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HubSpot for Startups & LinkedIn Fundraising Benchmark Guide [Sign Up]
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widget-span --> </div><!--end row--> </div><!--end row-wrapper --> </div><!--end widget-span --> </div><!--end row--> </div><!--end row-wrapper --> <div class="row-fluid-wrapper row-depth-1 row-number-5 dnd-section"> <div class="row-fluid "> <div class="span12 widget-span widget-type-cell dnd-column" style="" data-widget-type="cell" data-x="0" data-w="12"> <div class="row-fluid-wrapper row-depth-1 row-number-6 dnd-row"> <div class="row-fluid "> <div class="span12 widget-span widget-type-custom_widget dnd-module" style="" data-widget-type="custom_widget" data-x="0" data-w="12"> <div id="hs_cos_wrapper_widget_1726352351518" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_module" style="" data-hs-cos-general-type="widget" data-hs-cos-type="module"> <section id="intro" class="csol-section csol-section-header -white -padding-top-md -padding-bottom-xs"> <div class="csol-section-wrapper"> <div class="cl-divider-bar -white"> <div class="graphic"></div> </div> <p class="csol-section-header-tagline"> Data-backed benchmark insights for early stage B2B startups </p> <h2 class="csol-section-header-heading -large">Introduction</h2> </div> </section> </div> </div><!--end widget-span --> </div><!--end row--> </div><!--end row-wrapper --> <div class="row-fluid-wrapper row-depth-1 row-number-7 dnd-row"> <div class="row-fluid "> <div class="span12 widget-span widget-type-custom_widget dnd-module" style="" data-widget-type="custom_widget" data-x="0" data-w="12"> <div id="hs_cos_wrapper_widget_1726352461112" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_module" style="" data-hs-cos-general-type="widget" data-hs-cos-type="module"> <section id="" class="csol-section csol-rich-text cl-rich-text -wide -white -padding-top-xs -padding-bottom-xs"> <div class="csol-section-wrapper"> <div class="cl-rich-text csol-rich-text-container"><p>In today's hyper-competitive technology landscape, data-driven go-to-market teams are adapting rapidly to achieve growth milestones faster.<br>Startups, by nature, are pioneering new technology and pushing the status quo. In many cases, they are building their go-to-market engines from the ground up.</p> <p>To manage through this environment, go-to-market leaders need competitive insights and industry-specific data.. To benchmark their efforts and overall progress.</p> <p>HubSpot for Startups and LinkedIn Marketing for Startups are dedicated to democratizing startup resources, and that’s where this guide comes in. We’ve gathered early-stage startup data highlighting business performance metrics that startups can leverage to achieve sustained growth and efficiency:</p> <ul> <li aria-level="1">A brand new HubSpot & LinkedIn survey of 250 Seed to Series C B2B startup marketing leaders in the United States</li> <li aria-level="1">Startup-specific benchmark insights from LinkedIn’s extensive professional network</li> <li aria-level="1">The latest early-stage startup stats from PitchBook’s comprehensive database</li> </ul> <p>We want to share what great looks like, so we’ve included breakdowns and highlighted top performers. Whether you’re approaching your Seed round or working towards your Series C, this guide will help you benchmark your growth, impress investors, and reach your next milestone.</p> <p>At <a href="/startups?utm_campaign=NAM%2520%257C%2520EN%2520%257C%2520HSFS%2520%257C%2520Fundraising%2520Benchmark%2520Guide&utm_source=linkedin&utm_medium=inbound24&utm_content=benchmarkguide" rel="noopener" target="_blank">HubSpot for Startups</a> and <a href="https://business.linkedin.com/marketing-solutions/linkedin-marketing-for-startups?utm_campaign=NAM%2520%257C%2520EN%2520%257C%2520HSFS%2520%257C%2520Fundraising%2520Benchmark%2520Guide&utm_source=linkedin&utm_medium=inbound24&utm_content=benchmarkguide" rel="noopener" target="_blank">LinkedIn Marketing for Startups</a>, we’re committed to leveling the playing field for startups of all sizes. Our organizations provide startups with resources for different stages in their journey, exclusive access to investors and funding opportunities, and an active network of growth-minded peers.</p> <p>The benchmarks in the report are intended to be directional and a starting point for discussion. All startups are unique, with business and marketing metrics influenced by a myriad of variables, including investment stage, ICP, sales alignment, average deal size, nurture strategies, etc. But even with those variables, the following benchmarks should help startups understand where they stack up.</p></div> </div> </section> </div> </div><!--end widget-span --> </div><!--end row--> </div><!--end row-wrapper --> </div><!--end widget-span --> </div><!--end row--> </div><!--end row-wrapper --> <div class="row-fluid-wrapper row-depth-1 row-number-8 dnd-section"> <div class="row-fluid "> <div class="span12 widget-span widget-type-cell dnd-column" style="" data-widget-type="cell" data-x="0" data-w="12"> <div class="row-fluid-wrapper row-depth-1 row-number-9 dnd-row"> <div class="row-fluid "> <div class="span12 widget-span widget-type-custom_widget dnd-module" style="" data-widget-type="custom_widget" data-x="0" data-w="12"> <div id="hs_cos_wrapper_module_17263527494945" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_module" style="" data-hs-cos-general-type="widget" data-hs-cos-type="module"> <section id="biz-metrics" class="csol-section csol-section-header -white -padding-top-xs -padding-bottom-xs"> <div class="csol-section-wrapper"> <div class="cl-divider-bar -white"> <div class="graphic"></div> </div> <p class="csol-section-header-tagline"> Business Metrics </p> <h2 class="csol-section-header-heading -large">Business Metric Benchmarks</h2> </div> </section> </div> </div><!--end widget-span --> </div><!--end row--> </div><!--end row-wrapper --> <div class="row-fluid-wrapper row-depth-1 row-number-10 dnd-row"> <div class="row-fluid "> <div class="span12 widget-span widget-type-custom_widget dnd-module" style="" data-widget-type="custom_widget" data-x="0" data-w="12"> <div id="hs_cos_wrapper_module_17263527494946" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_module" style="" data-hs-cos-general-type="widget" data-hs-cos-type="module"> <section id="" class="csol-section csol-rich-text cl-rich-text -wide -white -padding-top-xs -padding-bottom-none"> <div class="csol-section-wrapper"> <div class="cl-rich-text csol-rich-text-container"><h3>Total Customer Count, YoY Growth Rate, and Churn Rate by ARR</h3> <p>VCs have increased their focus on pipeline predictably & profitability. Tomasz Tunguz, venture capitalist at Theory, <a href="https://tomtunguz.com/seedpocalypse-2024/?utm_campaign=NAM%2520%257C%2520EN%2520%257C%2520HSFS%2520%257C%2520Fundraising%2520Benchmark%2520Guide&utm_source=linkedin&utm_medium=inbound24&utm_content=benchmarkguide" rel="noopener" target="_blank">writes about</a> the added layer of fundraising challenge and the metrics that matter most:</p> <p><em><img src="https://www.hubspot.com/hs-fs/hubfs/HSFS%20Microsite/quotation-marks-hsfs.png?width=50&height=50&name=quotation-marks-hsfs.png" width="50" height="50" loading="lazy" alt="quotation-marks-hsfs" style="height: auto; max-width: 100%; width: 50px; float: left; margin-left: 0px; margin-right: 10px;" srcset="https://www.hubspot.com/hs-fs/hubfs/HSFS%20Microsite/quotation-marks-hsfs.png?width=25&height=25&name=quotation-marks-hsfs.png 25w, https://www.hubspot.com/hs-fs/hubfs/HSFS%20Microsite/quotation-marks-hsfs.png?width=50&height=50&name=quotation-marks-hsfs.png 50w, https://www.hubspot.com/hs-fs/hubfs/HSFS%20Microsite/quotation-marks-hsfs.png?width=75&height=75&name=quotation-marks-hsfs.png 75w, https://www.hubspot.com/hs-fs/hubfs/HSFS%20Microsite/quotation-marks-hsfs.png?width=100&height=100&name=quotation-marks-hsfs.png 100w, https://www.hubspot.com/hs-fs/hubfs/HSFS%20Microsite/quotation-marks-hsfs.png?width=125&height=125&name=quotation-marks-hsfs.png 125w, https://www.hubspot.com/hs-fs/hubfs/HSFS%20Microsite/quotation-marks-hsfs.png?width=150&height=150&name=quotation-marks-hsfs.png 150w" sizes="(max-width: 50px) 100vw, 50px">In 2024, the Series A crunch is real. Companies that achieved the previous era’s milestone, $1M or more in ARR, face a challenging Series A market. In 18 months, the Series B will again become the hardest round to raise. The most important metric across rounds isn’t ARR but pipeline predictability. Companies with great pipeline-to-quota ratios and stable sales cycles can forecast more accurately than the rest. Consistency breeds confidence in investors in an uncertain market. That’s the scarce resource today.” </em></p> <p>As you’ll see in this first set of charts, our survey data highlights these key data points (number of customers, YoY growth, and churn rates by ARR) while adding on the critical marketing metrics startups need to drive predictable pipeline and profitability.</p> <p style="text-align: center;"><strong><span style="font-size: 14px; color: #213343;"><img src="https://www.hubspot.com/hs-fs/hubfs/HSFS%20Microsite/HSFS_Lead_Gen/performace-arr.png?width=800&height=330&name=performace-arr.png" width="800" height="330" loading="lazy" alt="performace-arr" style="width: 800px; height: auto; max-width: 100%;" srcset="https://www.hubspot.com/hs-fs/hubfs/HSFS%20Microsite/HSFS_Lead_Gen/performace-arr.png?width=400&height=165&name=performace-arr.png 400w, https://www.hubspot.com/hs-fs/hubfs/HSFS%20Microsite/HSFS_Lead_Gen/performace-arr.png?width=800&height=330&name=performace-arr.png 800w, https://www.hubspot.com/hs-fs/hubfs/HSFS%20Microsite/HSFS_Lead_Gen/performace-arr.png?width=1200&height=495&name=performace-arr.png 1200w, https://www.hubspot.com/hs-fs/hubfs/HSFS%20Microsite/HSFS_Lead_Gen/performace-arr.png?width=1600&height=660&name=performace-arr.png 1600w, https://www.hubspot.com/hs-fs/hubfs/HSFS%20Microsite/HSFS_Lead_Gen/performace-arr.png?width=2000&height=825&name=performace-arr.png 2000w, https://www.hubspot.com/hs-fs/hubfs/HSFS%20Microsite/HSFS_Lead_Gen/performace-arr.png?width=2400&height=990&name=performace-arr.png 2400w" sizes="(max-width: 800px) 100vw, 800px"></span></strong></p> <p> </p></div> </div> </section> </div> </div><!--end widget-span --> </div><!--end row--> </div><!--end row-wrapper --> </div><!--end widget-span --> </div><!--end row--> </div><!--end row-wrapper --> <div class="row-fluid-wrapper row-depth-1 row-number-11 dnd-section dnd_area-row-4-force-full-width-section dnd_area-row-4-padding"> <div class="row-fluid "> <div class="span12 widget-span widget-type-cell dnd-column" style="" data-widget-type="cell" data-x="0" data-w="12"> <div class="row-fluid-wrapper row-depth-1 row-number-12 dnd-row"> <div class="row-fluid "> <div class="span12 widget-span widget-type-custom_widget dnd-module" style="" data-widget-type="custom_widget" data-x="0" data-w="12"> <div id="hs_cos_wrapper_widget_1726548637008" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_module" style="" data-hs-cos-general-type="widget" data-hs-cos-type="module"> <section id="" class="csol-section csol-rich-text cl-rich-text -narrow -white -padding-top-none -padding-bottom-none"> <div class="csol-section-wrapper"> <div class="cl-rich-text csol-rich-text-container"><h3 style="text-align: center;">Total customer count by ARR</h3></div> </div> </section> </div> </div><!--end widget-span --> </div><!--end row--> </div><!--end row-wrapper --> <div class="row-fluid-wrapper row-depth-1 row-number-13 dnd-row"> <div class="row-fluid "> <div class="span12 widget-span widget-type-custom_widget dnd-module" style="" data-widget-type="custom_widget" data-x="0" data-w="12"> <div id="hs_cos_wrapper_widget_1726548567956" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_module" style="" data-hs-cos-general-type="widget" data-hs-cos-type="module"><div style="position: relative;width: auto;padding: 0 0 25%;height: 0;top: 0;left: 0;bottom: 0;right: 0;margin: 0;border: 0 none" id="experience-66e90739dbccf" data-aspectratio="4" data-mobile-aspectratio="0.25"><iframe allowfullscreen src="https://view.ceros.com/hubspot-us/customers-arr?mobileHeightOverride=2400" style="position: absolute;top: 0;left: 0;bottom: 0;right: 0;margin: 0;padding: 0;border: 0 none;height: 1px;width: 1px;min-height: 100%;min-width: 100%" frameborder="0" class="ceros-experience" title="Biz Metrics Wide - ARR" scrolling="no"></iframe></div><script type="text/javascript" src="https://view.ceros.com/scroll-proxy.min.js" data-ceros-origin-domains="view.ceros.com" nonce="9vP+zX9Ef8hxotu1eqMy4g=="></script></div> </div><!--end widget-span --> </div><!--end row--> </div><!--end row-wrapper --> </div><!--end widget-span --> </div><!--end row--> </div><!--end row-wrapper --> <div class="row-fluid-wrapper row-depth-1 row-number-14 dnd-section dnd_area-row-5-padding dnd_area-row-5-force-full-width-section"> <div class="row-fluid "> <div class="span12 widget-span widget-type-cell dnd-column" style="" data-widget-type="cell" data-x="0" data-w="12"> <div class="row-fluid-wrapper row-depth-1 row-number-15 dnd-row"> <div class="row-fluid "> <div class="span12 widget-span widget-type-custom_widget dnd-module" style="" data-widget-type="custom_widget" data-x="0" data-w="12"> <div id="hs_cos_wrapper_module_17265490100393" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_module" style="" data-hs-cos-general-type="widget" data-hs-cos-type="module"> <section id="" class="csol-section csol-rich-text cl-rich-text -narrow -white -padding-top-s -padding-bottom-xs"> <div class="csol-section-wrapper"> <div class="cl-rich-text csol-rich-text-container"><h3 style="text-align: center;">YoY revenue growth rate by ARR</h3></div> </div> </section> </div> </div><!--end widget-span --> </div><!--end row--> </div><!--end row-wrapper --> <div class="row-fluid-wrapper row-depth-1 row-number-16 dnd-row"> <div class="row-fluid "> <div class="span12 widget-span widget-type-custom_widget dnd-module" style="" data-widget-type="custom_widget" data-x="0" data-w="12"> <div id="hs_cos_wrapper_module_17265490100394" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_module" style="" data-hs-cos-general-type="widget" data-hs-cos-type="module"><div style="position: relative;width: auto;padding: 0 0 25%;height: 0;top: 0;left: 0;bottom: 0;right: 0;margin: 0;border: 0 none" id="experience-66e90c9d52285" data-aspectratio="4" data-mobile-aspectratio="0.25"><iframe allowfullscreen src="https://view.ceros.com/hubspot-us/yoy-arr?mobileHeightOverride=2400" style="position: absolute;top: 0;left: 0;bottom: 0;right: 0;margin: 0;padding: 0;border: 0 none;height: 1px;width: 1px;min-height: 100%;min-width: 100%" frameborder="0" class="ceros-experience" title="Biz Metrics Wide - YoY Growth" scrolling="no"></iframe></div><script type="text/javascript" src="https://view.ceros.com/scroll-proxy.min.js" data-ceros-origin-domains="view.ceros.com" nonce="9vP+zX9Ef8hxotu1eqMy4g=="></script></div> </div><!--end widget-span --> </div><!--end row--> </div><!--end row-wrapper --> </div><!--end widget-span --> </div><!--end row--> </div><!--end row-wrapper --> <div class="row-fluid-wrapper row-depth-1 row-number-17 dnd_area-row-6-padding dnd-section dnd_area-row-6-force-full-width-section"> <div class="row-fluid "> <div class="span12 widget-span widget-type-cell dnd-column" style="" data-widget-type="cell" data-x="0" data-w="12"> <div class="row-fluid-wrapper row-depth-1 row-number-18 dnd-row"> <div class="row-fluid "> <div class="span12 widget-span widget-type-custom_widget dnd-module" style="" data-widget-type="custom_widget" data-x="0" data-w="12"> <div id="hs_cos_wrapper_module_17265490167293" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_module" style="" data-hs-cos-general-type="widget" data-hs-cos-type="module"> <section id="" class="csol-section csol-rich-text cl-rich-text -narrow -white -padding-top-s -padding-bottom-none"> <div class="csol-section-wrapper"> <div class="cl-rich-text csol-rich-text-container"><h3 style="text-align: center;">Monthly churn rate by ARR</h3></div> </div> </section> </div> </div><!--end widget-span --> </div><!--end row--> </div><!--end row-wrapper --> <div class="row-fluid-wrapper row-depth-1 row-number-19 dnd-row"> <div class="row-fluid "> <div class="span12 widget-span widget-type-custom_widget dnd-module" style="" data-widget-type="custom_widget" data-x="0" data-w="12"> <div id="hs_cos_wrapper_module_17265490167294" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_module" style="" data-hs-cos-general-type="widget" data-hs-cos-type="module"><div style="position: relative;width: auto;padding: 0 0 25%;height: 0;top: 0;left: 0;bottom: 0;right: 0;margin: 0;border: 0 none" id="experience-66e90fb418c4d" data-aspectratio="4" data-mobile-aspectratio="0.25"><iframe allowfullscreen src="https://view.ceros.com/hubspot-us/churn-arr?mobileHeightOverride=2400" style="position: absolute;top: 0;left: 0;bottom: 0;right: 0;margin: 0;padding: 0;border: 0 none;height: 1px;width: 1px;min-height: 100%;min-width: 100%" frameborder="0" class="ceros-experience" title="Biz Metrics Wide - Churn x ARR" scrolling="no"></iframe></div><script type="text/javascript" src="https://view.ceros.com/scroll-proxy.min.js" data-ceros-origin-domains="view.ceros.com" nonce="9vP+zX9Ef8hxotu1eqMy4g=="></script></div> </div><!--end widget-span --> </div><!--end row--> </div><!--end row-wrapper --> </div><!--end widget-span --> </div><!--end row--> </div><!--end row-wrapper --> <div class="row-fluid-wrapper row-depth-1 row-number-20 dnd-section"> <div class="row-fluid "> <div class="span12 widget-span widget-type-cell dnd-column" style="" data-widget-type="cell" data-x="0" data-w="12"> <div class="row-fluid-wrapper row-depth-1 row-number-21 dnd-row"> <div class="row-fluid "> <div class="span12 widget-span widget-type-custom_widget dnd-module" style="" data-widget-type="custom_widget" data-x="0" data-w="12"> <div id="hs_cos_wrapper_module_17263539153984" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_module" style="" data-hs-cos-general-type="widget" data-hs-cos-type="module"> <section id="and-more" class="csol-section csol-section-header -white -padding-top-xs -padding-bottom-xs"> <div class="csol-section-wrapper"> <div class="cl-divider-bar -white"> <div class="graphic"></div> </div> <p class="csol-section-header-tagline"> But wait, there's more </p> <h2 class="csol-section-header-heading -large">Also in the report</h2> </div> </section> </div> </div><!--end widget-span --> </div><!--end row--> </div><!--end row-wrapper --> <div class="row-fluid-wrapper row-depth-1 row-number-22 dnd-row"> <div class="row-fluid "> <div class="span12 widget-span widget-type-custom_widget dnd-module" style="" data-widget-type="custom_widget" data-x="0" data-w="12"> <div id="hs_cos_wrapper_module_17263539153985" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_module" style="" data-hs-cos-general-type="widget" data-hs-cos-type="module"> <section id="" class="csol-section csol-rich-text cl-rich-text -wide -white -padding-top-xs -padding-bottom-none"> <div class="csol-section-wrapper"> <div class="cl-rich-text csol-rich-text-container"><p dir="ltr">These business metrics shared are just the tip of the proverbial iceberg. There's even more objective data coming for you to learn how your company stacks up. Sign up to get early access to the full report, which includes:</p> <ul> <li dir="ltr"> <p dir="ltr">Business metrics by median and top quartile </p> </li> <li dir="ltr"> <p dir="ltr">Marketing and sales benchmarks, including average lead volume, conversion rates, and cost per efficiencies through the funnel by ASP.</p> </li> <li dir="ltr"> <p dir="ltr">Marketing and sales alignment best practices from top-performing startups with the highest funnel conversion rates and YoY growth</p> </li> <li dir="ltr"> <p dir="ltr">Top-performing startup-specific LinkedIn strategies and performance benchmarks</p> </li> <li dir="ltr"> <p dir="ltr">Thought leadership from industry veterans</p> </li> <li dir="ltr"> <p dir="ltr">And exclusive PitchBook data</p> </li> </ul></div> </div> </section> </div> </div><!--end widget-span --> </div><!--end row--> </div><!--end row-wrapper --> </div><!--end widget-span --> </div><!--end row--> </div><!--end row-wrapper --> <div class="row-fluid-wrapper row-depth-1 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