Industry overview
Developer infrastructure: observability, CI/CD, databases, security, APIs.
Five stages × three ACV bands = 15 published cells per industry. Cells with a primary source are marked Sourced. Cells without one render as honest stubs that link to adjacent cells and to the live public-company data below.
| Stage / ACV | SMBUnder $25k ACV | Mid-Market$25k-$100k ACV | Enterprise$100k+ ACV |
|---|---|---|---|
| Seed$0-$2M ARR | 10mpayback | 15mpayback | 22mpayback |
| Series A$1-$5M ARR | 10mpayback | 15mpayback | 22mpayback |
| Series B$5-$15M ARR | 10mpayback | 15mpayback | 22mpayback |
| Growth$15-$50M ARR | 10mpayback | 15mpayback | 22mpayback |
| Late Stage$50M+ ARR or public | 10mpayback | 15mpayback | 22mpayback |
6 Devtoolscompanies in our public-company cohort. CAC is computed live from each company's SEC 10-K filings - see individual pages for the full methodology and disclosure quotes.
| Company | Ticker | S&M | Annual CAC |
|---|---|---|---|
| Atlassian Corporation | TEAM | $1.13B | $185k |
| Datadog, Inc. | DDOG | $956.4M | $354k |
| GITLAB INC. | GTLB | $434.7M | $551k |
| MONGODB, INC. | MDB | $944.4M | $88k |
| PagerDuty, Inc. | PD | $184.0M | $777k |
| TWILIO INC. | TWLO | $873.2M | $11k |