Customer Acquisition Cost (CAC) for AI/ML at Series C (Usage-Based)
2026 data · Sample size: 407 · Source: Bessemer Cloud Index 2026
25th %ile
$551
Median
$441
75th %ile
$353
90th %ile
$298
▲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 Series C-stage AI/ML benchmark data reveals a surprising pattern: companies with the best numbers here are not the ones with the biggest teams or budgets. They are the ones with the tightest feedback loops. Weekly measurement, daily standup visibility, and 48-hour iteration cycles separate top-decile from median performance. Build the system before chasing the number.
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 Series C?
Median is $441. Top-quartile achieves $353. Aim for top-quartile to attract investors.
How does Usage-Based model affect Customer Acquisition Cost (CAC)?
The Usage-Based 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 Series C, the biggest lever is usually operational efficiency and product-market fit refinement.