook & Instagram)Platform benchmarks
Build a media plan for this industry: Use the budget allocator, CAC payback calculator, and LTV:CAC calculator.