B2B SaaS Sales Channels by ACV

1. Low-ACV B2B SaaS ($1K–10K per year)

🔹 Primary Channels:

• Inbound (40–60%) – Content, SEO, webinars, automated email sequences.
• PLG (30–50%) – Free trials, freemium model, referral programs.

🔹 Secondary Channels:

• Outbound (10–20%) – Cold email, LinkedIn outreach (limited efficiency).
• Partner Sales (5–15%) – API integrations, app marketplaces (Zapier, HubSpot).

🔹 Rarely Used:

• Affiliate (<5%) – Limited due to low deal size.

🔸 Example: Slack, Notion, Ahrefs – PLG-first, later adding upsells.

2. Mid-ACV B2B SaaS ($10K–50K per year)

🔹 Primary Channels:

• Inbound (30–50%) – SEO, thought leadership, case studies, lead nurturing.
• Outbound (30–50%) – SDR teams, cold calls, LinkedIn, ABM.

🔹 Secondary Channels:

• Partner Sales (10–20%) – CRM, ERP, and AI tool integrations.
• PLG (10–30%) – If the product allows self-serve onboarding (Figma, Loom).