1. Funnel SaaS B2B chuẩn 2026
| Stage | Conversion % | Time | Channel |
|---|---|---|---|
| Visit → Trial signup | 3.2% | 1 visit | Search/Demand Gen |
| Trial signup → Activation | 42% | 1-3 ngày | Email + Onboarding |
| Activation → Trial Engaged | 68% | 3-7 ngày | In-app + Email |
| Trial Engaged → Paid | 28% | 14 ngày | Email + Sales call |
| Net: Visit → Paid | 0.26% | 14-21 ngày | Multi-touch |
2. Audience targeting B2B 2026
- Custom intent: keyword "[tool name] vs [competitor]", "phần mềm [niche]".
- Job Title: Detailed Demographics → Owner, Founder, Director, Manager+.
- Company size: 11-50, 51-200, 201-500 — depending on ICP.
- Industry: SaaS, Marketing, F&B, Retail.
- Negative: Student, <25 tuổi.
3. CAC payback và LTV B2B SaaS VN
KPI bắt buộc track:
- CAC payback <= 12 tháng (paid plan trung bình)
- LTV/CAC >= 3.5x
- Gross margin >= 75%
- Net Revenue Retention >= 105% (expansion + churn)
