Free Tool by Digital Uncovered
Indian SaaS spends 25% on GTM.
Global leaders spend 85%.
That gap is not a culture problem — it's a compounding growth problem. Enter your numbers and see exactly where you sit on the benchmark, what closing the gap would cost, and what it would do to your growth rate.
Based on SaaSBoomi & McKinsey research · Nasscom Strategic Review 2025
Your current numbers.
Be honest — especially on GTM spend. Most founders undercount by excluding founder time, events they "don't think of as marketing," and tools that live in engineering budgets.
Revenue & growth
Your current ARR or annual revenue run rate
₹ / yr
Required.
YoY revenue growth — be honest, not aspirational
% / yr
Required.
Your GTM spend — everything, not just "marketing"
Salaries + commissions + tools for all quota-carrying reps and SDRs
₹
Ads, content, events, SEO tools, agency fees, design — all of it
₹
CS is GTM — it drives retention, upsell, and referrals. Include it.
₹
Technical roles that exist primarily to support revenue
₹
Profitability
Revenue minus cost of delivery (hosting, support, implementation). Indian SaaS typical: 65–80%.
%
Required.
Positive = profitable. Negative = burning cash. Used for Rule of 40.
₹
ARR band — for benchmark comparison
Under $1M ARRUnder ~₹8 Cr
$1M – $5M ARR~₹8 Cr – ₹40 Cr
$5M – $20M ARR~₹40 Cr – ₹165 Cr
$20M – $50M ARR~₹165 Cr – ₹415 Cr
$50M+ ARR~₹415 Cr+
IT Services / Not SaaSProject-based or services revenue
Your GTM spend as % of revenue
How you compare — India SaaS vs global leaders
Rule of 40 — the number investors and acquirers use
Growth rate + profit margin. Above 40 = healthy. Indian SaaS structural advantage: a 60% Rule of 40 score is achievable because of INR cost base. Below 40 means you're either not growing fast enough or burning too much — usually because GTM is underfunded and growth has stalled.
0Below par (30)Target (40)Strong (60+)
What happens if you close the GTM gap
| Scenario | GTM % of rev | GTM spend | Additional investment | Implied growth rate | Rule of 40 |
|---|
Your GTM spend breakdown vs recommended mix
At your ARR band, this is roughly how global-benchmark companies allocate their GTM budget across functions.
Where to invest first
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