Forrester: 60% of B2B revenue comes from existing customers, but partner visibility is broken

Forrester: 60% of B2B revenue comes from existing customers, but partner visibility is broken

Apr 13, 2026
Forrester Blog SaaS HoarderSH Research_benchmarks

The Gist

  • 60% of B2B revenue flows from existing customers, with growing partner influence
  • Most firms lack visibility into post-sale partner interactions and customer success
  • Direct sales orgs underinvest in lifecycle orchestration for indirect channels

RevBots.ai View:

ARM-stage companies bake partner ecosystem visibility into their revenue stack while SaaS Hoarders treat partners as black boxes.

Full Story: Forrester Blog →