GTM Strategy

Essential KPIs for SaaS Go-to-Market Success

Track the right metrics to optimize your SaaS go-to-market strategy and drive sustainable growth. Learn which KPIs matter most and how to measure them effectively.

Critical GTM KPIs to Track

Monitor these essential metrics to ensure your go-to-market strategy is driving results

Customer Acquisition Cost (CAC)
Total cost to acquire a new customer across all channels

Formula:

Total Sales & Marketing Costs ÷ New Customers Acquired

Benchmark:

< 3x LTV
Customer Lifetime Value (LTV)
Total revenue expected from a customer relationship

Formula:

ARPU × Gross Margin % ÷ Churn Rate

Benchmark:

> 3x CAC
Monthly Recurring Revenue (MRR)
Predictable monthly revenue from subscriptions

Formula:

Sum of all monthly subscription revenue

Benchmark:

20%+ monthly growth
Lead Conversion Rate
Percentage of leads that convert to customers

Formula:

New Customers ÷ Total Leads × 100

Benchmark:

2-5% for SaaS
Sales Cycle Length
Average time from first contact to closed deal

Formula:

Total days for all deals ÷ Number of deals

Benchmark:

30-90 days for SMB
Pipeline Velocity
Speed at which deals move through your pipeline

Formula:

(Opportunities × Win Rate × Deal Size) ÷ Sales Cycle

Benchmark:

Increasing month-over-month

Building Your GTM KPI Dashboard

Create a comprehensive dashboard to monitor your go-to-market performance

Dashboard Essentials

Real-time revenue and growth metrics
Customer acquisition funnel performance
Channel-specific conversion rates
Sales team performance indicators
Customer success and retention metrics
Marketing ROI and attribution data

Sample KPI Targets

MRR Growth Rate
15-25%
CAC Payback Period
< 12 months
Net Revenue Retention
> 110%
Lead-to-Customer Rate
2-5%

Ready to Optimize Your GTM KPIs?

Get expert help setting up the right metrics and dashboards for your SaaS business

Related GTM Strategy Resources

Channel Selection Guide
Choose the right marketing channels for your SaaS GTM strategy
Lead Nurturing Strategies
Convert more leads with effective nurturing campaigns
GTM Strategy Services
Complete go-to-market strategy development and execution