This is a compelling finding from the data of portfolio companies of Insight Partners, one of the largest VC firms in the industry. With $90B under management and data from 600+ B2B SaaS companies they've invested in, these stats are a solid representation of the market.

Let's dive into the insights:

📊 Unsurprisingly, partnerships have a ~20% higher leverage on new business pipeline generation in companies with a high average sales price (ASP) above $50K.

Partnership Contribution to New Business Pipeline:

Low ASP (below $50K) - 11%

High ASP (above $50K) - 13%

✔️ Growth doesn't dampen the impact

The partner contribution to New Business Pipeline remains consistent as companies grow their revenue to $50M and above.

For example, Partner Contribution in companies:

Low Revenue (<$50M) & High ASP - 13%

High Revenue (>$50M) & High ASP - 13%

This is somewhat unexpected, as typically contribution grows with scale

🎯 Half of companies (50%) are now leveraging partnerships from their early stages.

When examining demand generation tactics, 50% of companies below $10M in revenue are already using partners to drive revenue. This is a significant trend that's now keeping pace with the 58% that are doing outbound at this stage.

📈 Companies indeed use partnerships more as they grow

For those below $10M in revenue:

50% use partnerships for demand generation

17% use referrals

8% build communities

Once they reach $50M in revenue, the stats is unequivocal:

80% use partnerships for demand generation

48% use referrals

33% build communities

Whether you're in the early stages of scaling up or handling high revenues, partnerships are now an essential part of the growth playbook.

This trend is transformative and can’t be overlooked.

Curious if your experience aligns with this data.

Insight Partners data