What is Average Deal Size?
Average deal size (ACV) is the typical annual contract value for your customer segment. It varies dramatically by industry, customer size, and sales motion. Understanding your expected deal size helps set realistic quotas, plan headcount, and optimize pricing.
SMB Typical
$3K-$15K
Mid-Market
$25K-$75K
Enterprise
$100K+
Deal Size Estimator
Estimate your average ACV based on segment and go-to-market factors
Your Profile
CRM, HR, Finance tools
Typical ACV: $25K-$75K
Traditional sales
Multi-feature platform
50%100%200%
Adjust for premium/discount positioning
Estimated Deal Size (ACV)
$15K
Growth Tier
Estimated Range
Low
$11K
Estimate
$15K
High
$20K
±30% based on market factors
Recommended Sales Strategy
Growth Tier
Inside sales, 2-4 week cycles
Calculation Factors
Base (SaaS (Horizontal))$15K
× Size (Mid-Market)1×
× Motion (Sales-Led)1×
× Product (Platform)1×
× Custom1×
Estimated ACV$15K
Industry ACV Benchmarks (Mid-Market)
| Industry | Base ACV | Description |
|---|---|---|
| SaaS (Horizontal) | $15K | CRM, HR, Finance tools |
| SaaS (Vertical) | $25K | Industry-specific solutions |
| Cybersecurity | $45K | Security platforms |
| Developer Tools | $12K | Dev platforms, CI/CD |
| MarTech | $18K | Marketing automation |
| FinTech | $35K | Financial services tech |
| HealthTech | $40K | Healthcare technology |
| Infrastructure/Cloud | $50K | Cloud, data platforms |
Frequently Asked Questions
What is average deal size (ACV)?
Average deal size, or ACV (Annual Contract Value), is the average revenue per customer contract per year. Calculate it as: Total New ACV / Number of New Deals. It helps with sales planning, quota setting, and resource allocation.
What affects B2B deal size?
Key factors: (1) Target segment size - enterprise deals 3-10× larger than SMB, (2) Industry - regulated industries pay more, (3) Product complexity - platforms beat point solutions, (4) Sales motion - sales-led > PLG for deal size, (5) Competitive landscape.
How do I increase average deal size?
Strategies: (1) Move upmarket to larger customers, (2) Add premium tiers and features, (3) Bundle products into suites, (4) Implement value-based pricing, (5) Sell multi-year contracts, (6) Expand seats/users per deal.
What is a good ACV for SaaS?
Varies by segment: SMB ($3K-$15K), Mid-Market ($25K-$75K), Enterprise ($100K+). Median SaaS ACV is ~$25K. Top quartile enterprise SaaS averages $200K+ ACV. Higher ACV typically means longer sales cycles.
How does deal size affect sales strategy?
Low ACV (<$10K): Focus on volume, PLG, inside sales. Medium ACV ($10-50K): Balanced approach, SDR+AE model. High ACV (>$50K): Enterprise sales, solution selling, longer cycles. ACV determines viable CAC and sales model.
Optifai Research Team
VerifiedB2B Pricing & Sales Strategy | 500+ SaaS companies analyzed | Industry benchmarks
Last updated: November 26, 2025
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