What is a good CAC for a SaaS company?

CAC varies by sales motion: SMB self-serve $200–$500, mid-market $1,000–$5,000, enterprise $10,000–$20,000+. Aim for at least 3:1 LTV:CAC ratio.

How do I calculate CAC payback period?

CAC Payback Period = CAC / (ARPA × Gross Margin). Example: $6,000 CAC / ($500 ARPA × 80% margin) = 15 months.

What is a viral coefficient and how do I improve it?

Viral coefficient (K-factor) = invitations per user × conversion rate. Improve with frictionless sharing, referral incentives, and collaborative features.

What is the difference between CAC and CPA?

CAC includes all sales and marketing spend per customer (company-wide). CPA refers to specific campaign or channel costs (channel-level).

How do customer metrics affect fundraising?

Investors scrutinize unit economics. Strong LTV:CAC (3:1+), short payback period (under 18 months), and declining CAC signal a scalable, fundable business.

Customer Metrics

Calculate customer acquisition cost, CAC payback period, and viral coefficient for your SaaS business. Free tools with industry benchmarks — no signup required.

CAC Calculator

Free CAC calculator for SaaS companies. Calculate your customer acquisition cost and compare against industry benchmarks.

Payback Period Calculator

Free CAC payback period calculator for SaaS companies. Calculate how long it takes to recover customer acquisition costs and compare against industry benchmarks.

Viral Coefficient Calculator

Free online viral coefficient calculator with instant results. Calculate viral growth rate (K-factor) in seconds and make better business decisions.

Understanding Customer Acquisition Economics

Profitable customer acquisition separates growing SaaS businesses from those burning cash without a path forward. Your customer acquisition cost (CAC) tells you how much you spend to win each customer, and your CAC payback period tells you how long it takes to earn that money back. Together, these two metrics reveal whether your go-to-market motion is sustainable or whether you are subsidizing growth with investor capital.

When payback period exceeds 18 months, it is a signal to optimize your funnel, improve conversion rates, or rethink your pricing before scaling spend further.

Viral Growth and the K-Factor

The viral coefficient (K-factor) measures how many new users each existing user brings in through referrals, sharing, or collaborative features. A K-factor above 1.0 means exponential growth without additional marketing spend.

Even a K-factor below 1.0 is valuable. A viral coefficient of 0.3–0.5 means organic referrals supplement your paid channels, effectively lowering your customer acquisition cost. Founders who track both CAC and viral coefficient together get a clearer picture of their true cost to acquire each customer.

Benchmarks for SaaS Customer Metrics

CAC by sales motion — SMB self-serve products typically see $200–$500 per customer. Mid-market inside sales ranges from $1,000–$5,000. Enterprise field sales can exceed $10,000–$20,000 per deal.

CAC Payback Period — top SaaS companies recover acquisition costs within 6–12 months. A payback period under 18 months is generally considered healthy. Anything longer signals that you may need to improve retention, increase pricing, or reduce acquisition spend.

LTV:CAC Ratio — a ratio of 3:1 or higher indicates a scalable business model that investors look for during fundraising. Below 1:1 means you are losing money on every customer. Use the CAC Calculator to see where you stand against these benchmarks.

Frequently Asked Questions

CAC varies by sales motion. SMB self-serve products typically see $200–$500, mid-market inside sales $1,000–$5,000, and enterprise field sales $10,000–$20,000+. What matters more than the absolute number is your LTV:CAC ratio — aim for at least 3:1. Use the CAC Calculator to benchmark your numbers.

CAC Payback Period = CAC / (ARPA × Gross Margin). For example, if your CAC is $6,000, monthly ARPA is $500, and gross margin is 80%, payback equals $6,000 / ($500 × 0.80) = 15 months. Use the Payback Period Calculator for instant results and to compare against industry benchmarks.

The viral coefficient (K-factor) = invitations per user × conversion rate. A K-factor above 1.0 means exponential growth. Improve it by making sharing frictionless, adding referral incentives, building collaborative features, and optimizing your invitation-to-signup flow. Track it alongside your CAC to see how virality affects your true acquisition cost.

CAC (Customer Acquisition Cost) includes all sales and marketing spend divided by new customers. CPA (Cost Per Acquisition) typically refers to the cost of a specific campaign or channel. CAC is a company-wide metric that gives you the full picture; CPA is a channel-level metric useful for optimizing individual campaigns.

Investors scrutinize unit economics closely. A strong LTV:CAC ratio (3:1+), short payback period (under 18 months), and declining CAC signal a scalable business worth investing in. Poor customer metrics make both equity and non-dilutive funding harder to secure. Founders who can demonstrate efficient customer acquisition consistently raise on better terms.

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