As the company grows, if early methodology errors pile-up - the administration is the one who's going to get hurt essentially the most. Your customer lifetime value measures the income prospects generate for the company over their lifetime. Customer success managers must guarantee the quality of service stays environment friendly, from onboarding to retention. If any dips in consideration or high quality happen for MRR-generating clients, they'll churn. This guideline states that the sum of a company's yearly progress fee and profit margin ought to equal or surpass 40%. This approach allows buyers to measure the effectiveness of varied software program corporations, irrespective of their growth part. However, the rule typically applies extra to firms which might be already well-established.

ul> <li>Customer retention is a key precedence for recurring income companies.</li> <li>On one facet, forecasters overestimate their revenues by together with ARR or one-time subscriptions.</li> <li>A fall in MRR signifies elevated downgrades, cancellations, and churn.</li> <li>If your number of prospects falls off around the three-month mark, the gross sales and customer success groups can evaluate the onboarding course of and the method to enhance it.</li> <li>5 out of one hundred subscriptions downgraded their monthly plan from $100 to $75.</li></ul> If you can’t retain your customer, it doesn't matter what you do, you’ll lose massive cash. LogRocket?’s Galileo AI watches each session, surfacing impactful person battle and key conduct patterns. Learning how to construct lovely products without burning myself out .

h2>Incorrectly Accounting For Non-monthly Billing Intervals</h2> Many instances VC buyers make are pressured to make fast decisions primarily based on high-level info provided by the management. Although it’s usually prudent to be conservative, clearing out the transaction payment is definitely not right. Transaction prices are a part of the costs of working a business, that means they would usually present up in the Cost of Sales a part of the revenue & loss statement of the company. Acquiring or transaction costs normally vary across the cost distributors and though they are by no means 0%, there is some room for optimizing and improving your general gross margins.

img class="aligncenter" style="display: block;margin-left:auto;margin-right:auto;" src="data:image/jpeg;base64,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?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?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?/McZXgE4RqO1knH/wCYqN9t+DniM3Y1pqbb3Re3Eh7UOjilN8hS5ceGqGpSilKVF9xAUTgkcpOR17EVvO2c3v1hufvfu5o9ywwmtGaAnRLRa7mhtwPzJnggzELJPIoId5kjlA7dc1bPDSizXTdHiF3sYKRBvGsRZW3+UALbtMFmM8tKh9pBdQ5g9vhoi0gO8Mm+Kd4Juw0PQE2464tziGpVst7jUrwSpCVgrdbUppKQlacqK+VOSFEEHEoa+9mtxgbcaOla4v22bUi329gypqLfdI0p+M0kZUpTSFlSgkd?+TmwAT2BNbOeB+0WqxbWbl8WuoIaPytuHfr5qJyQ4Tzotkd95LLQUrskltxYI6EKT6Cqxw38Ytn3h4dZ+5W7updEWC43Fd290tbNwQy4mA0tbbQcbccUsuHkWDjAUOUgDNEWnTY7g+4g+I+zXPUOz2hk3u32iSmHLfcuUSIEvFAWEDx3Ecx5SD0zjIzjNVPbPgc4md4JOpI23m37V1/gldF2a6uC8QWm2piBlTaVOPJDmPMoJHUdetbXeATT0HZbgSd3EcimO5e2bzraUlKSpXJhfgAAdT/Q8dnA9T0r0cDtsRslwNzN0tVxzAuN6bvevr4XUlKgpXOpJIV2/MMM9PWiLVpo32dPF5r+1O3zSm17E6A1NlW9T4v8AbkJL8Z5bLyU8z45glxtacjoeXoSOtdG5Ps+uK7aDRF03H3D24jWrT9lbQ5Nlfl23vFAUtKE4Q2+paiVLSAEgnrWyn2VnEVrfevQN80nedK2q22fQ6GWUzoxcDs2ZKceedWvmPKCTzKIHmsVSL7xNT+JjjHXweXTS9nGhNO6jE6ZJU4tT9yFuT4oYWkkoLapAQSMdUowe5rkC6LX9th7Obi13W0yxrDT22XudploDkR67XBiEuSg9QpDTiw5jGCFKSkHIwTUP7i7S6/2e1fL0FubpeVYL/DSlxyHIKVZQr7K0rQShaDg4UlRBwetb1OI/iif4aNz9Dp11BYtu1N6t05FxvaLdIlvt3Nvk93jJSzkNgpJVlSTzYVgjlNayvaP8QO1fEnu/pnVO0s964W616dTAkzXoL0VS3/eXXA3yupSohKVJIOMfnCPKpdM10j8oGijzODG3JWICY3T7NffuhqqNxOgBHlivQmB5lNXUdESNlVuqgOqofuh?/VNcKinHVNXB7gP1a+FQSeyayOoCugq1bbkUk/ZrzuxcdhVzOQcfo15HoI/VqLLQFSY6tW04yR5YrpIwcVXX4JJxy1Tn4ikHOKqZqYxnRTo5w8Lx0rlSCDg1xUYi26kJSlK4RKUpREHetsfsStANxtPblbqSmE80uVDsUNxSMFKGkqefwfMKLjH3t1qcT1IHr863R8OaDw5+yvuOtleJGuFz0/cr2hXQLD0rmbYUPuLSh8qIp20SzD4nuGmTKW6mVZ9e3+fIVkDC7WLw4EJI8/wCh2kp6d81fOl78zqzfTVUWFyGDoG1RLM34ZOBNmYkSEqHbKWmoWPTmV+tUd8K2orNtLwEaC1pqBXg2+x6IReJGMDKC2X8AnzVzAD5kVHvDJri+6V4INc8S+sJKGr7rJ2/61dWsEJQtxTiI6Bk5KE+GgJGfscoHlRFTOCK0Mbp8U/ENxSy2+eM7fF6QsMg9UqiRilLjiT25VIjxj0/letSfwqbkRtwLNvNv2cG3XLWFxat7nOShdutkduOytPXoFJbUs?/NaqoGzE3TfAnwI2TVm5kR5TkaE1eL3HjtgPuTrg6lXggKOCtPiobPX/WyaurWu6mlbnwM6n3i0fpk6ds140bOucSD7s2ypKHmlpSoob?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?+uOm0QNQaa2h4boLHLC17rS12uRHbXy?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?+n9KvH2e3BVeuHLih1y7qnU9uvsvTelocZDsJlxLSHrg6V9CsDK0tRCD8nhT2iPApuRvZrm?/7/f5o2n7VpvTmnQW4Mpt4vJbjtrcc6gcuVKJx19KItPxHXFbvfZZ6dt+1PBS5uTeWfCRe5Vyv0hYThZjRyppPfv?/AEhZH84VpHjxn5cpuHEaU8884GmkJGStROAB8yTW+nfy3p2K9nuNt7G74NwOm7RouAUnlU7MllmKpY9VZcdcP0VRFe+4G7MjWPBtqHe?/a+5O6MduukpN/tsybDQXYw8JSw4pGeXmUlPRRzjmCsHtUYWJErhv9mIJb3ii+uaOVMcLyip1d3u6+ZKVKycq94mJT38vQVXeLuKzojhX0jsBYk+E/rO46d27gNoHZkrb8ZPTsCxHcR/bira9olquyabsWyO0EyUiNa9Ta/tCLgFKCUfk6GtBUlR8h4i2VZ/kURVzfaVpzh64CbRoO8zkW6JItNk0c44ttbhSiSWmpauRsFa1Bj3leEgqJScA1YfGrw?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?+9n3VLCCChsIxjlHKOnyqMqURSZr7iX383T06NJbi7saj1DZg8iR7jOmKWz4iAQhRT5kZOK5l8TW/07QSdrZW7Wo3dJJgt2wWdUw?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?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?+dVHXFgZ1BrGDpGLDfFjtC/zrUYe7InNpPK/IWtA5nFBwqVjIACSOtULQFr3V0lLkQ2bFJmOWxZSpmNy?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?+Qad1Hj3Kep+70rxPJbI6HrUhr19t/FUtu07J20tFWEu3O5SZDhT5nopI/CvtjW211xStvVOzkOHFWMJkWe4PsPtHPf41LQTj1FazJxLSuNrH9far9mBVLRuookNDrlNUiVHGc4qYZu11q1aX5ezN7fv/hgr/IkxKWrohIxkoSMJkAdTlGDj9HzMXTI7jLzsd9tbbrS1IcbUghSFJ6FJHcEHvmuHSQ1bc0Zv6LgRSUxs8K3nmfLFeF5rHaq2+0CT0rwvs9OgqnngVhDMqXyfWlerwqVC5Kl8xeOlKVGWVKUpREpSlESlKURKUpREpSlESlKURKUpREpSlESlKURKUpREpSuQlSuwzk4H1oikDYzaC/b3biW7Q1kbUgPHxZkrkyiLGSRzuq+mQAPMkVuq2h2r01txp+HpbStrDDMZlDalFI53inAC3D5kk5x2Gaxe9nbtJE0foKXqeVb?/wDTm7FKXnCOoVzfC1nHZCepH6yz+qKzmbUm02xfuiv6LdSEtueaPIq+o6/eaocRqgXZAVJhjvurR1KwH5IgNBDsO1KJkco6S5xOUN480o6k/Oq1abU5boDsySVLmKAycfYWrAOPn5fQ1ymyoVIt9kiN8iGnkurTnJwDzLUo+ZVjv8xV0mAhaZST9lDgcGfRsAD/AHQBqribmN1KkdYBoUb3CAb7qC3QUAe6RHVSnM/qJHJ+JUV4+marV4gJg2n8qLcDTluiSZSMD4fHXzNt59cZz+FVO0WkPXeXLOOTlbZQAO4B5R+0lRrs18w01o6d8QSHylgEj?+WUgfia5JA1WWOPO5rVF+jNDzkxEM3GR47njocK+X9FbYCwB6EgE/MmrutukVRNUOzWmuVRWGF9OpbcKSM+uCpzH1NXXpuI2tTTSvsrjtBJIx15Op/aarr0VsXJbzaBlaWz97boVn8F/sriMZzdSp28vyhQ3p6RJjbqX+x3GUoIlsxYkVsq6eM0x4xeB7A/nQk48kipPYQ5PjLjP5TIjqCebByFduvy6VHO5KFW3ejSYjt8qTLU484DjmStotgH18h9QKldttCnzJR0LqU8wHnkZ/eKyOIOnZRJmFgDz1Cwi41eFhq6RXt19A28omR089zgtIz4w81oSOuR6eeD8hWBrXxHJwOuOlbxrvAYlRnob7aHEuAoUhYylXyNau?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?/cHU25d3VddRTSphtWIcJJxHht4wltpHZICemcZNWmI4xFQxteBmLtQFovCPhzXcT1U0EruU2E5Xki/m6gDTXTXXRYwXT2aPFFEhuTLHadNalLSCtTFk1BGkvdPII5gSfpWNeptKai0ZfZmmNWWWdZ7tb3PClQpsdTLzKsAjmSrBGQQQfMEEdDWw+HKXGkNzrdJWxIZUFNvx3ChxCh5pUnBSfvqrcQekmuJ/h61PqK+Mod3G2rgC8Qbt4YD1ytKTiRGfUBlZQkqWk9+YAfpKNYMOx1lZLyXtynorXjHwqqeGqI4lTTCWJvvaWIubX3II79lidtvwCcSu62g7RuTo?/Studsd9bcdgvSrvGjLdShxTajyLWFAcyFYyOowexq4/wDQxeLn?/qRsX/pFC/4ysqL/AG9i07E7CWAtpAa29hTlJIzyuSQHj0PY5Wc1ZXuzGP6nb7egrFWcQtpKh0GS+X1U/hnwhPEOFQ4marJzLm2W9tSN7jssX91eBXiL2Y0HP3K17pi3RrBbHGWpMiNdo8koU64ltHwNrKuqlJHbzqr6N9nZxR680fZdd6d0nanLPqGC1cbe69e4rSnWHEhSVFKlgp6HsRWVd3tiNQcJm?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?/KSOXH4k11Xmcy/OaaSpPKw2pxQJx0xy/4f2VkY7KLBY8pc5dNkjtx3SVEA8zZIOOnK2XD1+mPxqztUzBfG7dY0uc4W4284nGcBJJH+6Oa+Zms2IthudxKilTq3W05IwEnDfN/tUH8ap22suHfVOXtLoe8YANkKB5UJPwjA/GsTnF9g1XVDTkPzu6K73AqC0hxpRC08uD809h+HSqib42mZDUchtxK0K6/rDlP4ZFfUpplTSwrskc3X1qwr7qu0Wxz8nSpzTKioeG+sgISo+RPlnOPrXTM6I6KXLAJhm6rr3FmFd?+YupaWXENsqaUBghROCPxTUj6flx5bjDQX1Uy2SSOxIUf8AB+2oM3Gm3682W33C2ltmRCloceS50zhXxJ+YOCfoselXloXUqH7kGi5+baitJV8Xcg4NdhLZwJUGqgJh?+CkC8KU2lRCc4SQcHr0/5KhPffRto19pafYLszmLKaDyH+mUcuQpQH6yMhfzGR51LE24oellIc7pKh9RUZa5lyzbnX4jq0SLTITJbCMZKVAoV36dOYK69Mp9Km0tY6CpbKw2IKpZaXmxEPFwtVt9sly0ze5+nrqzyTbc+uO6kdipJxkH0PcfIiqLOdDbayT0CST9POpt4lbBDj6tTqS3KSI9zQFkJVkYIBSR9MlJ9OUVBt15Qy4VfZCTn6V9J0lWKygZUt6j7ivJJoDBVGE9CsjrLp?/8n3bTmmHTzM2K2sJWc55nXB4rysfNasfRIzWSukY3vyEFXMAtAGfPHkBUJxbWZW5t9LIKW23whGPJpKAE/sGPvrIbRzbbTTfw45cYHpXzxikjp6h7ndyvfcBhbTwN06K99N2pEYpW5lYHQZ71ftvaabQUgIJPyq37a02+y2UkBaiCPlVzQooC+ucJ79fOokLTvZWVRJcWuqlHSQj4Qkn6V2OZCeqQK4bQAgAE0cBx3zU4KsO6ps9ttSCVYyP21YOo7U3IVzBPbyxV+T0LUeqCQO1USVFCs8wqJM3MbKzpnhmt1idxE7Ut6r03IvFsQEXqzJMuM4OiilHxFI88gDI+lYH7/W5lzV0XW0FCUw9Y29q7BIGPDkjLUlJ9T4zalE+fiVtM10DFS46GkuAZ5kZzkHII/bWv7iy05abPp+wuW7lDDV5npijGMNOoadKB6ALK+nqav+HprT5Fq3FFMABIAsZChWeopXaXBk55x8uUf46VuWVaPcq1UkA9K2Z6J5JXB9sbKt6guNHZvkWSUfZRJMlpXKr+UUj9hrWX2NZx8BW8um9Q6VvHCfuDdY9sRe5ou2jbrJc5WYt15eRUVZ8kvDsfJXMOpUMaRidO6qpXxs3K9I4JxeHAsepq+o9xrtfQEEX+y91kvwxaq01pLdeHJ1YllEOTGdgokvJBTFdWUFLnXoB8KkE+XP6Zqr7xbHXG17h3qW/qjQdhg3OY/Ot0e46ijQlmMtwlCktLIIT5dOnlUQ6h09e9KXiTp7UFteg3GI4Wn2FjBSR+wgjsRkEdjVxz7foDiG0NH2U3sAZXECm9Kas5eaTY3iAEtLJ6rjKwkKSTgYT6BSdNw98ErRQ1gtY6H17FfSPFtPi9BK7inhtwkLmAOafMC0ahzbH9dFN0JA0zwhat0+3qvT14eauTXMbJdmZzTTTrrQ5VKaJCScK6H51jzomKxN1hYocpoOMvXGO24g9lJLgyD8jXm4ado9abHbMcQO2uvrcIt3tF9siFKQeZqQ0VktvNK6czaxhST+IBBFe/b8/83OngDj?/TSL1/8Kms+MxNgqoYm7AAfiqnw3xGbEuH8Sr5gBI98jjbQXyDbspi4s/AlS9O3Mx47UlT96gKLLQRlmLcXmWQcd8IQkVY+yyPGg7lRT8Qd2+vIUPX4EY/fXj4hOMfhcsevLxtburpHcqXedG328MKfsiIQjOePOdkApLjwWcJcSDlI6g/WrU0FxucIFtuMyy6H0NuuLrqqEvTrX5RRAWwn3paU8ygh/mAB5eoBOM9KtZMKnOJirbbJcfL4LRIOPsMbwS7AJS8zlpG1xcuJGt77eivzf5sW6+6W02gDwrHo6zwuX9TDGcfgRVsP2o/5mcO9YGFX6VFJ+kdlX/9jVycSUgO716jjNEFuD7rBRjt+aitJI/EKqrXCxoY4ULLfOQ88jV8gk/VlTf?/AKgVQzt9oqqh3YH8DZetYRI7C8AwaEaZ3RD/ANml3zVB2tt38ItH7vaNQoBy?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?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?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?/hBV08Q1odsFs24s7yeVcPTAZIxjGH11Gmh5ibdrfTtxX8KYl2hySr0CHkqz/uannjlaZY1zpliMMNIspCR/4ZVSad5dhUrT/MPxVLi1OG8e4fOPrRSD7r/wBVam02nzqDYfd1ttJLkKPb7gjHU/mFuuH/AHKFD76iW3XeTbYtxhMLITcYojO480h1Dn70YrJTg0aiTtL7h2Oaoct4Yj29sH9NS2ZJ5fwBrF5xp6O6uLITh1pSm1geSknB/dWGqaWU0Ew3IcPx?/oVYYBMyrxzFsOm1DXxut8WN/NqmnhQsybhru83Aoym26fmuk47FSQkfvqDyB7oP9iP7qyo4MLSn+Dm4V/eASkw0QWVH9JXhuLcSPu8OsWFf1Inr/rR/dXE8YZSU/rc/iF2wms9r4hxVl/cEbfuaSfxKgn2m38ba+f1ksf8Ae9isVKyr9pv/ABtr5/WSx/3vYrFSvRme6F8Z1P7Z/wAT80pSldlhSlKURfTSFOuJaQklSyEgDzJrbVwg6Vb0NsdZrVDx79cCXXXVdQVKJJUPkDnH0Fao9PRnpl7gxI6eZx6Q2hI9SVCtx22LDNjttksEdJ5orLDRIT0T8Pn6dBVTi0mWMM7qXSMzOupCvNyVZURdPxAt599eA20Cpa8fL186uh8Q7HYZN11C6p+XbIbst2G0AtTaUgq?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?/tNedN0XqDiQ8kKLdUWKx7k2mFAnxLqy5DaEchbJcbW1zBQTlC0kHIzkEd?+1XxDVaRpmFpd2DcXGYj5kuPSCCt59SiSrAJxkk+vQ4q6bLboT1w/JjBbShDf5xQSO/kPn/AMtUkmMzcLi0rBXBUUpCfVSc5PzHasjpAPtWOGka452t1H5qg6ZU3btRsNxR4DS1KPIOoQVKzjr+P31d+oEszrhFjz20PNkKCkqAIVirBiScXiKtCyVNqPMR59fP6Vd+oQ4mfDkElCOUDp5np1qJmtqrYwNLQrS11a9P3ywp0mHZ1v8AdnnltvBCylQdQUOcxQeZJwQQoEEEdOlfFtiWKxaEmaWbuk?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?/v2qNJT7VY7hLQbAjxCxGW4EKLhODgdDWrhXHbxhJWQeIHVwPmPek?/+zVVTxkcdcltDzO7+4Dra0hSFttqKVAjoQQjBqMzAWRQPhMmjrdO32q4q/Fuoq8TpsUNK3NCHi2Y65xbt0Wfu3N4vu0+3tz1ddYMm1NRtbaOQ8uWyWwYzlyDUjuBn806sffVrbm7d6rtu4uo4sPTN0cjt3SR4a24a1JUguEgggHpg?+VYHa24hOL7cnTrulNda61zerRIcaddhymHFNqW2sLQojkHUKSCPpVSn8a/GpaVITc98NcQlODKEyHS2VAeY5kjNZJcFimpY6bP7vVQsP8UKrDsbqsabADzwAW3NhlAAN7enbqtpmxrVx0bpLSOlno78WZq6bqGc9GfaKXS3HheGk8p69wg/21YzfwJ1h7oQdK3gENHp7k76fSsPY3E1xga11NbNWQNzNcXm?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?+LwFojlKcqDgABGAck45eo9axQtGwW+mp4KLlaNs7uqO6MoU+W4yiPkl1SVfsr33g/EIYsEbDUEC9xvv6rzDHaWV+JGaEErMOx6htOo9Twb3akuBmbaI8oBzyDnxJT9wzkVMFmnvPONW+IhXvD4wBjKUgd1EfLI6ef3VjFtZZNVaDs?+mbVrS1OQLgyy7HdYcUlRADiihPMCUkhKyehrKDb9h64zhe4riSEANIwOivM4OR0615PiTWQ1UjGG4ubL17CZ3TUzXye9bVSLYrAbBFU+++p55Yytajkgnvj5ZqNXrqy1Nvclt3Bfnpjc6j2ISOY5/wAu1XTutq2bpfTrk2PBXI5eVrCFpT8a1AJ7n1I7VGSrO4NOx7eue6JClF6Q+nGfGUSpRHqck/5Cq7MXOA7K9pgI2Z3Hdddr15tiu8iy2nVEKVPiuKbkMokguNrz1BGc9/OpY1HetPvWqOlHxyElIb5VZJ6fLvUE23Zebq26K97LbDIWkKuBjo8ZRICj4Z5QPPvnAqf9N7caf0fbW/ydHekSAkJVKmOl90Y9Ceif7UAVkJtoF1mniBFivRp?+zypMZKpkhUZLmCI4PxAeilf4BXdfoYtbKXGJHhFv4kk9QCPOuxVwYgR8z5CUFAOCFcvL0zk5qM7trZ7XN1RaLI0qWyhXRttfRXXHM4f0U/XvXF9LKJlfJLf6qrc2/wD5UHivkNpUA2hIySteMHHmRWOHE+rWmgtodazbdY5oauTKUMuoSr80HcNuuZGccqFKJz2xnNZWWLQ35HjKu10cRJlgfBgfC0APspz+89T9KjHiC3P0vo7anVJ1dIZ9yXAc8JpxQKnVLBSlCQepUT0A/lVLoXn2huZQsTEZp38s2stM3iJHTCOnTsmlebxl?/wDSxSt?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?/aXHeU0o/ig1+hp0ELUQE4BOMHuM9DWi/jWXCXxYbqmAptTf8ACWWFFHbxArDn38/Nn55rf/AHF66pFdh1VKXtjLS25JtcuBtfobXUHHImNyPaLXV9ezPP/wAcTSJHTFvvRH/myTW5SS66qM6lS1YKCCM9wR2rTV7M7+OHpL+t17/vZJrcm/1jufzD+6oPjRV1FPxVhbIZHNBy3AJAP0g3XbCGNdTSkj9WX52tRLCdQXPA7THgP9uqt92wTridjNvQlRSP4L2s4B/7FbrQdqP/AJ4Ln/3Y9/v1Vvv2C/1Ddvf7FrV/crdbP4+1M1Nw5A6F5aeaNQSPqO7KPgbQ6oIIvp+YV/8Aju9ysgfNR7+lYccZexSeIjiQ2V0HcZDsazptV4uN5kMqAdEJl5oqQgnIC1nlQCc4LmcHGKtj2km+++e0OrNB27aLWV1skW42aTImogsocS46JKkpUrKFdQkY+lW97Ond7dzePevUc?/eDVFxvsuzaVU1AXOZQhTLbktorCeVKehKR+FaxwZwvivC+EP4ufWcwOp3OawlxsXAEXubafBSKuojqZRShlvNus9dIaO0tt9Y42mdCadg2K0w0BtmLBa5E4AwOYjqtXqpRKie5JrjV+jtJ7g2SVprXmnYN/tcxCm3ok5sOIIIwcH7SFeikkKBwQQRVt7+Xe66c2I3I1JYrk9AuVv0ldZESUyrlcYeTGWUuII6pUD1B8iAa8fD3qmRqXYvQV9vl+RNuMzT8NyXIfkBTjrvhjmUsk5KsjrmvKKWh4hrcK/3sp6mR8vOyZRmJ2zZtCdL6WtZWbnU7JvZXNAFr6qAeCbZhHD9xCb87dW6U67b4sexyrY86eZwxHzIcaCj5qAVykjzSe1ZkhTrimuZRUUkqT54PIrrUY2FEU8TGsZUctq8fb/TniLaPMCtNyu6epHnyhH3YqkcYGstUbfcNus9Z6LvL9pvVrjRnYkxjHiMqMhtJIyCOqVKHbzre8WxHEMW43w1sj3MM0UVxcgBzmm9x8VDijjjopCADYlTMHnsfbV/tj/jrgSHTkeIQR6qI/wANYq+zk3a3G3j2OvuptzdWTNQXOJqqTCZkygnnQwIcRYbHKAMBTiz/AGxq4+PXcfW+1XDXc9Y7eajk2O8tXi3x0TIwTzhtal86fiBGDgeVadNwji0XF44U9udnP17utq3Nte6lNqovZPagwfo2Wvv2nhB4rrqSkZNmtpPz?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?+hHka5gnyEWVrZ0Lr9FVWGXIkdpqPprT0lYAAlKYKiU57kZxnHTvVkzGIsa8OMtJaXLkuh2UphKQlKBgAYT0BOAnHpmq1J23tYazHuE1lsnPhNy3AgfQZ7VSpqbHoK0vTEkApClqWo8yl4GevmTU+SrztsVwwtiDnNGpVubnWy76utx0RYZTkV24NGNKmg4EOMvo64D5KCCrl9VYq4NLs2+GHrVbmw1GahvIYY8m222ihtP4BNWttnfJ960Nfdd3BBQ7cLhISw1zf0phnCG0dfNSudZ/niqntw04pqZeX1EoUCj4j0y4vJx8uQJFQzo3Ra9VSmWW3ZSfCWhUNb3J/SHlcxHfl?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?+H5hX8VkpCVYIHQBQBx+NRIsJHF8hSUJSVbWN5wkDP8Apy96VjN7S3f/AHk2a1boO27Za7nafi3SzSZMtqMEEOuplKSlR5knrygCrc9m5vDuTvNvhqy?+7m6vmX+dA0iiHGek8uW2RNSvkHKAMcy1H761Hh7gjEcH4Vqccmqy+KWldaPzaZgCNzbS3RS5q2OaqZCGWIcNe62F3W0WvUVokaevkBidbrp4cKZFfQFtvx3XEIcbWk9ClSVEEeYJqN3OFLhmS4pKNh9E4BIH+krP/s1Xd79S3jRmymvtYadlJi3awacn3SA+ptKw1JYZLjS+VQKVYWlJwQQcYIPaunYDV9/3A2S0RrfVMxuXeL3ZY82a+hlDQceWnKlBDYCU5PkABXntFVYthXBMeIYdUuiaJ3NIaSCbtBG3a34qc9sUtaY5W38twrR2x270LtpxCa0sugNJWrT9vk6G07Mdi2+Mhhpb6rldkFwpTjKilCBn0SKpvHn?/ABR9w8f/AGOL/dbVXpaP4zWrf+93pz++t6qy+PP+KPuH/wBxxf7rarZoaiWr45wSed2Z7ooCSdycp39So5aG0UzR3col9kz/ABcNTf2aSv7hg1dvtN+nCNd/6/Wv/frq0vZM/wAXDU39mkr+4YNXb7TjrwjXb?+vtr/366vqr/rKz4j/KWFn/ACg/rqtU21m3Z11cZMq6TE2/T1mbTKu89fTwms4CEfrOKPRI+p7A1IP8Mr9upf7ftRtRZZNt062sNRIEJSy68OgK3DnJJ7lR9STVe4eNmdV74aJjaLtt9hWDTyrw/KvMw?/HIeKUNhtAQDkhIKyCcJyo9T2rZFsdsDsrsZaTG27sf5RuakeHJucs86lLHclWO3QnAOPkK+lqurjhBuLnsqCKEyH0VA2N2Ms+0OnI8WXHaTeJiEokOJUVlsYyUhXmf1lHt2GM9Z1src26KRZ7R8C3k/nHT8IbRnr9wH7cfOqE4lK1h2U4mQ8tPO84noA2OoCR5A9Puq+dNrbtFpC1JHjycYSrHMoH9H5f4ga1tznTPvIVaNHLZZitbiW1sxoLa5dg06OaVNZ92a6klDWMrUcdyvGM98EmrD2TnWl3TbLUYlqNLWoxgFlwNPIJDrJV6ZykH+b61873NzNUaig6fcc8aSvHiJSOqVPKCBgfIHtXhtUm3QYerblZI3utik6kkRIjLYypttl5uKHk5/WW2pf0V9DUqOATtd6LFJJyMvqu?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?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?+7ykrSQFPu8/iOLTkFJBSkEZCRk51OLwQ4oMT8LfVNFKHF4FybutYG3QnY66KScZp7iUN82y2SWn+M1qz/vd6c8/+2t5qy+PMEcI+4eR/8zi/3W1WCsb2o25sXcO5bio2w0iZNzsUGxORS5K8JLUWRKfQtJ8Tm5iqYsHJxhKcAdc0jen2ku4e9m2N72vu+22mLZCvrbbT0qI7JU82EOJcHKFuFPdIHUVt9N4X4zDxDhmKPLOXTxxNdrrdgsbBRXYlE6nkitq4kj7VlR7Jjrw5al6HrrWX/cMGrs9ptn/Oj3fy/wBPrWOv89dYDcMvHVrfhg0NcNB6c0Np++RLhdXLsp+4LkJcQ4tlpopHhrSCnDKT1Gck1UuIT2g+veIjbKVthftv9OWeDKmx5qpEF2Qp0KZJKR+cWpODk56Vcz+H+KyeITeJwW8gEdfN7mXb4rE2vjFAab63+t1JfAXAlSdtZaI/wCbe3W1ugfYShpsqPzOD09Oves25V1iWK1NS31I92CUtsR3FcqXFE/CpzzUnpkNpBKj1PQdcUPZ0wPe9npiikqCb7ITyhOebmbayP9qgj+2NZbwNpZmodSJ1FrG5LehxkJ9ytjLIK1Ep+NayO3N06dgBjNeh1lvaXErpCDyhl3VQ0DHkaz57iy887amXC6p5QCBKez1Uo9lAdsAkDtkmr8uk2FYozt1fdC1KBS0lfUr7Zx+PX5Yoq5W6AyuLHZQ1Hhp5THZxyNY8nFY5c/yR6dqjfU14vWpbqiFFQVSZWEsI5PhYjp?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?/d86nvTkxGttPxpUNSPf46c+H2K+3MPoSAR6H61W07w9yn1TXMAVUlalGjpSnrnJ5ba8UockEY92XnCVOfI9Uk+RquxL1Fc93cL6fClnmQtJ5m1nPTlPb559elW3ezF1TptUaRHU8ZgMV9gjlcEkDHKfNJWB0/lJHXrWLFu3T1bs1qKZpK8NO3XS0mZnwEq5XmUE58Vg/ouJJScYIV1yOmauG03MbcKp5wDrKb?+KQx4G3tyuNwhtPxVsqZeDiedtzmB5FqSe?/wBkjIwoHGD5VgZs?/wAQ+pts9QN2+9XWZeNMvKSH4zz6pDscKHRbLhwTjH2T0IGOh61mFxi3Bd14c7tCaBkPe8xy0VJ+JSMheCMZBAH7K1ptJ6JBAPKkIBB7gefQ1d4XTtqaciQKBVVD6ScPjNiFtbsd2tN6scbUNknszIM5lMhh9rBS4hQ6EV6lIaJShvKudHMSepz06H8f2GsSuDXdRTcp/au+OFbckqmWla19EuAEuM4+eSofMK9ayqlyVpcDbZIx9oeeP8vOqWrpTSTGM7LdcPrRWwiVu?/X0Xa/KZawp9xKSnoCBjpX0Nc+5M+Gw8kgHAJqmrMVYUXl8xI+yo5ya8ibRHfJeeQW2x1ACe/0rC1xupmYDfVXDFujl0eVcHlgqAGGyegA8/wAauXTbUjVLzTClKLCTl4+SuvarKgW+TKfbt9tyS8pKOYjqc9en3A1POi9NR7DHEcY50pBPqSfWrKgpuc?/M7YKhxivbEzlx?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?/LI57szl4HUrcS4pJ6d68On4ipF/ckd0Rm+ifVav8AkzVZkDwmCrtXzptjwY65ODzyFkgfLyrMViabKs?+8oT8Oe3SleQxsknPelLLsvy80pSuFlSlKURKUpREpSlESlKURKUpREpSlESlKURKUpREpSlEUv7Z6m1VA0nHgQJclm3xp65CQgHkLpCPnjoUo?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?/sdY6iglZM7I24Wx4PiUHJ+meAfVZDXh+Ei1zPe2w6kNKWlBOfjGcEfqn0Ir2ae1JdNN2yMprmeiLSlSgRlxnPUn5o/aPnWM9949OGWbAMSNrWSpailJJtEsDGcn/W6+mePbhjaYaZTruWQ2jlINnl+Q/wBjpHT1A+qVMmraN4sZB96zZsuoNKa5Y92cWzIGDzhSMEKB+f3V65GkFwILka0JbXGXnLCugTnvymtbGvPaD6C09qPTw2mnpnW1a1/lhb0ORHS2lS0gcgKQeYDnXkAg9BUz6S9pxsEyjw9Qa0lowcZFqlrBHr0bzUsU0lrlqqjUQh55Uo0V7at0Bucq6ywqVFZjRnlqiPTHVhTiMHl5ikEDAJHfPSrMe?/zQ9P6ztsfVr0mMzJWW47kZRMOVlB+ArHZWQDhXcH1q75PtKuDGfH92mbgzCkjlUDYJxyPP/WqsPVHHZwfuWiSxpvcqY6taVf0JKsc5TLvToPiaIT5dqGmlBzNBUuHF2aAvy6qraisep9WamZFvjPIiNwxDabKSpGevMo?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?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?/rbeT286yV0N7S3hOsFljxrxvDcpjwHxIe0/cHFN9SOULDXUYx5VwHPJ1CRPc86tIWbhcXnohFKxPHtSeCYjJ3QuAP9jtw/4mlZLjss+V3daI6UpXKypSlKIlKUoiUpSiJSlKIlKUoiUpSiJSlKIlKUoiUpSiJk9qcx9aUoiEk9zmuSok5P7q4pREBIOaZPrSlEXPMrOc?/jXBJJyT1pSiJk0yaUoi55j61wST3NKURM4pnNKURMnGK55lZzmuKURc8x9aFSj3PyrilEXPMr17VxnypSiJTJ70pREyRXPMrtk1xSiIST3pmlKImaEk9zSlEXPMaVxSiJSlKIlKUoiUpSiJSlKIlKUoiUpSiJSlKIlKUoiUpSiJSlKIlKUoiUpSiJSlKIlKUoiUpSiJSlKIlKUoiUpSiJSlKIlKUoiUpSiJSlKIlKUoiUpSiJSlKIlKUoiUpSiJSlKIlKUoiUpSiJSlKIlKUoiUpSiJSlKIlKUoiUpSiJSlKIlKUoiUpSiJSlKIlKUoiUpSiJSlKIlKUoiUpSiJSlKIlKUoiUpSiJSlKIlKUoi//Z" width="305px" alt="committed monthly recurring"> Industrial software of statistics is restricted to cross tabulations using Chi square estimation, but some companies do use linear and logistic regression evaluation. More recently, Conjoint evaluation is certainly one of the new techniques that has become in style for its software on product bundling and pricing. Reducing churn generates a cumulative effect, the customers who don't churn generate revenue constantly every month after that. Absolutely, customized enterprise offers count in path of your MRR, similar to common buyer subscriptions. The payments are unfold out over the deal’s duration and contribute to your MRR.

h3>Comparing Mrr With Other Key Saas Metrics</h3> Take the entire existing clients from a given month and put them in a spreadsheet with a column for their account ID . In the subsequent column, put their subscription value, taking any multi-month subscriptions and dividing the contract worth by the number of months. Yet, in talking with 50 SaaS companies to put this publish collectively, we discovered that calculating this somewhat easy metric precisely was an absolute catastrophe. A recurring business mannequin is the core monetization technique of any SaaS company by its definition. To precisely plan and project the place the SaaS firm might be in , 24- months, administration ought to have an specific methodology on the method to remodel its bookings, bill, low cost. Monthly Recurring Revenue is the income that an organization expects to obtain in payments on a month-to-month foundation. MRR is a critical revenue metric that helps subscription firms to know their total enterprise health profitability by maintaining an in depth eye on month-to-month cash move. One such calculation that will get you an annual view of your recurring income is to calculate your annualized MRR. If your small business primarily sells monthly recurring subscriptions, annualized MRR is a good indicator to measure customer momentum. To get your annualized MRR, merely multiply your MRR by 12 months. Investors hold particular interest in recurring revenue streams, as it’s an indication of profitability and the way the corporate reconciles debt.

div style="text-align:center"> <iframe width="569" height="319" src="https://www.youtube.com/embed/hVofd8uRxXI" frameborder="0" alt="MRR" allowfullscreen></iframe></div> This metric averages varied pricing plans and billing periods right into a single, consistent number you possibly can observe over time. Even if somebody pays you all the cash upfront, their subscription value in MRR calculations should be divided by the intended subscription size. The reason for this goes back to one of the main uses of month-to-month recurring revenue - momentum measurement. You’re attempting to measure how rapidly and efficiently you’re rising. Including every little thing directly throws off many of your other metrics, including buyer churn rate, buyer count, customer lifetime value, and so on. Businesses make errors like together with yearly estimated values in semi-annual subscriptions. Ideally, a business will have the power to use its MRR calculations to project out a 12 months at a time, so the company can review and analyze its future funds. Diversifying revenue streams is a strong method to increase MRR and construct additional resiliency into the enterprise. For example, a business that presently generates income from only one services or products may expand its choices to include extra services or products. Not only do you might have the downsides of the “free as a marketing tool” angle, however you’re additionally providing your customer a restricted view of what you are capable of do for them. On top of that, it’s very expensive to support all of those free users. Large, venture-backed corporations with 10’s or 100’s of millions in the financial institution can afford to help a large free person base. Arguably “free” as a advertising software can be great for client companies, as shoppers are traditionally extremely price aware and have a near infinite number of choices.

MRR measures the recurring revenue brought in each month, whereas ARR measures the recurring income generated over the course of a full year. The common income per account is usually used within the MRR calculation – or instead, the typical revenue per user may be used. By analyzing historic trends, a company’s weak points can be identified in order for management to make changes appropriately to help future progress. Calculating MRR provides a more detailed understanding of the steadiness of a company’s future revenue and person trajectory and helps shape forecasts. Will you be able to hire more business growth representatives this month? LogRocket? simplifies workflows by allowing Engineering, Product, UX, and Design teams to work from the same knowledge as you, eliminating any confusion about what needs to be carried out. LogRocket? identifies friction factors in the user expertise so you can make informed choices about product and design adjustments that must happen to hit your objectives. At the top of the day, it’s all about finding the proper balance between short- and long-term revenue and maximizing your overall reach. For example, I lately managed to dramatically change the plan share by just altering the default plan pre-select on the fee form. Although https://stan.store/thefoxdigital ’s more challenging to optimize for ARPPU than per variety of subscriptions, it shouldn’t be neglected. Changes right here are often more sensitive than in the variety of subscriptions. The extra people are keen to pay for your service, the more worth they must get back to interrupt even. And the extra paying users you have, the extra validation you have in your worth proposition. So you will want to allocate extra of your sources to steer generation campaigns. MRR predicts the income that flows into the enterprise each month. Many companies use a “free” plan as a method to let potential customers try out the software program. They get the benefits of the “marketing tool” angle plus customers get to see what sort of value they might get! That means extra of our current prospects canceled or downgraded than upgraded. Looking back on the final few months, that’s a negative pattern. You need to multiply your average revenue per account by the total variety of customers for that month. It’s a way to common your varied pricing plans and billing intervals right into a single, consistent number you could observe the pattern of over time.


トップ   編集 凍結 差分 バックアップ 添付 複製 名前変更 リロード   新規 一覧 単語検索 最終更新   ヘルプ   最終更新のRSS
Last-modified: 2024-04-22 (月) 09:15:39 (13d)