Customer Acquisition Cost (CAC) for Logistics at Growth (Freemium)
2026 data · Sample size: 199 · Source: CB Insights State of Venture 2026
25th %ile
$301
Median
$241
75th %ile
$192
90th %ile
$162
▲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
Growth-stage Logistics founders obsess over this metric at the wrong altitude. Zoom out: does improving this metric compound into durable competitive advantage, or is it just vanity? In Logistics, this metric directly correlates with 18-month survival rates. That makes it worth the obsession, but only if you tie it to the specific product and go-to-market actions that drive it.
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 Logistics at Growth?
Median is $241. Top-quartile achieves $192. Aim for top-quartile to attract investors.
How does Freemium model affect Customer Acquisition Cost (CAC)?
The Freemium 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.