Roberge: CAC payback under 12 months is ideal for IPO-stage companies
Mark Roberge · Mark Roberge: The Framework for How Startups Should Scale into the Enterprise -Stage 2 Capital|E1176 · 20VC with Harry Stebbings · Jul 12, 2024 · at 23:02
Mark Roberge, Co-Founder of Stage 2 Capital and former CRO at HubSpot, outlines CAC payback benchmarks for companies preparing for an IPO during a discussion with Harry Stebbings on 20VC.
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“At the IPO less than 12 months is excellent. 12 to 15 is good. 15 to 20 gets concerning above 20, it's gonna be a real problem.”
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“I would do something like this, Harry, you're a salesperson, your job is bringing customers. I'm going to pay you know, three percent. Rate on the first ACB from a customer and five percent on any expansion revenue. So now it's like, oh, sweet. Okay. I get it.…”