Analysis of November 2023 Pavilion member survey (n=88 $1m-$300m ARR)
SaaS 2024 Forecasts
RESEARCH BY
35% 2024e Revenue Growth Forecasts
32%
30%
28%
25%
22%
20%
15%
12%
10%
5%
0%
$1m-$10m ARR
$10m-$30m ARR
$30m-$100m ARR
$100m-$300m ARR
n=29
n=22
n=27
n=10
Cloud Ratings x Jon Russo analysis of Pavilion November 2023 survey data (n = 88). Social Attribution: @CloudRatings + @SaaSletter + @B2BCMO + @join_pavilion
‘24e Revenue Growth Mix
Avg ‘24e:
+32%
+28%
+22%
+12%
Decline by 10% to 25% Decline by up to 10% Stay fat
Grow by up to 10% Grow by 10% to 25%
Grow by 25% to 50% Grow by 50% to 100% Grow by 100%+
100%
Grow by 100%+
Grow 50%-100%+
80%
Grow 25%-50%
60%
40%
Grow 10%-25%
Grow 1%-10%
20%
Decline 1-10% Decline 10-25%
Stay Flat
0%
$1m-$10m ARR
$10m-$30m ARR
$30m-$100m ARR
$100m-$300m ARR
Cloud Ratings x Jon Russo analysis of Pavilion November 2023 survey data (n = 88). Social Attribution: @CloudRatings + @SaaSletter + @B2BCMO + @join_pavilion
‘23 vs ’24e: $30m+ Even More Below “Mendoza Line”
% Below 20% Current
% Below 25% 2024e
80%
Grow by 100%+
60%
Grow 50%-100%+
Grow 25%-50%
40%
20%
2023: Grow <20%
2024e: Grow <25%
0%
$1m-$10m ARR
$10m-$30m ARR
$30m-$100m ARR
$100m-$300m ARR
Cloud Ratings x Jon Russo analysis of Pavilion November 2023 survey data (n = 88). Social Attribution: @CloudRatings + @SaaSletter + @B2BCMO + @join_pavilion
‘23 vs ’24e: Acceleration vs Deceleration by ARR
120% Median Accel / Decel:
Deceleration 20%+ Deceleration 1%-20% Flat
Acceleration 1%-10% Acceleration 11%-20%
Acceleration 21%-30% Acceleration 30%+
+4%
+8%
-3%
-3%
100%
Accelerate 21-30% Accelerate 30%+
80%
Accelerate 11-20%
60%
Accelerate 1-10%
40%
Stay Flat Decelerate 1-20%
20%
Decelerate 20%+
0%
$1m-$10m ARR
$10m-$30m ARR
$30m-$100m ARR
$100m-$300m ARR
Cloud Ratings x Jon Russo analysis of Pavilion November 2023 survey data (n = 88). Social Attribution: @CloudRatings + @SaaSletter + @B2BCMO + @join_pavilion
‘23 vs ’24e: Acceleration vs Deceleration by Quota
120% Median Accel / Decel:
Deceleration 20%+ Deceleration 1%-20% Flat
Acceleration 1%-10% Acceleration 11%-20%
Acceleration 21%-30% Acceleration 30%+
+3%
0%
+3%
+13%
+10%
100%
Accelerate 30%+
Accelerate 21-30%
80%
Accelerate 11-20%
60%
Accelerate 1-10%
Stay Flat
40%
Decelerate 1-20%
20%
Decelerate 20%+
0%
1-25% Quota
26-50% Quota
51-75% Quota
76-99% Quota
100% Quota
Reflects October 2023 Quota Attainment:
Cloud Ratings x Jon Russo analysis of Pavilion November 2023 survey data (n = 88). Social Attribution: @CloudRatings + @SaaSletter + @B2BCMO + @join_pavilion
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