How CommercialTribe Crossed 125% in Net Revenue Retention

If you’re a sales professional, you need to spend as much time as you possibly can doing the things that help close deals. You simply cannot afford to waste your most valuable resource – time – on doing things that aren’t productive. And, as a sales manager, it’s your job to understand which team members can best utilize their strengths at various parts of the sales cycle.

Luckily, CommercialTribe was designed to help businesses evolve beyond their activity metrics and start improving the critical behaviors in order to advance their sales cycles at each stage. Their platform helps companies identify, measure, and correlate the critical sales behaviors impacting their team’s performance.

How much is CommercialTribe doing in ARR?

CommercialTribe is a pure-play SaaS business that charges its customers on a per seat, per month basis. According to CEO Paul Ironside, the company targets mid-market companies and large enterprises with sales teams north of 100 employees. On average, customers pay CommercialTribe north of $35k each year with some deals approaching $500k annually.

Ironside noted that the company is currently serving 50k individual sales representatives across 200 unique customers and is doing close to $7M in ARR at this point in time. CommercialTribe aims to double revenue year over year and has “roughly” done so in the last 12 months.

What is CommercialTribe’s churn?

Churn is critical in any SaaS business and CommercialTribe is exhibiting gross monthly logo churn of less than 5% right now. Through their ability to add seats, the company is driving impressive expansion revenue and recently posted 135% annual net revenue retention. It’s important to do a churn analysis for your SaaS.

In terms of customer acquisition, Ironside explained that CommercialTribe aims to receive payback within 12 months. With this in mind, the company will spend approximately $35k to land a new deal.

How much has CommercialTribe raised?

While initially bootstrapped, CommercialTribe has now raised $12M in outside capital to date. The funding has come in the form of both venture capital raised on equity and venture debt.

Launched in 2014 after Ironside left Gartner, CommercialTribe has grown to 35 full-time employees and is headquartered in Denver.