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Marketing ROI. By channel.
ROI, ROAS, CAC and cost-per-lead per channel — plus a blended view to reallocate next quarter's budget with confidence.
| Channel | Spend $ | Leads | Customers | Revenue $ | CPL | CAC | ROAS | ROI % | |
|---|---|---|---|---|---|---|---|---|---|
| $25 | $285.71 | 5.25× | 425% | ||||||
| $54.55 | $428.57 | 6.33× | 533.33% | ||||||
| $12.5 | $159.09 | 8.86× | 785.71% | ||||||
| $52.78 | $527.78 | 5.47× | 447.37% | ||||||
| $23.16 | $244.44 | 6.36× | 536.36% | ||||||
| Blended | $29,200 | 985 | 91 | $177,000 | $320.88 | 6.06× | 506.16% |
FAQ.
How is marketing ROI calculated?+
Marketing ROI = (revenue from marketing − marketing spend) ÷ marketing spend × 100. A 200% ROI means $2 returned for every $1 spent. For B2B SaaS with long payback, many teams report contribution to pipeline instead of closed revenue.
What's the difference between ROI and ROAS?+
ROAS = revenue ÷ spend (gross multiple). ROI = (revenue − spend) ÷ spend (net return %). ROAS of 3× = ROI of 200%. Ads platforms report ROAS; finance reports ROI.
What's a good marketing ROI for B2B SaaS?+
Per-channel CAC payback ≤ 12 months and blended LTV/CAC ≥ 3 is the bar most boards expect. Pure ROI numbers are misleading without payback because long-cycle channels (SEO, outbound) look worse than they are in any single quarter.
How should I split my marketing budget?+
Put 60–70% behind channels above your LTV/CAC bar, 20–30% testing adjacent channels, and 10% experimenting with new ones. Reallocate quarterly using the table above — kill channels with CAC > 2× your best channel after 2 quarters.
Why don't my numbers match my CRM?+
Multi-touch attribution is a mess: last-click overweights paid, first-touch overweights brand. Catch before they bounce attributes revenue to the originating anonymous visit and ties it through to the closed deal — so the channel that actually drove the customer gets the credit. Starting at $5/month.