averagecac.com

Benchmark · SaaS B2B · Late Stage · Mid-Market ($25k-$100k ACV)

Average CAC for Late Stage Mid-Market SaaS B2B Companies

CAC Payback Period · SaaS B2B · Mid-MarketSourced

18 months

Best-in-class (top quartile): 14 months · n=939

Methodology note: This source segments CAC payback by industry × customer size, not by company stage. The same 18-month payback applies across all 5 stages for saas b2b × mid-market. For more on this site's methodology, see methodology.

Sources

Optifai publishes CAC payback as a range per ACV band rather than a point estimate. The number above is the upper bound of Optifai's published range for this band (their conservative-case median); the 'best-in-class' value is the lower bound. The overall B2B SaaS median across all ACV bands in Optifai's n=939 dataset is 15 months. Optifai does not segment by company stage either, so the same range applies across all 5 stages within this band.

Common questions

CAC payback questions: Mid-Market SaaS B2B

What is the average CAC payback period for mid-market B2B SaaS companies?
Optifai's CAC payback benchmark (n=939, updated April 2026) reports roughly 14-18 months for mid-market B2B SaaS. The overall B2B SaaS median across all deal sizes is 15 months. The benchmark segments by ACV band, not by company stage, so the same range applies from seed through late-stage.
Is that a good CAC payback for mid-market SaaS?
Optifai classifies CAC payback as best-in-class under 12 months, good at 12-18 months, concerning at 18-24 months, and critical above 24 months. Mid-market deals sit naturally toward the longer end because the sales cycle is longer; the lower bound of the range (14 months) reflects the more efficient operators.

How we define this cut

SaaS B2B · Late Stage · Mid-Market

Industry: SaaS B2BHorizontal business-to-business SaaS: collaboration, productivity, CRM, marketing, ops.
Stage: Late Stage$50M+ ARR or public, mature GTM, payback discipline.
ACV: Mid-Market ($25k-$100k ACV)Mid-market buyers, inside-sales motion, multi-stakeholder evaluation.