We plan to bring eChai across 100 cities in India. It starts with eChai Startup Demo Day on 26 September, all in person. 11 cities confirmed, 312 founders registered. Any city that reaches 20 interested founders is on too. See your city
Everything from

SaaS Capital

2 resources from SaaS Capital we point people to, and the questions each answers.

📊 Report
✓ Link checked Free Intermediate

Survey data from 950 B2B SaaS companies on who actually runs channel and how much revenue it carries, which is the fastest way to sanity check whether your product profile suits resellers at all.

Should Your SaaS Company Have a Channel Sales Strategy?

From SaaS Capital by Rob Belcher 9 min read

  • Survey of 950 private B2B SaaS companies: half sell 100 percent direct, half see at least some channel revenue.
  • Above $3M ARR, channel is a median 10 percent of revenue for low-ACV products and about 23 percent for medium and high ACV.
  • 60 percent of horizontal companies run a channel program versus 40 percent of vertical ones.
  • The readiness signal is unsolicited inbound from similar market participants asking to resell, which is how HubSpot found agencies.
Open saas-capital.com →
Answers A much bigger company wants to partner with us. Should we say yes? How do I tell whether a partnership is actually working, and when do I kill it? Is our product even ready for resellers?
📊 Report
✓ Link checked Free Advanced

Median marketing spend around 8 percent of ARR and sales around 15 percent, split by funded versus bootstrapped, from a survey of over 1,000 private B2B SaaS companies. Numbers to anchor a brand versus demand budget argument.

2026 Spending Benchmarks for Private B2B SaaS Companies

From SaaS Capital by Nick Perry 15 min read

  • Median total spend is 96 percent of ARR for bootstrapped companies and 101 percent for equity backed ones.
  • 83 percent of bootstrapped companies are at or near breakeven versus only 52 percent of equity backed.
  • Median selling cost is 15 percent of revenue, up from 13 percent the year before, and R&D holds at 22 percent.
  • Equity backed companies spend roughly 70 percent more on sales and about double on marketing and customer success.
Open saas-capital.com →
Answers How do I fund and staff a category play without starving pipeline? What is the difference between brand and demand, in plain terms? How much of my budget should go to brand versus demand? How do I measure brand when it does not show up in the attribution report?
eChai Partner Brands