{"id":13343,"date":"2023-01-19T13:07:10","date_gmt":"2023-01-19T12:07:10","guid":{"rendered":"https:\/\/ipaidthat.io\/mag\/?p=13343"},"modified":"2026-01-08T11:07:35","modified_gmt":"2026-01-08T10:07:35","slug":"quels-sont-les-benchmarks-pour-analyser-la-performance-dun-saas","status":"publish","type":"post","link":"https:\/\/app.ipaidthat.io\/mag\/entrepreneur\/quels-sont-les-benchmarks-pour-analyser-la-performance-dun-saas\/","title":{"rendered":"Les benchmarks pour analyser la performance d\u2019un SaaS"},"content":{"rendered":"\n<p><strong>Les dirigeants de SaaS <\/strong>savent qu&rsquo;il est critique de suivre leur performance en mettant en place un reporting structur\u00e9.<\/p>\n\n\n\n<p>Comme dans n&rsquo;importe quel secteur, il existe des indicateurs cl\u00e9s de performance, ou KPIs (Key Performance Indicators), qui refl\u00e8tent la<strong> bonne marche<\/strong> d&rsquo;une entreprise SaaS.<\/p>\n\n\n\n<p>Mais le suivi des indicateurs cl\u00e9s pour un SaaS ne constitue qu&rsquo;une partie de l&rsquo;analyse : il est \u00e9galement crucial pour un dirigeant de savoir situer sa <strong>performance<\/strong> par rapport \u00e0 des <strong>entreprises<\/strong> ayant un <strong>mod\u00e8le similaire<\/strong>.<\/p>\n\n\n\n<p>Dans cet article, vous trouverez des exemples concrets tir\u00e9s d&rsquo;\u00e9tudes de r\u00e9f\u00e9rence pour vous aider \u00e0 positionner la performance de votre SaaS par rapport \u00e0 son march\u00e9.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">1 &#8211; Les KPIs \u00e0 suivre\u2009<\/h2>\n\n\n\n<p>Pour donner une vision pertinente de la performance d\u2019une entreprise, les <strong>KPIs<\/strong> \u00e0 suivre d\u00e9pendent de son <strong>mod\u00e8le d&rsquo;affaires<\/strong>. Ils sont donc sp\u00e9cifiques, notamment pour les entreprises \u00e0 mod\u00e8le d\u2019affaires r\u00e9current comme les <strong>SaaS<\/strong>.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">1.1 &#8211; Les principaux KPIs pour un SaaS<\/h3>\n\n\n\n<p>Les principaux KPIs \u00e0 suivre pour chaque SaaS sont les suivants :<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Le niveau de<strong> MRR<\/strong> (Monthly Recurring Revenue) ou d\u2019<strong>ARR<\/strong> (Annual Recurring Revenue), qui mesure le volume d\u2019activit\u00e9 r\u00e9currente<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Le <strong>churn<\/strong>, qui mesure la perte d\u2019activit\u00e9 li\u00e9e aux d\u00e9sabonnements ou \u00e0 la baisse du revenu moyen par utilisateur<\/li>\n\n\n\n<li>L\u2019<strong>ARPU<\/strong> (Average Revenue Per User) : le revenu moyen par utilisateur<\/li>\n\n\n\n<li>Le Co\u00fbt d\u2019Acquisition Client (<strong>CAC<\/strong>), qui mesure les euros d\u00e9pens\u00e9s pour acqu\u00e9rir un nouvel abonn\u00e9<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>La dur\u00e9e d\u2019amortissement du CAC (<strong>CAC payback period<\/strong>), qui mesure le nombre de mois n\u00e9cessaires pour rentabiliser le co\u00fbt d\u2019acquisition d&rsquo;un nouvel abonn\u00e9<\/li>\n\n\n\n<li>La Net Revenue Retention (<strong>NRR<\/strong>,<strong> <\/strong>ou taux de r\u00e9tention net), qui mesure le taux de r\u00e9tention du MRR sur une p\u00e9riode donn\u00e9e<\/li>\n\n\n\n<li>La valeur d\u2019un client sur sa dur\u00e9e de vie estim\u00e9e (<strong>Lifetime Value<\/strong> ou <strong>LTV<\/strong>)<\/li>\n<\/ul>\n\n\n\n<p>Le ratio <strong>LTV \/ CAC<\/strong>, qui mesure la rentabilit\u00e9 des abonn\u00e9s par rapport aux d\u00e9penses engag\u00e9es pour les acqu\u00e9rir.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">1.2 &#8211; Suivre ses KPIs SaaS avec un reporting adapt\u00e9<\/h3>\n\n\n\n<p>Pour faciliter la lecture des <strong>indicateurs cl\u00e9s et du reporting<\/strong>, les dirigeants de SaaS peuvent s\u2019\u00e9quiper d\u2019outils qui automatisent la collecte de l\u2019information, le calcul des KPIs et la visualisation des tableaux de bord. <a href=\"https:\/\/www.fincome.co\/?utm_source=IPaidThat&amp;utm_medium=IPT+article&amp;utm_campaign=IPT+article&amp;utm_id=IPT\" target=\"_blank\" rel=\"noreferrer noopener\">Fincome vous offre une solution en ligne cl\u00e9s en main<\/a> et nativement adapt\u00e9e aux SaaS.&nbsp;<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">2 &#8211; Les niveaux de performance \u00e0 atteindre pour \u00eatre au top de sa cat\u00e9gorie<\/h2>\n\n\n\n<p>Les chiffres pr\u00e9sent\u00e9s ci-dessous sont issus d\u2019une \u00e9tude men\u00e9e par KeyBanc Capital Markets r\u00e9alis\u00e9e aupr\u00e8s de 350 SaaS courant 2022.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">2.1 &#8211; Les niveaux de croissance<\/h3>\n\n\n\n<p><strong>a &#8211; Croissance moyenne de l\u2019ARR<\/strong><\/p>\n\n\n\n<p>L\u2019\u00e9tude met en \u00e9vidence une croissance annuelle m\u00e9diane de l\u2019ARR de 31 % en 2021 pour les SaaS avec un ARR sup\u00e9rieur \u00e0 5 M$. La m\u00e9diane atteint 65% pour les SaaS avec un ARR inferieur \u00e0 5 M$ :<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img decoding=\"async\" src=\"https:\/\/ipaidthat.io\/mag\/wp-content\/uploads\/2023\/01\/organic-growth-ipaidthat-fincome-1024x782.png\" alt=\"\" class=\"wp-image-13344\"\/><figcaption class=\"wp-element-caption\">Source : KeyBanc Capital Markets<\/figcaption><\/figure>\n\n\n\n<p><strong>b &#8211; Croissance de l\u2019ARR : meilleur quartile<\/strong><\/p>\n\n\n\n<p>Selon la taille de l\u2019ARR 2021, les niveaux de croissance \u00e0 d\u00e9passer pour se placer dans le meilleur quartile sont les suivants :<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>entre 0 M$ et 5 M$ : +100%\u2009;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>entre 5 M$ et 15 M$ : +77%\u2009<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>entre 10 M$ et 15 M$ : +47%\u00a0<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>entre 15 M$ et 20 M$ : +24%\u2009;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>au-del\u00e0 de 20 M$ : entre +34% et +73%.<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\">2.2 &#8211; Les metrics de r\u00e9tention et de churn<\/h3>\n\n\n\n<p><strong>a &#8211; MRR ou ARR Churn rate (taux de perte de MRR ou d\u2019ARR)<\/strong><\/p>\n\n\n\n<p>En excluant les soci\u00e9t\u00e9s de moins de 5 M$ d\u2019ARR, la m\u00e9diane du taux de churn annuel de MRR en 2020 est de 14%. Voici comment se r\u00e9partissent les entreprises selon leur taux de churn :<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img decoding=\"async\" src=\"https:\/\/ipaidthat.io\/mag\/wp-content\/uploads\/2023\/01\/annual-gross-fincome-ipaidthat-1024x774.png\" alt=\"\" class=\"wp-image-13345\"\/><figcaption class=\"wp-element-caption\">Source : KeyBanc Capital Markets<\/figcaption><\/figure>\n\n\n\n<p><strong>b &#8211; NRR : Net Revenue Retention rate (taux de r\u00e9tention net)<\/strong><\/p>\n\n\n\n<p>Selon l\u2019\u00e9tude, la m\u00e9diane du NRR s\u2019\u00e9l\u00e8ve \u00e0 109%.&nbsp;<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img decoding=\"async\" src=\"https:\/\/ipaidthat.io\/mag\/wp-content\/uploads\/2023\/01\/annual-net-fincome-ipaidthat-1024x790.png\" alt=\"\" class=\"wp-image-13346\"\/><figcaption class=\"wp-element-caption\">Source : KeyBanc Capital Markets<br><\/figcaption><\/figure>\n\n\n\n<h3 class=\"wp-block-heading\">2.3 &#8211; Les metrics d\u2019acquisition<\/h3>\n\n\n\n<p><strong>a &#8211; CAC<\/strong><\/p>\n\n\n\n<p>L\u2019\u00e9tude KBCM mesure trois types de CAC :<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Le Blended CAC<\/strong> correspond aux co\u00fbts totaux commerciaux et marketing n\u00e9cessaire pour obtenir 1 dollar d\u2019ARR suppl\u00e9mentaire, quels que soient les clients.<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Le New Customer CAC <\/strong>pr\u00e9sente les co\u00fbts commerciaux et marketing \u00e0 d\u00e9penser pour gagner dollar d\u2019ARR suppl\u00e9mentaire aupr\u00e8s d\u2019un nouveau client.<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>L\u2019Upsell &amp; Expansion CAC <\/strong>chiffre les d\u00e9penses marketing et commerciales pour obtenir dollar suppl\u00e9mentaire d\u2019ARR par la mont\u00e9e en gamme des abonnements d\u2019utilisateurs existants.<\/li>\n<\/ul>\n\n\n\n<p>Voici en r\u00e9sum\u00e9 les metrics issus de l\u2019\u00e9tude pour 2021 :<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img decoding=\"async\" src=\"https:\/\/ipaidthat.io\/mag\/wp-content\/uploads\/2023\/01\/distribution-fincome-ipaidthat-1024x781.png\" alt=\"\" class=\"wp-image-13347\"\/><figcaption class=\"wp-element-caption\">Source : KeyBanc Capital Markets<\/figcaption><\/figure>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Blended CAC<\/strong> m\u00e9dian : 1,20$<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>New Customer CAC<\/strong> m\u00e9dian : 1,78$<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Upsell &amp; Expansion CAC<\/strong> m\u00e9dian : 0,61$<\/li>\n<\/ul>\n\n\n\n<p><strong>b &#8211; CAC Payback Period<\/strong><\/p>\n\n\n\n<p>Selon l\u2019\u00e9tude KBCM, en excluant les SaaS qui pr\u00e9sentent des d\u00e9penses commerciales et marketing de moins de 5 M$, la m\u00e9diane de la Blended CAC Payback Period s\u2019\u00e9l\u00e8ve \u00e0 <strong>19 mois<\/strong> (nb : KBCM calcule la payback period \u00e0 partir du nombre de mois de marge brute et non de chiffre d\u2019affaires).<\/p>\n\n\n\n<p>Pour les nouveaux clients, la m\u00e9diane se situe \u00e0 <strong>26 mois<\/strong>. Les r\u00e9sultats r\u00e9v\u00e8lent cependant une grande disparit\u00e9 :<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img decoding=\"async\" src=\"https:\/\/ipaidthat.io\/mag\/wp-content\/uploads\/2023\/01\/Cac-payback-fincome-ipaidthat-1024x754.png\" alt=\"\" class=\"wp-image-13348\"\/><figcaption class=\"wp-element-caption\">Source : KeyBanc Capital Markets<\/figcaption><\/figure>\n\n\n\n<p>Suivre finement les principaux KPIs de son SaaS permet de mesurer l\u2019atteinte des objectifs et de positionner sa <strong>performance par rapport \u00e0 ses pairs<\/strong>.&nbsp;<\/p>\n\n\n\n<p>Pour aider les <strong>entreprises SaaS <\/strong>mieux suivre et benchmarker leur performance, <a href=\"https:\/\/www.fincome.co\/?utm_source=IPaidThat&amp;utm_medium=IPT+article&amp;utm_campaign=IPT+article&amp;utm_id=IPT\" target=\"_blank\" rel=\"noreferrer noopener\">Fincome<\/a> apporte un outil d\u2019analyse et de gestion cl\u00e9s en main qui vous permettra d\u2019automatiser ces calculs chronophages et de vous positionner sur vos principaux KPIs !<\/p>\n\n\n\n<p>\u200d<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Les dirigeants de SaaS savent qu&rsquo;il est critique de suivre leur performance en mettant en place un reporting structur\u00e9. Comme dans n&rsquo;importe quel secteur, il existe des indicateurs cl\u00e9s de performance, ou KPIs (Key Performance Indicators), qui refl\u00e8tent la bonne marche d&rsquo;une entreprise SaaS. Mais le suivi des indicateurs cl\u00e9s pour un SaaS ne constitue [&hellip;]<\/p>\n","protected":false},"author":4,"featured_media":18890,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[2],"tags":[],"class_list":["post-13343","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-entrepreneur"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Les benchmarks pour analyser la performance d\u2019un SaaS<\/title>\n<meta name=\"description\" content=\"Les dirigeants de SaaS savent qu&#039;il est critique de suivre leur performance en mettant en place un reporting structur\u00e9.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" 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