Today, I’m going to share the most important LinkedIn ads benchmarks for B2B SaaS in 2025 for one reason: so you don’t operate in a vacuum when running ABM on LinkedIn!
I analyzed data from 150,000+ LinkedIn campaigns to reveal the most effective ways to measure performance and ROI. You’ll get the latest benchmark data so you can budget accurately, optimize creative and targeting, and justify spend to leadership with confidence. I’ll also show you how to improve each metric and how ZenABM can automate engagement tracking for even deeper insights.
Industry benchmarks are useful, but true ROI comes from knowing which accounts are engaging and ready to buy. ZenABM reveals revenue impact with plug-and-play dashboards, account scoring, and intent insights so BDRs can act fast on high-intent prospects. Get started with ZenABM today.
1. Click-Through Rate (CTR)
When running LinkedIn advertising campaigns, CTR measures how many people click your ad out of everyone who sees it, your first indicator of whether your message resonates with your target audience.
| Formula | Example | Calculation |
| CTR = (Total Clicks ÷ Total Impressions) × 100 | 500 clicks from 100,000 impressions | CTR = (500 ÷ 100,000) × 100 = 0.5% |
For LinkedIn ads, CTR will differ depending on the type and the different ad formats. You want to focus on these three types: sponsored, sidebar, and message ads.
LinkedIn Sponsored Ads are the primary ad format that appears directly in users’ LinkedIn feeds alongside organic content. On average, the CTR ranges between 0.44 and 0.65% globally, but you also want to consider the different CTRs for the following ad formats:
- Single Image ads or sponsored image posts: 0.56%
- Thought Leader Ads( TLAs): 0.95%
- Carousel ads: 0.40%
- Video ads (sponsored video posts): 0.44%
- Document Ads: 0.43%
- LinkedIn Event Ads: 0.55%
Sidebar Ads are LinkedIn’s traditional banner-style ads that appear in the right rail of the desktop interface. The key benchmarks for these are:
- Text Ads: 0.02%
- Spotlight/Dynamic Ads: 0.08%
Message Ads metrics are a benchmark on their own (and we’ll discuss them below). That said, the average CTR for these ads is around 3%, with open rates of around 30%.
How to Improve campaign performance and CTR: Just as with any social media strategy, A/B test visuals ruthlessly to compare ad delivery and performance. What works on other platforms often falls flat on LinkedIn’s professional feed. Also, use native-looking content over polished corporate graphics. Include faces in imagery because LinkedIn users respond to people, not logos.
2. Cost Per Click (CPC)
This is the amount you pay each time someone clicks on your LinkedIn ad.
Before you set your LinkedIn ad budget, you need realistic expectations about what each click will cost. LinkedIn consistently prices higher than other platforms because you’re paying for access to a professional and specially relevant audience.
| Formula | Example | Calculation |
| CPC = Total Ad Spend ÷ Total Clicks | $3,000 spent, with 500 clicks | CPC = $3,000 ÷ 500 = $6 |
Globally, the average CPC on LinkedIn is about $5-$6 per click, but your actual costs depend heavily on your audience demographics. Senior decision-makers (VPs, Directors, C-suite) typically cost $6.40+ per click, while targeting junior staff averages around $4.40.
Geographic targeting adds another premium layer. North America costs 40-50% more than global averages, while emerging markets can deliver clicks for $2-3 each.
Still, that $6 LinkedIn click often converts at 2-3x the rate of cheaper social media traffic. You’re reaching high-quality leads in a professional mindset who have budget authority and decision-making power.
How to manage and improve CPC: Start with automated bidding to establish baseline performance, then switch to manual bidding after 2-4 weeks of data. Avoid extremely narrow targeting (audiences under 50K), which creates artificial scarcity and drives costs up unnecessarily.
3. Cost Per Mille (CPM)
Also called Cost Per Impression, it represents what you pay for every 1,000 people who see your LinkedIn ads, whether they click or not.
| Formula | Example | Calculation |
| CPM = (Total Ad Spend ÷ Total Impressions) × 1,000 | $3,000 spend for 100,000 impressions | CPM = ($3,000 ÷ 100,000) × 1,000 = $30 |
The average CPM on LinkedIn runs $33-65 for typical B2B targeting, and that’s before you consider the ad format you’ll use. Here’s what different formats typically cost:
- Single Image/Sponsored Content: $30-$60 CPM
- Video Ads: $40-$75 CPM
- InMail Ads: $45-$80 CPM
One interesting note, though: you might hear that LinkedIn’s CPM can be as low as $8-$10, but that only applies if you target very broadly (e.g., all countries globally). In reality, because we narrow down to specific industries, roles, and regions, CPMs tend to be higher.
Your actual costs will depend on three key factors: geography, who you’re targeting (seniority), and industry competition. Here’s how these factors can impact your CPM:
|
Category |
Segment |
CPM Range |
| Region | North America | $50-$100 |
| Global Audience | $40-$80 | |
| Seniority | Senior Decision Makers | 20-30% more expensive than entry and mid-level professionals |
| C-Suite Executives | Highest premium | |
| Industry | Technology | $40-$70 |
| Finance | $38-$68 |
How to interpret and use CPM: Balance relevance with reach. Too narrow targeting drives up CPM through artificial scarcity; too broad wastes impressions on irrelevant audiences who’ll never convert.
4. Conversion Rate
The conversion rate in this context is the percentage of ad clicks that result in a desired action (e.g., filling a form, downloading a whitepaper, requesting a demo).
| Formula | Example | Calculation |
| Conversion Rate = (Total Conversions ÷ Total Clicks) × 100 | 17,100 conversions from 6,590,000 clicks | Conversion Rate = (17,100 ÷ 6,590,000) × 100 = 0.26% |
Your expected conversion metrics depend heavily on what you’re asking people to do. Looking at industry trends, high-commitment actions like demo requests typically convert at 2-5%, while low-friction offers like content downloads can hit 10-15%.
LinkedIn traffic generally converts 20-30% lower than Google search traffic because people aren’t actively searching for your solution; they’re browsing their professional feed. However, those LinkedIn conversions often have 40-50% higher lifetime value.
How to improve conversion rates: Your landing page headline should mirror your ad copy exactly. If your ad promises “SaaS Benchmarks Report,” but your landing page says “Industry Insights Guide,” you’ll lose people immediately. Visual consistency between ad creative and landing page also prevents drop-off.
5. Cost Per Lead (CPL)
Cost per lead divides your total ad spend by the number of LinkedIn leads generated, showing exactly what you pay to acquire each potential customer.
| Formula | Example | Calculation |
| CPL = Total Ad Spend ÷ Total Leads Generated | $3,000 spend, generating 50 leads | CPL = $3,000 ÷ 50 = $60 |
Most marketers obsess over CPL numbers, but the LinkedIn ad benchmark tends to be a bit more nuanced. When creating a campaign, you define your target audience (including the industry-specific data and company sizes). Technology startups typically see $35-$75 per lead while enterprise SaaS campaigns hit $85-$180.
Then, geography can multiply the numbers as follows:
| Region | Cost Per Lead Range |
| North America | $200-$250 |
| Europe | $120-$150 |
| APAC (Asia-Pacific) | $80-$120 |
| LATAM (Latin America) | $60-$90 |
Another cost driver is how specific you get with targeting. Cast a wide net and you’ll pay less per lead but sacrifice relevance. Go narrow and costs spike, but conversion rates often double or triple.
|
Audience Size |
CPL Range |
Conversion Impact |
| Broad (1M+ people) | $45-$85 | Lower conversion rates |
| Medium (100K-1M) | $75-$125 | Balanced performance |
| Narrow (<100K) | $100-$200+ | 2-3x higher conversions |
Your ad type also layers another cost multiplier. Single image ads provide your baseline, document ads often run 10-15% cheaper due to less competition, while video commands a 15-25% premium but delivers 3x better engagement. In most cases, message ads hit the highest costs because you’re paying for direct inbox access.
How to improve CPL: Following LinkedIn data, the equation is simple: spend less or convert more (or both) to reduce cost per lead. Focus on improving conversion rate first; it’s often easier than reducing cost-per-click.
You can also use LinkedIn’s Lead Gen Forms for top-of-funnel offers that typically cut CPL by 20-30% compared to external landing pages. Then, reserve landing page traffic for higher-intent actions where you need more qualifying information.
6. Return on Ad Spend (ROAS)
ROAS is another one of the key metrics that measures the revenue generated per dollar spent on advertising, often expressed as a percentage or ratio. When displayed as a decimal (like 0.93), this means £0.93 revenue for every £1 spent.
| Formula | Example | Calculation |
| ROAS = (Revenue from Ads ÷ Ad Spend) × 100 | $6,000 revenue from $3,000 spend | ROAS = ($6,000 ÷ $3,000) × 100 = 200% |
For B2B SaaS, where sales cycles can be long, ROAS can be tricky to calculate in real-time (since revenue may come months after the lead is generated). That said, it still provides the clearest picture of channel effectiveness..
In 2025, LinkedIn’s average ROAS for B2B SaaS was about 113%, meaning $1.13 revenue for every $1 spent (when measured within the standard attribution window).
Interestingly, this was higher than the average ROAS on Google Search (98%) or Meta/Facebook (104%) for B2B. This suggests that LinkedIn, despite its higher costs, offers strong engagement and can yield slightly better returns on ad spending in B2B contexts.
How to improve ROAS: Improving ROAS on LinkedIn comes down to either lowering costs (improving CPC/CPL) or increasing revenue per lead. Make sure your LinkedIn campaigns are targeting the right personas who have a higher likelihood to convert to revenue (e.g., targeting decision-makers at companies with the ideal profile). This may increase CPL in the short term, but if it boosts your win rate or deal size, the overall ROAS will improve.
You can also use LinkedIn’s Matched Audiences and account targeting for Account-Based Marketing (ABM) to focus on high-value accounts. Many B2B SaaS firms see better ROI by spending more on a smaller set of target accounts.
7. Engagement Rate
Engagement rate captures any audience interaction with your ads, divided by total LinkedIn impressions: clicks, likes, comments, shares, and video views. It’s broader than CTR because it includes social actions or organic impressions that don’t cost you money but indicate interest.
| Formula | Example | Calculation |
| Engagement Rate = (Total Engagements ÷ Total Impressions) × 100 | 1,200 engagements from 100,000 impressions | Engagement Rate = (1,200 ÷ 100,000) × 100 = 1.2% |
These data points can help you prepare your ad content strategies:
- Non-video Sponsored Content averages 0.5% engagement
- Video content typically hits 1.6%
- Video view completion rates around 30% indicate your content resonates with the audience.
High audience engagement improves organic reach and supports future paid performance by signaling quality content to LinkedIn’s algorithm. Even non-click interactions can lead to future conversions.
How to improve engagement trends on your LinkedIn ads: Consider the content format: video and carousel ads often encourage more interactions than a single static image, while interactive content (polls, carousels with multiple slides, or posts that ask a question) can lift engagement metrics.
You can also garner more engagement early, for instance, by having employees or brand advocates engage with the ad post early on to boost its visibility and credibility.
Benchmarking LinkedIn Lead Gen Forms
Lead Gen Forms are LinkedIn’s native forms that let users submit information without leaving the platform. They auto-populate with LinkedIn profile data, dramatically reducing friction compared to external landing pages.
These forms average 10% completion rates, with high-performing forms hitting 15%+. They typically deliver 20-30% lower CPL than driving traffic to external landing pages because conversion rates are roughly double.
Lead Gen Forms generate higher volume at lower cost, but leads can have slightly lower intent since submission requires minimal effort. Use them for top-of-funnel content offers, but consider landing pages for high-commitment actions.
How to improve Lead Gen Form performance: Minimize custom questions (1-2 maximum), use LinkedIn’s standard fields whenever possible, and write clear descriptions explaining precisely what the person receives.
Also, optimize the post-submit experience. LinkedIn ads offer you the chance to show a thank-you message and a call-to-action after form submission.
Use that to either prompt the user to download immediately or visit your site for the next step. This can help move leads in niche audiences further down the funnel.
Lastly, have a plan for these leads if you want more than LinkedIn metrics: respond quickly (they get an email from LinkedIn with their requested info, but a speedy personal follow-up from your side can make the difference before they lose interest).
Benchmarking Message Ads (InMail)
Message Ads (including Sponsored InMail and Conversation Ads) send your content directly to LinkedIn members’ inboxes, which appear when they log in. This format offers unique intimacy to attract high-quality leads, but requires careful execution due to higher costs.
For standard Message Ads, open rates average around 30-45% in many conversion-focused campaigns. That means roughly one-third of the recipients will open the sponsored message, and it’s actually pretty high, considering email marketing open rates are often 20% or lower.
Once opened, the message includes a call-to-action link or button. The average click-through rate for Message Ads is about 3-4%, but LinkedIn often calculates this as clicks out of opens. In practical terms, if 100 messages are sent, 35 might be opened, and 3 of those opened result in a click, yielding 3% of opens (and about 1% of total sends) clicking through.
LinkedIn also introduced Conversation Ads, which allow multiple-choice prompts (so a user can click buttons to receive different info or links in a chat-like experience). These tend to drive even higher engagement with open rates around 50% and click-through rates up to 10-12%.
The cost structure runs $0.30-$0.80 per send, creating an effective CPC of $15-$30 per click, significantly higher than feed ads.
How to create Message Ads for campaign success: Treat them almost like an email marketing campaign. The subject line should be concise and provoke interest, but also relevant (avoid clickbait that disappoints). Personalized elements like {FirstName} can help, as can mentioning a mutual interest or industry topic. Keep the message itself conversational and focused on the reader’s benefit. Also, limit frequency to avoid inbox fatigue.
Often, the best Message Ads feel like an invite or an offer of something valuable (e.g., “Hi Jane, we’re hosting a free Cloud Security webinar next month. Since you’re in IT security, we thought you might be interested. Would love to have you attend, so here’s a VIP registration link”). That kind of approach can improve both open and click-through rates.
For Conversation Ads, map out a logical flow, e.g., one button for “Tell me about use cases”, another for “Send me case studies,” to create an interactive experience. The more tailored and non-generic your message, the better.
Benchmarking Dynamic Ads & Text Ads
Dynamic and Text Ads appear in LinkedIn’s sidebar, often personalized with the viewer’s name or profile photo. These are LinkedIn’s traditional banner-style ads that have been around since the platform’s early advertising days.
These ads typically achieve 0.02-0.03% CTR, with exceptional performance data reaching 0.1%. Since you only pay per click, they offer cheap brand impressions when clicks are rare.
How to approach Dynamic/Text Ads: Since CTRs are inherently low, focus on maximizing the value of each rare click. The best way to improve ad quality is to use personalization features like inserting the member’s name or profile photo, which can double your already-small CTR from 0.02% to 0.05%. Keep messaging extremely simple and direct, given the limited space – your value proposition needs to be instantly clear.
More importantly, set realistic expectations. Use Dynamic and Text Ads for sustained brand presence and job postings rather than expecting significant lead volume. They work best as supporting elements in a broader LinkedIn campaign mix.
Using ZenABM to Connect LinkedIn Ad Benchmarks to Business Outcomes
These LinkedIn ad benchmarks tell you how your campaigns perform against industry standards, but they can’t answer the most important question: which specific campaigns drive actual revenue? The gap between knowing your metrics and proving ROI creates a major challenge for B2B marketers trying to justify LinkedIn ad spend.
Traditional attribution models only track clicks, missing LinkedIn’s primary influence. When prospects see your LinkedIn ad on Monday, research your company on Tuesday, and request a demo on Friday through organic search, standard tracking gives LinkedIn zero credit. This attribution gap means campaigns that drive significant brand awareness and consideration appear to have zero impact on revenue.
ZenABM solves this by tracking company-level LinkedIn engagement through LinkedIn’s official API. The platform captures every impression, reaction, and interaction at the account level. When companies convert through any channel, ZenABM connects that revenue back to the specific LinkedIn campaigns that influenced their decision.
The platform automatically syncs this engagement data into your CRM as company properties, provides real-time lead scoring based on recent LinkedIn activity, and includes built-in ABM dashboards showing true campaign-to-revenue attribution. This transforms your LinkedIn benchmarks from performance metrics into provable revenue drivers.
Ready to see which LinkedIn campaigns actually drive your pipeline? Book a ZenABM demo and get real-time insights that can drive business outcomes.
