CEO – Chief Executive Officer
Why benchmarking helps: CEOs need to lead growth and fundraising confidently. Benchmarks help them assess if their company is scalable, fundable, and efficient.
Key KPIs to benchmark:
- Revenue growth YoY / QoQ vs. peers
- Burn multiple (how much burn per $1 of ARR)
- Runway vs. stage
- Headcount efficiency (revenue per FTE)
- Net Revenue Retention (NRR) vs. peer averages
- Valuation-to-ARR multiples (market comps)
Benchmarking use case:
“Our burn multiple is 2.1 — better than the 2.8 peer median. We can justify runway and ask for a higher round.”
CFO – Chief Financial Officer
Why benchmarking helps: CFOs are responsible for capital allocation, runway, and metrics transparency. Benchmarks help them justify hiring, fundraising, and budgeting decisions.
Key KPIs to benchmark:
- Gross margin vs. industry average
- R&D spend as % of revenue
- CAC Payback Period
- ARR per employee
- Cash conversion cycle
- OPEX ratios (G&A, S&M, R&D)
Benchmarking use case:
“Our R&D spend is only 6% of revenue, while peers at our stage average 18%. Let’s invest more in product velocity.”
CRO / VP Sales – Chief Revenue Officer
Why benchmarking helps: Benchmarking shows how effective the sales team is vs. peers, and where to focus (deal size, velocity, channels).
Key KPIs to benchmark:
- Sales cycle length
- Win rate
- Quota attainment
- CAC by channel
- Deal size / ACV
- Revenue per AE
Benchmarking use case:
“Our sales cycle is 55 days vs. a peer median of 90 — we can handle more pipeline with the same headcount.”
CMO – Chief Marketing Officer
Why benchmarking helps: CMOs must prove that marketing spend drives growth efficiently. Benchmarks help defend budget and focus on the best-performing channels.
Key KPIs to benchmark:
- CAC (blended & paid)
- MQL-to-SQL conversion rate
- Customer acquisition cost by channel
- Marketing spend as % of ARR
- Brand awareness metrics (if available)
Benchmarking use case:
“Our CAC is 40% higher than peers — we’ll pause low-converting paid campaigns and focus on content.”
CPO / CTO – Chief Product or Tech Officer
Why benchmarking helps: Helps understand if the team is building fast and efficiently, and if product cost aligns with company stage and margin goals.
Key KPIs to benchmark:
- R&D spend as % of revenue
- Product velocity (features shipped/month)
- Bug backlog vs. peers
- Revenue per engineer
- Time to onboard new customers (with Sales/CS)
Benchmarking use case:
“Peers ship 2x faster per engineer — we need to fix team structure and dev ops.”
Privacy Note (for all CxOs using Matchita):
All benchmarks are based on anonymized, similar-stage, same-industry companies, and no sensitive documents are shared — only clean KPI summaries.
Doron Herzlich