B
Evidence Grade B
Graded
accuracy verified by the review judge
Safe to Cite
Recent
17%
17% -- share of purchase process spent with sales reps for SaaS buyers (2025)
SaaS buyers spend only 17% of their purchase process meeting with sales reps.
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Lighthouse Research Team
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Source verified
Evidence graded
Value
17%
Unit
Percentage
Data Vintage
2025
Entity
Evidence Quality
B
Strong, reliable evidence
Sourced from a well-regarded research firm or industry leader with transparent methodology and a reasonably large sample.
Single source - not yet corroborated
Score breakdown
Extraction
75
Source Trust
60
Citation Chain
20
Independence
30
Methodology
45
Freshness
95
Source
Gartner
Primary
Tier B
https://surge45.com/resources/guides/saas-customer-journey ↗
Source Article
SaaS Customer Journey Guide | Surge45
SaaS Customer Journey Guide: Map, Optimise & Scale Every Stage
The definitive SaaS customer journey guide. Learn how to map every stage from awareness to advocacy, reduce churn, and maximise lifetime value with data-driven frameworks and real-world examples.
What Is the SaaS Customer Journey?
The Sa…
Original Research
Gartner
· Original study ↗
Methodology
Cited from Gartner research.
Methodology documented
Segmentation
Industrymarketing
Cite this stat
Plain Text
SaaS buyers: 17% share of purchase process spent with sales reps. Source: Gartner (2025). Via Lighthouse Intelligence -- https://lighthousedata.io/data/gartner-saas-buyer-sales-rep-time
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<blockquote cite="https://lighthousedata.io/data/gartner-saas-buyer-sales-rep-time" style="border-left:3px solid #2563eb;padding:12px 16px;margin:16px 0;font-family:system-ui,sans-serif;background:#f0f4ff;"><strong>17%</strong> -- share of purchase process spent with sales reps for SaaS buyers<br><small>Source: Gartner (2025) · <a href="https://lighthousedata.io/data/gartner-saas-buyer-sales-rep-time" target="_blank" rel="noopener">Lighthouse Intelligence</a></small></blockquote>
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