Enterprise Login ROI: Calculating the Deal Value of SSO Support

The 2024 KeyBanc Capital Markets and Sapphire Ventures SaaS Survey indicates that the median annual contract value (ACV) for private SaaS companies with a six-month sales cycle is $62,000, highlighting the significance of enterprise deals that can be stalled at the security review stage if single sign-on (SSO) is not supported. Enterprise Login ROI, or the return on investment from implementing SSO, is framed as a revenue investment that can unlock enterprise deals, calculated by multiplying the number of deals at risk by the enterprise ACV and the incremental win rate SSO unlocks, minus the cost of implementing SSO. The document emphasizes the importance of SSO in securing enterprise deals, noting that 96% of technology buyers include identity and access management in their RFPs, and nearly half of enterprise deals treat SSO as a non-negotiable requirement. It advises that buying SSO solutions may be more cost-effective than building them in-house, as they can be implemented quickly and reduce the risk of losing high-value contracts, with the payback period for SSO investments often being short due to the high stakes involved.

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