SaaS Magic Number: $20M New ARR, $10M S&M Spend
A growth-stage company adding $20M in new ARR on $10M in S&M investment achieves a magic number of 2.0 — exceptional efficiency at scale.
How to use this tool
- Enter the net-new ARR added during the most recent quarter.
- Enter the total sales and marketing spend from the immediately prior quarter.
- Read the magic number, implied CAC payback, and efficiency verdict.
Sustaining a magic number of 2.0 at scale is extremely rare and indicates category-defining product-market fit and a highly repeatable sales process.
Frequently asked questions
- What is a good SaaS magic number?
- A magic number of 0.75 or higher is generally considered efficient, and above 1.0 is excellent and usually justifies investing more in growth. Below 0.5 suggests the go-to-market motion needs fixing before adding spend.
- Why use the prior quarter's spend?
- Sales and marketing investment typically takes about a quarter to convert into closed, recurring revenue. Crediting this quarter's new ARR to last quarter's spend captures that lag and avoids flattering fast-growing budgets.
- Should I use gross or net new ARR?
- Net-new ARR (new plus expansion minus churn) gives the most honest reading because it reflects what your go-to-market actually added. Using gross new ARR alone ignores churn and overstates efficiency.