2026 B2B Benchmark · Finding 08 of 08
On LinkedIn a small-company customer cost $31k. Mid-market $103k. Enterprise $78k.
51 to 200 employees: $31k a customer, and those campaigns already returned 1.37x in closed-won revenue. 501 to 1,000: $103k. 1,001 to 5,000: $78k.
153 advertisers, $57.6M of 2025 spend, CRM pipeline for 90 of them
Cost per customer on LinkedIn, by target company size, 2025
What to do with it
Do
Set a cost-per-customer target per company-size band. One blended number hides a 3x gap.
Test
Give the 501 to 1,000 band its own campaign and budget line, and watch its cost per customer for a quarter.
Do not assume
That cheap leads mean cheap customers. Leads cost $241 at 51 to 200 and $204 at 1,001 to 5,000; customers cost $31k and $78k.
The numbers
| Target company size | Cost per customer | Pipeline per $1 |
|---|---|---|
| 51 to 200 employees | $31k | 4.0x |
| 501 to 1,000 | $103k | 6.8x |
| 1,001 to 5,000 | $78k | 9.3x |
153 advertisers, $57.6M of 2025 spend, CRM pipeline for 90 of them. Pipeline is the value of opportunities the CRM credits to an ad-generated lead.