GTM Efficiency & CAC Payback Intelligence

Vantage Revenue OS · Last updated 2 hours ago

Blended CAC Payback

16.2mo

↑ 1.8mo vs LQ

LTV:CAC Ratio

3.2×

↑ 0.4× vs LQ

GTM Efficiency

0.71×

↓ 0.09× vs LQ

Blended CAC

$14,200

↑ $1,800

Sales Cycle (Med.)

82d

↑ 14d

NRR (Blended)

118%

↑ 6% vs LQ

CAC Payback Period by Channel

Months to recover fully-loaded acquisition cost · Red = >18mo threshold

Target: <14mo

LTV:CAC Ratio by Segment

ACV by Lead Source

Net Revenue Retention by Segment (Last 12 Months)

Target: >110% blended

Marketing Pipeline Coverage

2.8×

Marketing-sourced pipeline vs quarterly quota

Expansion ARR % of New ARR

34%

Up from 22% in Q1

Logo Churn Rate (Annual)

18%

SMB: 28%, Mid: 12%, Ent: 6%

Channel Performance Detail

Channel	CAC	Payback (mo)	LTV:CAC	ACV	Sales Cycle	Win Rate	Status
Partner Referral	$8,400	9.1	4.8×	$68,000	61d	42%	Invest
Inbound Organic	$11,200	11.8	3.9×	$54,000	73d	38%	Optimize
Outbound SDR	$16,800	17.2	2.7×	$48,000	94d	18%	Monitor
Paid Social (LinkedIn)	$19,400	22.4	2.1×	$42,000	89d	14%	Cut 30%
Paid Search	$24,800	26.2	1.6×	$38,000	102d	11%	Review Exit

Note: Q3 Enterprise sales motion launched — added $420K GTM spend, extended outbound cycle from 68d to 94d with no ACV lift. Reassess segment targeting.

Sales Cycle Length by Segment (Median Days)

Expansion vs New ARR (Monthly)

GTM Spend Waterfall — Q3 2024

Total GTM Spend

$1.24M

Net New ARR

$880K

GTM Efficiency Ratio

0.71×

Prior Quarter

0.80×