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2020 Latka 250: List of Fastest Growing SaaS Companies

Ranking the Top SaaS Companies by 2020 Revenue Growth (Click to apply)

23 companies made the list with a revenue run rate in December 2020 of more than $100m. They grew 44% on average. In total, they employ 29,180 employees and generate $109,881 in revenue per employee on average.

When we include the other 222 fastest growing SaaS companies in 2020, the group grew from $6,055,425,892 in 2019 revenue to $8,545,425,956 in 2020 revenue. The group grew revenues by $2.5b and serve over 2,289,473 paying customers. The revenue to funding ratio is 1:1, $8b in revenues and $8b raised across all 225 companies.

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What are the fastest growing companies doing?

83 of the fastest growing companies that also have the most revenue have a clear expansion revenue strategy. On average, sales reps are selling plans where starting contract value is $4,606.

Those same companies employ 1,678 sales reps that carry a quota. The most common compensation plan used by these companies is a 1:5 ratio of sales rep on target earnings (OTE) to quota. Meaning if a rep can earn $200k in base and commissions, quota target for that year is set at 5x, or $1m in new ARR closed.

If you’re going to build a high growth SaaS company, you need to figure out how to scale with quota carrying sales reps.

Which CEO’s are the most efficient capital allocators?

We can measure this a variety of ways. Which company has the most revenue per employee? What about dollars in revenue compared to dollars raised? What about time, which founder went from $0 to $10m the fastest?

Looking deeper at dollars in revenue compared to dollars raised, bootstrappers take the cake because they self fund (denominator zero). When we look at companies that have raised at least $1m, Actito is the clear winner generating $21m in revenue, growing 100% yoy, on just 1m raised ($.05 dollars raised for every $1 of revenue).

Omnisend comes in a close second with $.08 dollars raised for every dollar of revenue. Doing $19m as of December 2020. Proposify gets honorable mention with $0.46 dollars raised (3.25m) for every dollar of revenue ($7m).

The worst performers here are companies like YayPay with $3.68 dollars raised ($14m) per dollar of revenue ($3.8m). Many of the worst performers just did a round of funding and haven’t had a chance to deploy to drive growth yet. That makes this data less valuable but still illustrative.