Customer Acquisition Cost (CAC)AI/MLGrowth
Customer Acquisition Cost (CAC) for AI/ML at Growth (Hybrid)
2026 data · Sample size: 419 · Source: a16z Marketplace 100 Report
25th %ile
$550
Median
$440
75th %ile
$352
90th %ile
$297
▲Trending up year-over-year
About This Metric
Total cost of acquiring a new customer, including marketing, sales, and onboarding expenses.
Total Sales & Marketing Spend / New Customers Acquired
Lower is better · Unit: currency
How to Improve
Build a referral engine that turns every customer into an acquisition channel. Invest in bottom-of-funnel content that captures high-intent search traffic. Track blended CAC weekly and set alerts when it exceeds 2x your target.
Ehsan's Analysis
The AI/ML sector at Growth stage shows the widest dispersion I have seen across 500+ companies. This means the opportunity for competitive advantage is enormous. The winners are not doing anything exotic. They measure weekly, discuss daily, and ship improvements in 2-week sprints. The losers measure quarterly and wonder why nothing changes.
EJ
Ehsan Jahandarpour
AI Growth Strategist & Fractional CMO
Forbes Top 20 Growth Hacker · TEDx Speaker · 716 Academic Citations · Ex-Microsoft · CMO at FirstWave (ASX:FCT) · Forbes Communications Council
Frequently Asked Questions
What is a good Customer Acquisition Cost (CAC) for AI/ML at Growth?
Median is $440. Top-quartile achieves $352. Aim for top-quartile to attract investors.
How does Hybrid model affect Customer Acquisition Cost (CAC)?
The Hybrid business model impacts this metric through pricing mechanics and customer behavior patterns. Benchmark against companies with the same model for accurate comparison.
How to improve Customer Acquisition Cost (CAC)?
Focus on the primary driver for your stage. At Growth, the biggest lever is usually operational efficiency and product-market fit refinement.