Partnering Uncovered

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Partnering Uncovered is a Partner Cast from Hyvara, hosted by Kevin Kunz: candid conversations about co-selling from both sides of the deal. Find us at hyvara.ai.

Earlier episodes were published as Sales Engineering Worklife. Kevin's SE book series and SE Journey are at seworklife.com.

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• 20–30% churn, $2–$3 million ARR, $1–$2 million CLV: SaaS churn benchmarks for B2B. https://www.vitally.io/post/churn-rate-benchmarks-b2b-saas-2025
• $750,000 turnover, $240,000 SE time, $180,000 AE time: Calculated from 10% turnover, 20% SE time, 15% AE time at $120–$150/hour. https://zylo.com/blog/111-saas-statistics/
• $400,000–$600,000 RFPs, $360,000 productivity waste: Estimated from 200+ hours at $150–$200/hour, 30% SE task inefficiency. https://chaotic-flow.com/saas-benchmarks-acquisition-cost-and-churn-challenges/
• 15–20% CAC increase, $50,000–$100,000, 10–15% renewal drop, $1–$2 million: SaaS retention metrics. https://www.poweredbysearch.com/blog/b2b-saas-churn-rate-benchmarks/

Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.

Send us a text

Data Sources:

• $300,000–$200,000 deal losses: Estimated from SaaS deal inefficiencies. https://www.kalungi.com/blog/saas-churn-rate
• $25,000 onboarding, $50,000 knowledge loss: Calculated from 90+ to 10–14 days at $150,000 salary, expertise loss. https://zylo.com/blog/111-saas-statistics/
• 15–25% win rate increase, $1.5–$2.5 million pipeline: SaaS benchmarks for B2B. https://www.vitally.io/post/churn-rate-benchmarks-b2b-saas-2025
• $500,000–$1 million implementation losses: Approximations from SaaS cost trends. https://www.scalexp.com/post/saas-benchmarks-2023-part-4-revenue-retention

Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.

Send us a text

Data Sources:

• $300,000 deal loss: Estimated from SaaS deal inefficiencies. https://www.kalungi.com/blog/saas-churn-rate
• $300–$450 note-taking, $25,000 onboarding, $50,000 ramp time: Calculated from 2–3 hours, 90+ to 10–14 days at $150/hour, $150,000 salary. https://zylo.com/blog/111-saas-statistics/
• $250,000 pilots, $500,000–$1 million implementations: Approximations from SaaS cost trends. https://www.scalexp.com/post/saas-benchmarks-2023-part-4-revenue-retention
• 15–25% win rate increase, $1.5–$2.5 million pipeline, 20–30% churn, $2–$3 million ARR: SaaS benchmarks for B2B. https://www.vitally.io/post/churn-rate-benchmarks-b2b-saas-2025

Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.

Send us a text

Data Sources:

• $40,000–$60,000 RFPs, $400,000–$600,000 quarterly, $30,000–$40,000 savings: Estimated from 200+ hours at $150–$200/hour, SaaS RFP inefficiencies. https://chaotic-flow.com/saas-benchmarks-acquisition-cost-and-churn-challenges/
• $200,000 compliance loss: Estimated from SaaS compliance failures. https://www.kalungi.com/blog/saas-churn-rate
• $250,000 pilots, $500,000–$1 million implementations: Approximations from SaaS cost trends. https://www.scalexp.com/post/saas-benchmarks-2023-part-4-revenue-retention
• 15–25% win rate increase, $1.5–$2.5 million pipeline, 20–30% churn, $2–$3 million ARR: SaaS benchmarks for B2B. https://www.vitally.io/post/churn-rate-benchmarks-b2b-saas-2025

Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.

Send us a text

Data Sources:

• $400,000 telecom, $300,000 retail, $500,000 financial services losses: Estimated from enterprise sales misalignment trends. https://www.kalungi.com/blog/saas-churn-rate
• $50,000–$100,000 SE time, $1,500–$2,250 rework: Calculated from 10–15 hours at $150/hour, SaaS discovery inefficiencies. https://www.poweredbysearch.com/blog/b2b-saas-churn-rate-benchmarks/
• $250,000 pilots, $500,000–$1 million implementations, $2–$4 million annual loss: Approximations from SaaS cost trends. https://www.scalexp.com/post/saas-benchmarks-2023-part-4-revenue-retention
• 20–30% churn, $2–$3 million ARR: SaaS churn benchmarks for B2B. https://www.vitally.io/post/churn-rate-benchmarks-b2b-saas-2025
• $240,000 SE time, $180,000 AE time, $75,000 turnover: Calculated from 20% SE time, 15% AE time at $120–$150/hour, 10% turnover. https://zylo.com/blog/111-saas-statistics/
• 15–20% CAC increase, $50,000–$100,000, 10–15% renewal drop, $1–$2 million: SaaS retention metrics. https://www.gong.io/blog/saas-churn-rate/

Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.

Send us a text

Data Sources:

• Platform complexity (5–7 specialists): SaaS sales team structure trends. https://www.benchmarkit.ai/post/2024-saas-performance-metrics
• Sales motion failures (no intro/agenda, poor discovery, AE punt): Enterprise sales best practice gaps. https://www.kalungi.com/blog/saas-churn-rate
• Qualification failures (BMANTR/MEDDPIC): SaaS discovery inefficiencies. https://www.poweredbysearch.com/blog/b2b-saas-churn-rate-benchmarks/
• Operational/HR challenges (onboarding, burnout): SaaS workforce metrics. https://zylo.com/blog/111-saas-statistics/
• $1,200–$1,500 per deal, $240,000 rework, 15–25% win rate ($1.5–$2.5 million), 20–30% churn ($2–$3 million ARR): SaaS benchmarks. https://www.vitally.io/post/churn-rate-benchmarks-b2b-saas-2025
• 30% deal loss: Industry estimate for enterprise software sales misalignment, based on SaaS pipeline analyses. https://www.benchmarkit.ai/post/2024-saas-performance-metrics
• 20–30% churn, $2–3 million ARR loss: SaaS industry benchmarks for high-value B2B contracts. https://www.gong.io/blog/saas-churn-rate/
• $250,000 pilots, $500,000–$1 million implementations, $2–4 million annual loss: Approximations from SaaS pilot and implementation cost trends. https://www.scalexp.com/post/saas-benchmarks-2023-part-4-revenue-retention
• $40,000–$60,000 RFPs, $400,000–$600,000 quarterly: Estimated from enterprise RFP response costs, 200+ hours at $150–$200/hour. https://chaotic-flow.com/saas-benchmarks-acquisition-cost-and-churn-challenges/
• $37,500 onboarding, $360,000 productivity waste: Calculated from $150,000 SE salary (90 days) and 30% task inefficiency at $150/hour. https://zylo.com/blog/111-saas-statistics/
• Retailer example: Derived from common enterprise sales coordination failures. https://www.kalungi.com/blog/saas-churn-rate

Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.

Send us a text

Data Sources:

• 30% deal loss, $3 million: SaaS pipeline analyses for enterprise software. https://www.benchmarkit.ai/post/2024-saas-performance-metrics
• $1–$2 million customer lifetime value, $700,000 reputation loss: SaaS industry benchmarks for B2B retention. https://www.gong.io/blog/saas-churn-rate/
• 20–30% churn, $2–3 million ARR: SaaS churn metrics for high-value contracts. https://www.vitally.io/post/churn-rate-benchmarks-b2b-saas-2025
• $200,000–$400,000 deal losses, $1,500–$2,250 rework: Estimated from discovery inefficiencies in enterprise sales. https://www.kalungi.com/blog/saas-churn-rate
• $250,000 pilots, $500,000–$1 million implementations, $2–$4 million annual loss: Approximations from SaaS cost trends. https://www.scalexp.com/post/saas-benchmarks-2023-part-4-revenue-retention
• $75,000 turnover, $750,000 team cost, $240,000 AE coordination: Calculated from 10% turnover, 20% AE time at $120–$150/hour. https://zylo.com/blog/111-saas-statistics/
• 15–20% CAC increase, $50,000–$100,000, 10–15% renewal drop, $1–$2 million: SaaS retention metrics. https://www.poweredbysearch.com/blog/b2b-saas-churn-rate-benchmarks/

Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.

Send us a text

Data Sources:

• $200,000 deal loss: Estimated from SaaS discovery inefficiencies. https://www.kalungi.com/blog/saas-churn-rate
• $1,500–$2,250 rework, $300–$450 note-taking: Calculated from 10–15 hours and 2–3 hours at $150/hour. https://zylo.com/blog/111-saas-statistics/
• $250,000 pilots, $500,000–$1 million implementations: Approximations from SaaS cost trends. https://www.scalexp.com/post/saas-benchmarks-2023-part-4-revenue-retention
• 20–25% implementation failure, 20–30% churn, $2–$3 million ARR, $1.5–$2.5 million pipeline: SaaS benchmarks for B2B. https://www.vitally.io/post/churn-rate-benchmarks-b2b-saas-2025
• Kellogg’s example: Derived from common enterprise marketing automation challenges. https://www.poweredbysearch.com/blog/b2b-saas-churn-rate-benchmarks/

Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.

Data Sources:

• $300,000 deal loss: Estimated from SaaS deal inefficiencies. https://www.kalungi.com/blog/saas-churn-rate
• $250,000 pilots, $500,000–$1 million implementations: Approximations from SaaS cost trends. https://www.scalexp.com/post/saas-benchmarks-2023-part-4-revenue-retention
• 15–25% win rate increase, $1.5–$2.5 million pipeline, $50,000 knowledge loss: SaaS benchmarks for B2B. https://www.vitally.io/post/churn-rate-benchmarks-b2b-saas-2025
• $300,000 per region: Estimated from SaaS efficiency gains. https://zylo.com/blog/111-saas-statistics/
• $50 billion market: SaaS industry size projection. https://www.benchmarkit.ai/post/2024-saas-performance-metrics

Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.