Software companies often lose efficiency by investing in the wrong features and product bets. Our research shows that only 19% of public software companies reduced R&D spend as a percentage of revenue by at least one percentage point in the past year, and nearly half spend above the 22% median R&D-to-revenue ratio—a sign that many could optimize further.
To sharpen R&D efficiency, software firms must move beyond traditional developer productivity metrics like DORA and SPACE, which focus narrowly on engineering velocity. Instead, a balanced scorecard approach that aligns product investments with business outcomes is more effective.
One $550 million customer experience software provider, for instance, consolidated product platforms after a merger and added automation to accelerate new feature rollouts. These efforts cut $30 million from its run rate while improving product focus.
19%
of public software companies reduced R&D spend as a percentage of revenue by at least 1% in the last year.
Our analysis of 111 publicly traded enterprise software companies* found that 57% improved gross margins by at least one percentage point in the past year. Yet there’s still room to grow: The median gross margin remains at 74%, falling below our benchmark range of 75% to 85%. In the last two years, many companies have made tough decisions to optimize major cost drivers—cloud hosting, sales and marketing, support, and labor. Now, AI is adding a new dimension to this equation.
Software companies are embedding AI into their products at a rapid pace, both to enhance their offerings and improve internal efficiencies. Some Examples: Salesforce’s AgentForce, Zendesk AI, and Sierra.AI.
AI’s potential is undeniable—but it also shifts the cost structure in ways many software companies haven’t fully accounted for. In the rest of this article, we'll explore how AI impacts cost structures and highlight specific strategies to optimize spending and drive sustainable margin expansion.
*with revenues between $250 million and $2 billion, October 2024
of publicly traded software companies improved gross margin by at least 1% in the last year.
57%
