Pipeline360 Chief Marketing Officer | Formerly Demandbase, Thomson Reuters • 2mo
I would start by separating enterprise and commercial because the economics are usually very different. Enterprise programs often have higher upfront costs and longer sales cycles, but they can also produce larger deal sizes, stronger retention, and better expansion potential. Commercial motions may convert faster, but the ACV and efficiency profile can look completely different. At a basic level, I would calculate CAC by looking at the sales and marketing cost required to acquire customers in e ...Read More
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