September 2024 # Growth Benchmarks for Scaling B2B Startups A quick reference guide to help VC-backed startups navigate growth at every stage. [Get the free guide](https://www.hubspot.com#form) ![benchmarkguide-cover](https://www.hubspot.com/hs-fs/hubfs/HSFS%20Microsite/HSFS_Lead_Gen/benchmarkguide-cover.jpeg?width=457&height=644&name=benchmarkguide-cover.jpeg) Menu Scroll Left Scroll Right - [Introduction](https://www.hubspot.com#intro) - [Business Metrics](https://www.hubspot.com#biz-metrics) - [And More!](https://www.hubspot.com#and-more) [Get the guide](https://www.hubspot.com#form) Data-backed benchmark insights for early stage B2B startups ## Introduction In today's hyper-competitive technology landscape, data-driven go-to-market teams are adapting rapidly to achieve growth milestones faster. 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. To manage through this environment,  go-to-market leaders need competitive insights and industry-specific data.. To benchmark their efforts and overall progress. 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: - A brand new HubSpot & LinkedIn survey of 250 Seed to Series C B2B startup marketing leaders in the United States - Startup-specific benchmark insights from LinkedIn’s extensive professional network - The latest early-stage startup stats from PitchBook’s comprehensive database 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. At [HubSpot for Startups](https://www.hubspot.com/startups) and [LinkedIn Marketing for Startups](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), 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. 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. Business Metrics ## Business Metric Benchmarks ### Total Customer Count, YoY Growth Rate, and Churn Rate by ARR VCs have increased their focus on pipeline predictably & profitability. Tomasz Tunguz, venture capitalist at Theory, [writes about](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) the added layer of fundraising challenge and the metrics that matter most: *![quotation-marks-hsfs](https://www.hubspot.com/hs-fs/hubfs/HSFS%20Microsite/quotation-marks-hsfs.png?width=50&height=50&name=quotation-marks-hsfs.png)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.”*  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. __![performace-arr](https://www.hubspot.com/hs-fs/hubfs/HSFS%20Microsite/HSFS_Lead_Gen/performace-arr.png?width=800&height=330&name=performace-arr.png)__   ### Total customer count by ARR ![customers-x-arr_1-5M_updated color](https://www.hubspot.com/hs-fs/hubfs/HSFS%20Microsite/HSFS_Lead_Gen/customers-x-arr_1-5M_updated%20color.png?width=500&height=500&name=customers-x-arr_1-5M_updated%20color.png "customers-x-arr_1-5M_updated color") ![customers-x-arr_5-10M_updated color](https://www.hubspot.com/hs-fs/hubfs/HSFS%20Microsite/HSFS_Lead_Gen/customers-x-arr_5-10M_updated%20color.png?width=500&height=500&name=customers-x-arr_5-10M_updated%20color.png "customers-x-arr_5-10M_updated color") ![customers-x-arr_10-25M_updated color](https://www.hubspot.com/hs-fs/hubfs/HSFS%20Microsite/HSFS_Lead_Gen/customers-x-arr_10-25M_updated%20color.png?width=500&height=500&name=customers-x-arr_10-25M_updated%20color.png "customers-x-arr_10-25M_updated color") ![customers-x-arr_25-50M_updated color](https://www.hubspot.com/hs-fs/hubfs/HSFS%20Microsite/HSFS_Lead_Gen/customers-x-arr_25-50M_updated%20color.png?width=500&height=500&name=customers-x-arr_25-50M_updated%20color.png "customers-x-arr_25-50M_updated color") ### YoY revenue growth rate by ARR ![yoy-growth_1-5M](https://www.hubspot.com/hs-fs/hubfs/HSFS%20Microsite/HSFS_Lead_Gen/yoy-growth_1-5M.png?width=500&height=500&name=yoy-growth_1-5M.png "yoy-growth_1-5M") ![yoy-growth_5-10M-2](https://www.hubspot.com/hs-fs/hubfs/HSFS%20Microsite/HSFS_Lead_Gen/yoy-growth_5-10M-2.png?width=500&height=500&name=yoy-growth_5-10M-2.png "yoy-growth_5-10M-2") ![yoy-growth_10-25M](https://www.hubspot.com/hs-fs/hubfs/HSFS%20Microsite/HSFS_Lead_Gen/yoy-growth_10-25M.png?width=500&height=500&name=yoy-growth_10-25M.png "yoy-growth_10-25M") ![yoy-growth_25-50M](https://www.hubspot.com/hs-fs/hubfs/HSFS%20Microsite/HSFS_Lead_Gen/yoy-growth_25-50M.png?width=500&height=500&name=yoy-growth_25-50M.png "yoy-growth_25-50M") ### Monthly churn rate by ARR ![churn_1-5M](https://www.hubspot.com/hs-fs/hubfs/HSFS%20Microsite/HSFS_Lead_Gen/churn_1-5M.png?width=500&height=500&name=churn_1-5M.png "churn_1-5M") ![churn_5-10M-2](https://www.hubspot.com/hs-fs/hubfs/HSFS%20Microsite/HSFS_Lead_Gen/churn_5-10M-2.png?width=500&height=500&name=churn_5-10M-2.png "churn_5-10M-2") ![churn_10-25M](https://www.hubspot.com/hs-fs/hubfs/HSFS%20Microsite/HSFS_Lead_Gen/churn_10-25M.png?width=500&height=500&name=churn_10-25M.png "churn_10-25M") ![churn_25-50M](https://www.hubspot.com/hs-fs/hubfs/HSFS%20Microsite/HSFS_Lead_Gen/churn_25-50M.png?width=500&height=500&name=churn_25-50M.png "churn_25-50M") But wait, there's more ## Also in the report These business metrics shared are just the tip of the proverbial iceberg. 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