Vertical SaaS was twice as efficient as the rest of SaaS.
Прикольный пост от Кайл Улиг (Userlane) со ссылкой на данные Benchsights, где они посчитали, насколько по публичным компаниям Vertical SaaS отличается от прочих SaaS компаний.
Вот что получается:
1/ Выделено в его табличке:
▪️S&M: 22% vs 41%;
▪️S&M Payback Period: 29 months vs 38 months.
Это показывает, что продажи Vertical SaaS компании делают более эффективно, окупая свои затраты на 24% (или на 9 месяцев!) быстрее, чем другие компании и тратя почти в 2 раза меньше (относительно выручки) на продажи.
2/ Другие параметры:
▪️EBITDA margin: 7% vs -5% (минус 5%!);
▪️S&M as % of new ARR: 177% vs 240%;
Операционная маржа лучше у Vertical SaaS и, опять же, более эффективно делаются продажи.
3/ Не по всем показателям Vertical SaaS лучше, но практически все остальные сопоставимые:
▪️ARR Growth: 17% vs 18%;
▪️FCF: 15% vs 17%.
▪️NRR: 108% vs 110%
Тут любопытный факт в том, что FCF у других SaaS все же чуть выше, чем у Vertical SaaS, и это при огромной разнице в EBITDA margin. Получается, что Vertical SaaS гораздо лучше финансируется – возможно, как инвесторами в акционерный капитал, так и в долговой капитал. Вот так, Vertical SaaS инвесторы меньше любят.
4/ Единственная ощутимая разница наблюдается только в Gross Margin: 68% vs 76%. Получается, что COGS выше у вертикальных SaaS, окей, прямые затраты на выше, но S&A настолько ниже, что EBITDA margin лучше при сопоставимом росте.
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