← Benchmarks·REVENUE·DIRECTIONAL

Expansion / upsell rate

Name: B2B and B2C SaaS Growth Benchmarks
Creator: AJ Magnuson
License: https://creativecommons.org/licenses/by/4.0/

Above scale, expansion outpaces new-logo acquisition.

Formula: Expansion ARR (upgrades + seats + cross-sell, excl. new logos) / total new ARR
Unit: % or $
Models: SaaS, Usage-based

Benchmark

Directional

B2B

Expansion ~40% of new ARR, >50% above $50M ARR. Use NRR bands; label expansion-% directional.

OpenView

Sourcing: Directional.

Omega Point BenchmarksRevenue