It can additionally be crucial to include clients who aren’t on a month-to-month subscription. In such situation, divide the total annual charges by 12 to seek out your monthly pricing. A SaaS metrics spreadsheet could make it easier for you to track all of the necessary metrics for your financial statements. Likewise, there are a number of software program platforms which are designed to keep track of your financials for you. It may be tempting for founders to subtract transaction charges and delinquent expenses from their MRR totals in an effort to be extra conservative and accurate when calculating their metrics. While the intentions here are good, the end results are sadly incorrect and deceptive. MRR is an important metric for subscription companies, so business homeowners must be cautious of some common errors when calculating it. So boasting mega percentages in MoM development might be laughable to seasoned buyers if you’re passing the rate off as sustainable growth at scale. https://rentry.co/wmhmngzw of recurring revenue allows corporations to boost capital more easily and at extra favorable phrases from institutional venture capital and development fairness companies. ARR is used to estimate revenue for the upcoming year, primarily based on the latest MRR, assuming that the given month is essentially the most accurate indicator of future efficiency. Calculating MRR provides a extra detailed understanding of the steadiness of a company’s future income and person trajectory and helps shape forecasts. Just as reps can look at their individual efficiency, sales managers and leaders can have a glance at the massive image and see how the group is doing as a complete. By wanting on the total MRR, they can make extra accurate gross sales forecasts and projections. To have all the data at hand and to have the power to simply perform calculations such because the MRR, it's preferable to have a CRM. In the worst-case situation, you will make the mistaken decisions primarily based on the mistaken data and unintentionally mislead traders and companions. MRR is one of the greatest measurement instruments for making precise and realistic estimates of future revenue. This is precisely the explanation why it is so shocking that, according to an evaluation made by ProfitWell?, many companies miscalculate it. Marketing automation software that drives revenue with personalisation. No, MRR isn't reported within the company's financial assertion in accordance with the Generally Accepted Accounting Principles .

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6Gr3iBoW/6Mv920NrC2LgXizyFxZkdZBLbg8QRsQQQpKhsQQQSDSUK8fh+/dlPORbo0yhK9kKbUSkHpv?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?/E+JrV1A09IubaGmVKccSlKUITkk+QApyW/gJxxusD9LWzgzrqXC5ef6TH05Mca5fPnS3jHrmimP3rqnC+tZU4TzFRO+asV9mdxrTpTi1aLbOmBFu1lHFklBXQSxvGJ/aLnuDw?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?+kMpXyk?+WRt8qQpvAHhbdQSLK5EWR9uLKWjHwBJT+VU1yEEnrTj4eWpV31paIfdhSRJS6seaUe8fyFea80orRer7lpn6SX0QnAG3SnlKkKSFpJHnyqGfXNPbgBZzJ1DMuxRkRWO6Rt99Z/wB/GinXryEbnqB92PPW27GjtsBs7tkjK8kdfv4yPKjSWrDGP6GvWUthXICo7sq8j5j1pro1Ui73ebOSr3XpDi0DPRJUeUfhit6fE+ntplxiBJaTtvgOJ/UP54PgfiayN3WWl5FjlK1JYmiptZzJjo2S4n9Yeoz/nNWF+zl7Z6Lu1b+BvEW794VoDWmri+s5J8IbhPj?+p47cv6oHBGjdSNT44slyUeVWUMqX1SehQr?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?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?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?+13p3iZoy0a60pMEm1XmKiVHXkcwChuhQBOFJOUqGdiCKoJ1/ZUXa2sahs27zI79k/8AmSfzBHxrtr2VfaUDF0f4D3+biDeee4WEuL/qZSRl+MNvvJBWOgyhWN1VnlP0WfUUUVkFFFFAUUUUBTA468W7LwR4X3ziJeSlf6NYxFjkkGTKV7rLQxvuojJHRIUfCn?/VVntPePX+luvo/CKyy82rSQ72fj7LtwWnffO4bQQnwIUp0VZNHFXFPiFe9X6hu2sdQzly7reJTkh51RyVOLUScDwAzgDoAABtTWt0ZUGH3ihmXKOfgK1GSq93orP9RH8+mRThtjIlSlTHU/UtD3c/qj/E1rPwbEWOmBFDeMOujKieoHl?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?+MplPfMf?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?+Jmm5Qe+w3+kWm3fgW1kLB9CBT1jyo0tAdivtuoUMpUhQUCPQisjLRRRQFV7e2P00qZwr0Bq1KCf0ZqF+3EgdBJjKc?/jEFWE1x/7VO0t3Dsk3KYpAUbbfLbJST90qcLOR/42PnSeimrTEz6Fqa0v8+MSQ2pWfBX/AKVZv7OLVptXFu86TWQGL9aC4nfq/HWFIH9xx4/Kqr3ZTUeWwOflUl9pe/gOYZrvDsm6pOmuPugLylwIRJuDcFzJwCiUgsb?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?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?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?+clbj/8A9RSqx9T8O1LT/BvitZuZ53SElSU/ejutOZ+SVc35VggTNf6XWZCXdT2MpO6wZMQD5jlq7iTwR4USm+7XoS1NjzYaLJ/FBBpqXzsscN7msOW1252kgfYYkB1CviHgs?/goVfqKqrs?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?+3JJK0pcz4rzkfgQPypRi2uHFQlCWwrlwQOUJSD54GBn161qZAhae00rmTKm7p8eu/oPHHmfHp0zl7wpLcaSy4UZQ2pJKRtsPCk8uBOMACgOE5WSAlO5JOABTRjmt61EpSIOoYKo+fq1FoJPL4ZBQcHz3Pzr6btOtpQ5XdWx0f9m3j+CRWRMsEqDTT7xScHu2zg/AnAPyrcZeufLluG22D0Lro2+IH+NWUYo3D+8yDmbreeoHqlHPj81/ypQRwmtMlQVPvdzd26BaAD+KSfzrzvry4kIVc0skb/UNDf097Nfam1Oe9ImSnjjBCn1YP7oIFNG2OGfDOC2F3OIhQH35MxaP4KSPyrGu7cD9MKDfcWZax07uL9KP94JVj8aY1xtl7mTHkQ5MS3RApSEKaaCn1gH7RcPvAn0Ips6j0s3b4/0wTH5DhUS4p0g83iT/ABpqYlZ/j9pK3pLFh0/MfA2ASlDCFfDGT+VaA42awmyEGNpqJBiuHHeP87ik/PKRnbypmaWgwA0lxLCOfGeYjJ/GnLMaDlveSkDKU8wwPLepq4cN7m3+86SVeEXj6Y2vm547sdCAnlJzylIyOnjmuxPZAcSvo?+vdY8OHpCUxr5a2rxGQtW/fx1hCkpHmUPEn/s6424fPCbYLrZ3CFBtQcAJ+6scp/h+dO3sPa0PDXtV6HnSVcjSr2bU/vgBuWlTJJ9AXc/u1L3BfdRXgr2sArlf2kmrm9OdmuZaOYh3Ul0h29GD0CFGQo/D6gD96uqKr59rLqfurToPSbbmOdc?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?+0kj5Dl/lSXR985A64o7w5861+8oDm225FUbIWeuTXveDGCPzrWDmR8K9z1A/OmjXdOJTqAnGQlzPhuMY/2fzpE1KyHbY8MD3Rkf5+FK01akPtKJw2UqSR+1sR+QVSdcUqdiPIwcFBB8gMUDe0hI5UhCj9n3TT3ZGUYCSQRg1GunZSG5KgXEj3s7nFSDBeKkgpUCPQ5pRn4cPfRdUP2xZ/r47rOPNSSD/I0lypj+lOI6bpEUUvRpLE5pQ8HELC/4kfhX3ZX02/XsBecBclKf74wf/NX3xNiqY1UlzA95g5/vf8AAUH6KtM3yNqbTlq1HDOY90hMTWj+w62Fp/JQpTqHux?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?+I4yf3aCo64TVyJDkiQ4pbrqitalHKlKJyST51rWmUPp89Sjs1ABJ/wC9R/xrXlKIySTg+NZLUypdrukhbZCZDqIyF568iCpY/wBtuukGtrHQl9szjFzvLzD8acvuytkkmOsgkIOQPAHBHkfm427rG0jpVlqK+h6dJbHeOA77EpCR8wc1q604gDWZjaZ09apSuV8PPKdQAoqQlQwkAnYZJKj5eFNJC37rd4luC+cd4EYHQqUd?/wDPrVgdemNKv3l4XS6jvlvnLbS/H1IyNvTIHjnrUixdLxWUt/SFLcW2OXlaXyBO36yeUg9fslI3+zXmkGkOW5qU0lSEvKKWgTulA2GfDO3lTn7tsbAbfHagb7+mIK0BcSXc4DwOQ6iUt5IPhlDhWnbrnA+IpvPW+db7w2iUI8W6qCnIsxkcjE9I3KSPurAxkHPiSSN0yEABsikvUFkbvNrdtpPK64e8iu+LElO6Fjy36/HHiaBi6mRHWym+ttdwkkolNq27l0dQc9KYUzW8NtSmorCnSPvLPID8BjP8KkWNNscvSeqrleru?/a7nPskb9FsNL7lTl2aukJl9tP8A+EelH17onJ6Vk11ozR7eh5z0e3xWTEi99HmYy6VDdOV9Vc2ydyfteeKz+iMoms477iW5URTIVtzhfMAfUYyPzrozsPaXt?+vu1Vw80/clgxk3M3I4OQsxGlykp9QpTIB9Ca5KiMtLilazykdKmDs08U3eDfGLQ/Edbi+4sV1Zcl4GVKiKVyPJHxZWsD4irZ0LW/avWFU7gTpu/tIyu1anaQtXiGnYz4P+0luqsHHCqNHJ35OZA+Rz/vVb37ROZbNR9ja86itctqXBckWidFkNqyhxt2U0lK0nyKXc/OqgSom1tEjdLy?/4J/wrPEfPPRzbgVh5s7bA17zA9KozhW+5/EV9A74rBzbbV9FxCEla1BKRuSTgCkHxcI0iXGU1ElKjPdW3AM8pxjp8Mj51H9809q1AU7PedmNjOVtrKwB546j8Kdk7WVkhZS3IMlYGyWRzD097YfnSG/qjUGoXTbLHb3Ap4YDbCVOukY33A6b+A2861AxyFJV4j+NbcafcI5HcynEY8OapG07wH1BdVIkX2S1a2CQeQYdeI8sA8o29SR5U91M8J+EgCnUofuaACkEh?+Wc9NtgjI8cJBqmmtw+0Zrm4ut3GdBbiNBaVtyJ7Z58jGChHU+GM4HrTk4l2Bi22ZuSt9yTMcdHfSHMcy9jsANkpHgB+fWkV/jLMvrjheR+i7ehQAjtrPeujH3nBg74OyceRJr3iRb4tkhRn7VzsRZK094xzkoyobEZ8aiLifZl3H6f2OtHslfMqFJucZXp/TXlAfgsV1PXF/smbgqZ2V3Iyjn6Fqae0PQFDK/8AfNdoVzvqiqYfaXKUe0XrrJ6Jt4//AGEernqpr9ppEW12hdZOKH9czb3U+v8AQmB/u0no4w0CB9PlnxDDn8Kke2gC1OnIHuo6/Oo30CrF0ko6ZZX/AANSVaxzWp?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?+82F7q8ScY6edNnRylxLQ1aJYbU5bHVRHDnbCc8ih6FJTv5E07A00eqAc58PPr+Yqj5U6tDjZT0KFqKceKf8AP8K+kvqC0pWpW5TnKRt73l8gPnWVISFJXyDKQQk43Ga1nFMMLyQlCEAqUT0SlO5J9NqgjZ2wxb7KulrmIDkdvUTycZ+6tp1ZwRuCFKB+VRxe5l/mtmzSr+/IhxlciWXHFhBUnICinfJ6+PjUq2R4NpXcVgtmUuXeHEKPvBCyQ0T8jj5VFbiO+edWVjnUorIzvvQJDduS3/Wu84/VT0/Gt1KiMBOwAxtWRbCgDtXx3Zztmg6W0p2w9VyezDf?+y7rBP6Rt8hyE7YJ63OVyCGZjT62Fk/bbIbVy9CknG4wBG3MP0akEnKXiCDsRt5VGqWzncYxSk1Kf7sMPpbkNJGEpdTnlGegIwQPHY1MDpkXCHEAMmW015BawPypJla1tEfmDHeyVDpypwnPxNaDdss0n+sgvpPj3T4A/ApJ/OlCFpuyBaV/QlrPX610qH4AJp0El/WV6nOBi1ww0VbJCUlxwn08PyrZhaE1tqNxLk7mZR+tLcIx8EDJH4Cn1ao0eG3yxmWmG85UEJCB8TilH/SSNFRiOgvrGNwcJ/Hx+Qq9BNsPBqxxCl68S3Z6xvyJ+qa+BAyo/iPhTybueltKRzFgx2Ggn/oIqBkn1xtn4nNM6bfrnNCUuyOVsrSC237qSCobHz?+dar6DyYAPSmhK1lxZ1POuC7PaHP0ZF2BUwfrlefv8Ah+6AfWkayW5nvUvpiIUtRypbvvq?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?/rKU4f/qJqyb2WOolS9J8RNMrP/sl7jXVI8kyWC0P/wCH+dZ5eNO5qKKKwCk?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?+VShovwgnqkfhWoYwG2DnpTpkRAegp7cIezVxl493N238K9ESrq1GcSiXPWpLEOKT+u84QnON+QEqI6A00REGQDtWdlvfYVLXaK7LvFPs0XW02TXztmfmXmM5LjptswvJDaF8vvcyUFJJ+I677VCkt+7250IkxiyTggLScEYyMb71Z34HDFZ8wOu9L0Bj6p53kKiy2VhIGcnIH4DOT6A0yYOqFtL7uUxhJwCUn8c/wCTT5sU6NMQl+I6lQxuk4Ox6gjoR1FTBrqWpw?/WLKsHIz0Hw8KM9BSjcrUtpJmxEHucArQCSWj/ADT5Hw6HwJTArwqDInKnWmxvzLH5b/ypQcTsa0YOFy20jqkKXj0Ax/vClGSQhsrV0SMk+gFURgSl?/UkpfUd6r+Jp+WzlS2nGPnTBsn19weeVvzr/AONSBCQUJA8AMUoRNUtmXd4kckZwhOB6qNOfjC4AIURJ6uDb4FJpBQz9O1rBj9UiSzn4DBP8DSjxXeDt6gspOSFKXv6gj+VWC4f2Xds/R/Y/05I8bhcbnJPykrb/AP666yqB+wtpdzSPZM4a2t0YXIs4uR28JTi5Cf8AZdFTxXIFcb+1A0u5duC1l1CyyVm0XkNOqAzyNPNLBPw522x8xXZFRF2s9GHXfZ41xZEK5XGbYu4tnGSVRVB/lH9oNFP71IPz03htUHUAVjGHMfnUm2KSBcG3fuvhCz8xymmNxDgqjXVxzlIwvNLmnZwdiRHgrcAtEj8R/OuuhxLUYd2KTtyufxqRLW+FoQoHYgGo31AoJmNy0nZ9tKx8fGnjpicl+I2SNxsaQPNlXNhPjWRxI5PTNakV3PKSdgd62VLSeZAPjtRkA+7W/YXgxc2VnxVy?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?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?/fWknkGNkHPVQ5e0q+UIDaEoSAAkYAFfVY3QUzOMXC/T3GbhpqDhnqdJ+gX6GuOXUpClx3dlNPIztztrSlY9UinnXiuhoPzc6s0ndNKahuulrxFMe42ia/BltHq280soWn5KSRTp4POKU3dLK4RyoUiYynyKspc?+Xut/iakjtl22Kx2oOJYhhIaVf33Dj9dYCl/PnUqo24ZMqZ1oUDZK7c/wA2OmzjVdJQ/X7WDsBWmu2+HLToUyD1FSN2euBdw478RY+kmJC4duYbMy6TUJyWI6VAHlyMFaioJSD5k4ISat6SVBS7YsgkNk48cVqu25SN+Uj5VYvxQ9mv9KsX0bhTrW1iS2SpLGpbS3ILij1P0pCSpv4JbI8gKrO48cD+MfAPUpt2v9KTNNuyFqMaXEPLDmAE7tOtnkXtuU/aAI5kp6VPqVSiqHvgivPooAx?/Ko+snE65wHExtQt?/TGM475CQl1PxA2V+R+NSbb5EK6xG51vfQ+y4MpWk5/8AQ+lUSl2TeIsXhJx?+0nqy5Olq2rlG3z1c3KlMeQktFaj?+qgqS4f7FWgdsfimnhH2bta6tjuKE5+3qtdu5HORYky/qELSfNHOXdt8NmqdSwB0Ap/8AaE7SOt+K3BXQfCy?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?+tWnv46Ao+68jPuDz?+8j4nPhUTy9MSYkZNztrwmQ1JCuZH2keih4eVMl9HYHFP2mPab4q2p6wsXu1aRt8pstPo07FWw86k9R37i3HUH1bUjxHjXMzP0m4SRDYUVOr3dd68g8/jTatLkuY6mLGRzOq2z+qPM11z2NeyNf?+0DqoxGy9A0vanELvl45N1E79wySMKdUPkhJ5lA+6lWbnEPjsS9kKfxwvSLrfGH4ehLO8BNkJUULnvDCvozSuu?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?+pNVYezD4KJ1rxvkcRZsR1Vq0MwZSFqUCHLg+FIZCs7nCO+cyOikI6DAq3OudugoooqAooooCuXPaDdnoccOCkm62WCXtSaRS5cISUJyt+Py/wBIYAAJJKUhaQNypsAfaNdR14QDsaD8xV7guwZK21IKXGFEjbqmtqy3JTLiHW1kFONgfD/hXZvtJeym7wi4hK15pS3cmldUvLkRw2jCIkv7Tsb0G/OjoOUlIH1ZNcMhaorwKThKjt6HyrpO4HFqSGlKkXSMPqn9zg/ZVSvo+/BQER5fvJ6EnrSVa5jMxhdvlKJaeGAT9w/4ikeQiVZLiR7wLZyCOhHnVE0RZe3Xat9LoW3t89qZWnb83cWEqChzDZQ8qdMV0LTjIyab?+DI747YrX7xtKltOjmZdQpp0eaFDB/x+IFbD2eULG+a0ZH2cgdKDNb+9MX6M44kSILnck7AKIHukf2khJG+5SrxIppautNnjMyBbWpDc2asktBWEBajknA+71+GwpxRJrcWa3KkBKmXMRZQUARyE+4vfyOx2O2B41v6usURwRrjaobTalrEcstpCcOeQ8vEk+W9A7eyD2TtVcfNXt2GzIci2iIpDt?+vSm8txGifsIzsp1W4Sjr94+6kkXc8NOG2kOEujLdoPQ9qRAtVsb5G0Ddbij9pxxXVS1HcqPU+QwBVX2Je0zH7PGuFae1A64nQ+pXEom825gv55Uyem5TgtuAYyBkZKEg27Q5cafFZnQpDT8eQhLrTrSwtDiFDKVJUNiCCCCKxy3RmooorIK8JAG5oJAFcGdujtuI081cOC/B28kXtXNGvl6iryICfvxmFj?/pj0Wsf1e4B7zJbSaGz2/u2QLiLhwH4XXJKowKo?+pbnHXkPEbKhNqGxT4OkdfsdAsHgeBb5FykpjR+vVSyMhA8z/ACHj+deR47s6R3LRBV9payMhI8z5nyHj+NSpwu4bam17foui9BWN+5XKWeblQMYAxzOurOEoQMjKiQBkDxArpJJBg0tp15TkWwWGBImy5LgbaZYbLj0h1WwwlIypRPgB6AdBTa7ZWiuJPBXUFs4bapQ3BF2szF3dEdfPzpcWtBZUse6ShTZCgkkE+JBFW4dmzsoaV4GW9u83P6PedXvoIfuJRlEYHq1HB3SnGxWRzK3zge6OdPbEcLE3/hDpfivDbUZGk7oq3yuVO30SYAApR/ZeZaSPD60+dT67TFavZ/vrsW5ztMvOqLL7P0lgKVslaDhQA8yFA/u1az7N7WfeQNXcPn5KcsusXiK144WO6fUPQFDH971qmzRd1Ni1ZbLipZQhuQlDh?/YV7qvyJ/CrLewPqdmzdoS3wXSR+nrbMtyTnYEJEj//AD4q8vD9We0UUVzVikstSI7kd5AW26koWkjIUk7EH5V+e3inplvQ/ETVGjGAru9P3qdakFfUpYfW0D8wjNfoUdWlttTiyAlIySTgAVRB2xdV6N1n2kNdan0BJTIsk+5BTL6QOR9xLaEPOoI2KFvJdUlX3kkHxqwM7hxISmVc4hP2ktPAfHmSf4Ck7inaodynxUzGAsiOUpV0Un3ldD86NAOkakW3n+shK/Jaf8TShxEGZcQ//CV/EVv8ENXLSMuIC9BX9IQMnl6LAH8flv6Uq6W4oX/TaxEnlc?+InCS28cONj9lXX5HPypwFPiBWhcrJBuif6Q1hzwcTsofPx?+dJf6JNsep9NazhLbiutulSfrozoAWn930zsoePQ5pFvehZDK+/suXm1q3ZJ95GT4frD88eeCaiOXZLxp95M6E84UtnmS+wSlSPjjcdOvSnvpDjK62UQdVjvE7ATG07j+2kfxH4VcC6m3Nx2EspGcD7WPtHzpr6tfat8Mg47xzYD/Pr/OpTfYtt7jCfBeaJcHMh1BBQ78cePr+PnUK6lZuUrUT0a5RXIyoyuUNrGPgR4EEdCNj1FMGjZ4Lx+t51cyjzHc9aXktyW0HL7mw/WJr6hR0tIAAGcdKVLdDVLkJwglKFDbH2l+A/n+FQKmktONTZTb9waDgjnvnCvf3vBOfw/A19Kfdj3u5WOCD9EKkuBCegWrOw?/Dp6U5pDjGl7Ct13HMlPO5+0s9B/L5VOHs8+z7J4v8ZWNT6kgd9Y9MuIvF0LiOZDsjP9GjE53ypPMRuClpYPUUvUFjvYr4If8hnAmy2S4RO5v14H6XvPM3yuJkPJBSyrO+W2whBHTmSo?+NTxXiRyjFe1zBRRRQFFFFAUUUUDI4y8J9K8a+Hd34d6vj88K5s8qHUjLkV8btvo/aSrB8iMg7EiqAO0TwN1ZwJ4i3XQurYKmnobp5HkpPdSGjnkebJG6FDcHwOQcEED9G1c7ds/snWLtO8PVxozMaLq?+0trcs89wYC/FUZ1Q37tfgd+RWFDbmSqy4KAY0pcZ3lUo5GPH86caw3qGCI6iPpbSfqlfrj9X/CsHEHQeouHmpp?+ltT2uTbrhbn1sPsSEFK2nEndKh?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?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?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?/zxXSXZN7Nd47ROv0KuLTzOlLQtD15lpOOZOcpjtn/WLwd/upyo78oVH3Z07PGvO0PxAYgQYqmuXlVMmKbK49oiE4KlYwFLO4CQQVHYYAUoXQcLeF+kuEGi4GhtGwe4gwU7uLwXpDp?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?+KQJ9ihTSpUNQt0vf3Dsys7eW6DsPMHA2pmjLoviBrXh3eE33Q2qrpYZ6RyGRb5a2FqT+qrlI5k+hyPSuteF/tQOO+l/o0PW8OzaxhNDlcXIZ+iTFjww8yOQfNok?+dcPzk3O0P8Ac3GGtORlJGMnfw35VDpuDk56Vpu3wISpDLo5h1ScpUPik7is5otAm+2T4eWhtMe88HNQsziMkR57D7AHgQshCj8OUVEOvPaqjXSVxG7zqCwwV5Hc2yAhhRB6BToeU4dvJQB8qrrust65yHe8JUpIyn5f5/KkjqKs4wSlx44r2/idf4irFGfatdtbWGlyEhLzzjmO8WoAkAe6kAZzsSeuAztCvlnU0U/6wLR/sn/Cm7mlXTDvc6ggrJIw8B+O3860OmtO6q0xaLGI94nOJkBxZDSGVKJScYOQMdc+NJM/jhw6gy1RHbdeHFoVjIZbCT8yseHpWrplGgbp?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?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?+kj8azeVol+BAhWuExbrdFZixIraWWGGUBDbTaRhKUpGyQAAABsBWxTItvESG+B3jiT86cMTUtslAcr6QT4ZrIVqKxNyo7oy26g/OsmQehoPaKKKAooooCiiigK8KUq+0kGvaKDA5CiujDjCD8q0JOmLPJzzxEjPiBStRQM6dw2tEkHkbSM+Ypr3Xg9EcB5Y6FD0FSzRQc4XrgnCWFc0BB/cphXvgNbHM/0FI+Ca7IcjsujDjaT8RSbM05b5Q3bAPwoOB772eYS+bkipGc9U1HV+7PCU8xRCBA/Zqxq5cP2XUnu0JIppXThetwK5WAflQVmX3gMWio/QyMfs0wrvwWWyVYin+7VoN14NvyAr?+gg5/ZzTIvHZ7lyubkgYz6UFYN04VOtE/0c/3aatw4fOsk4jkfKrL7z2XL6/ktW7mHwpi3jsk6rd5uS1K/umgrpmaOdbJy0QfhSRI0660ThCq77ufY41u7zFFoXv8AsmmxP7FHEN37Flc/Cg4bdtkhs/ZOB6Vrll1GeZB/Cuz5fYb4mrzy2Z3H9k0kyOwjxWXkpsjv4Gg5D3zvRjJzXVjvYH4ur6WJzf8AZNYVdgLjMDlFidx4e6aDlnB60Gupk9gDjTnCrC7j4Gthr2e3GZ0gfoZQ+INBzdZNc6rsHKi3Xd7uU9GXT3jYHolWQPlToh8W2VkKvemIzjhPvSIbhYcPrkb?/AJip0Z9nLxke623HyNbjXs1uMa+sMD5GrtEOxeIujZZCP0xdYJI/97YQ+kfEkLP5+FKlnumil3D9IStXwpqwkpabcShhDYPU4IBzUuRvZncXFkd8wEj4GlqF7L3iK8QHnEp?+VX6oixUzTEtlSI10tWV+IfQoH5BWfwxSQ4iChX/t+n0DPVctW/y5v510PD9lbq9YHezE/hS9D9lLdzjv7gPkKv2OUn7lYowy7q7T7J8UtIS6ofi4f4UkXLVGhlM8tw1NNuSQcmNHYLaFemAlII+Kq7jg+yibGPpFyP50vwvZU6fQB9Ink/jU+hX1K4xW9CUtWqxSXEAAAyFJbCfLCU82fxFJrnEy8TSUrHctqI9yOCjH732vz3qzSH7LTRDeO/kFVL8L2ZHDdnHe4OPSpbaKxLPxInwc?/Rmi3zqK18iccyvEnzNPS0cYry0U7PVZPC9nJwpj4C4qVY9KXoXYE4TRQB+jkHHpUFelk443tspIQ/4bYNSFY+Pl8Ryjunz+6a7lh9ifhPFIItLe37Ipdh9k3hbDwEWVnb9mg5CsXaAu?+UhcV4/umpCsfHmevl5oz4PwNdJxezfw3jY5LMyP3aVI/A7QUb7FoZ2/ZoIXsnGuY4U4bfGfNJp82jjBOcwC26c+YqQY/CvSEb+rtbI/dFb7WhNOM/Yt7Yx5JoG9b+JqnwA5EVjzxS9E1nFkfaYWn5VvN6YszX2IbY+VbCLPAb+zHQPlQfLN6ivgcpI+IraRJaXulWRXymBGR9ltP4V9pjtp6JAoPsKSehBr6r5CEjoK9xQe0UUUBRRRQFFFFAUUUUBXhSk9QDXtFB8Fps9UD8K8Mdk/9Gn8KyUUGL6Kx4tI/CvDDjHqwg?/IVmooNcwIZ6xm/wC6K8/R0H/qrf8AdFbNFBrfo+F/1Vr+6KP0fB/6q1/cFbNFBr/o+F/1Zv8Auij6BD/6s3/dFbFFBg+gxP8Aq7f90V79Di/9XR/dFZqKDEI0dPRlH4V6GGR0aR/dFZKKD47pob92n8K97tv9RP4V9UUHzyJH3R+Fe8oHQCvaKDzA8qMDyr2ig8wK9oooCiiigKKKKAooooCiiigKKKKAooooCiiig?//Z" width="305px" alt="churned mrr"> This quantity represents extra month-to-month recurring income from your current customers. Expansion MRR is also referred to as an improve and may finish up from an upsell or cross-sell. Using the example above, if four customers upgrade their contracts from $50 to $100 monthly, the enlargement MRR can be $200. Upselling means providing prospects a higher-priced product or service, while cross-selling is offering customers associated products or services. Once they see how great and helpful it's, they will convert easier and your revenue will go up. Revenue and Finance Automation Grow your corporation with automated income and finance. Global Payments Accept payments on-line, in particular person, or via your platform. Note that every one figures used within the formula above have to be determined on a month-to-month foundation. Successful upgrades and cross-selling extra products show that current prospects are enthusiastic about your product and need extra. If your product expands its options, there’s the choice to cost it as an “add-on” or ultimately raise prices for the additional value. While MRR offers a short-term view of your revenue, it reveals the deeper, micro-level perception of income per thirty days and quarter. Subscriptions provide loads of room for flexible cost, whether or not they’re on a monthly, semi-annual, or annual payment schedule. If clients pay on a quarterly, annual, or semi-annual scale, you should ensure that the fee is unfold out to a monthly rate to ensure an accurate MRR. Looking again on the last few months, that’s a adverse trend. All different issues equal, if you’re capable of decrease your churn you need to begin to see some positive MRR development month over month. No matter how many new clients you purchase per month, except you’re capable of get your churn under management it’s a recipe for disaster. But when your churn price will get uncontrolled (like over 10%) it not only offsets the positive aspects from new clients, but it also makes it extraordinarily tough to create sustainable growth. With that knowledge, you can begin to construct a financial mannequin that forecasts how much revenue you’ll generate three, 6, or even 12 months out from now at your current tempo.

h2>Mrr Calculation Example</h2> MRR misplaced due to prospects canceling their subscriptions, representing the lack of income due to buyer attrition throughout that month. Reducing churn generates a cumulative impact, the customers who do not churn generate income repeatedly each month after that. Absolutely, custom enterprise deals depend towards your MRR, similar to regular buyer subscriptions. The payments are spread out over the deal’s period and contribute to your MRR.

ul> <li>First, though, you should calculate ARPA, which requires setting a defined time period in accordance with your billing choices.</li> <li>Alas, that doesn’t exist — but whilst you wait for some other enterprising startup to invent one, you'll be able to generate predictability round your monthly recurring income stream.</li> <li>Your SaaS enterprise lives and dies by consistentsubscription income.</li></ul> A month-to-month basis is about as small as you wish to go when using the information for company-direction sort of enterprise selections. 19% of our clients are on our lowest tier plan ($50/month), however that solely makes up for 6% of our MRR. Increasing the value of that lowest tier by just $25 might give us a major increase in MRR. Our new MRR jumped considerably, and was actually our highest of the year. You get to see exactly why your MRR went up or down in a given month. Also, if you’re reporting on MRR to greater ups, buyers or to your team, breaking down your internet new MRR can provide lots of extra context for the numbers. If https://etextpad.com/ ’re interested by the place your MRR stands compared to different corporations, you are able to do some benchmarking. Depending in your industry, stage of your organization, pricing, and different factors, $50K MRR might be good, dangerous, or just on-par with where you should be.

h3>What Are The Several Types Of Mrr?</h3> Banking-as-a-Service Embed monetary services in your platform or product. Hence, it’s important to get the proper MRR which is crucial to grow and make higher business selections. At the niche stage, it's a sapling that requires fixed nurturing.

div style="text-align:center"> <iframe width="560" height="312" src="https://www.youtube.com/embed/vcUiw-CQHCk" frameborder="0" alt="MRR" allowfullscreen></iframe></div> Here’s a Moving Average development line that smooths out the hills and valleys from a couple of months of knowledge. Looking at large portions of knowledge can generally be deceptive. Seeing a big drop on a single day can sound alarms in your head, however the necessary thing just isn't one-off occasions. Yet, the bigger point right here is that monthly recurring income, particularly on the highest level, is purely your precise subscription value and your variety of prospects. Keep in mind that each one of this commentary is referring to months that have already occurred. When you’re cooking with fuel, you’ll need an update day by day monitoring your MRR, which turns into extra of an issue when you’re caring in regards to the MRR breakdown . MRR excludes one-time or adjustable charges, in addition to one-time product sales. Committed month-to-month recurring income is a key metric for subscription companies that mixes recognized, monthly recurring income with new bookings churn and contraction and charges. Improving MRR begins with understanding the “why” behind the numbers.

h2>Upsell Your Existing Prospects</h2> The reality is, you’re decreasing the value and the revenue from that customer is an actual and tangible method that you actually want to absorb to consideration when calculating MRR. You aren’t helping anybody by artificially inflating your MRR figure with clients whomightstart paying you. If a payment doesn’t automatically recur in perpetuity until a customer decides to cease the service, then it shouldn’t be included in your MRR determine. On high of that, it’s very costly to assist all of those free customers. Since our expansion MRR was lower than regular, our revenue from new customers helped us cover the losses from churn and contraction. Had we not broken down this MRR by type, all we’d see is “Yay! ” We’d miss out on the fact that we churned over $4,500 in revenue…which is something that needs to be worked on. And if you need to dig even deeper, we also offer you a graph of your monthly growth, which exhibits your web gains and losses in MRR each month with actual numbers. Apart from this, the company’s development is at around 10%, and trends over time will inform the corporate whether its MRR churn price and its new account subscription rate are going up or down. For each B2B and B2C companies, consumer retention outcomes from lowering the churn price, i.e. sturdy growth in new customer acquisitions with restricted customer attrition. The business mannequin of SaaS corporations relies on month-to-month subscriptions, in which prospects pay a predetermined quantity each month, for so long as they remain a buyer. To calculate MRR, multiply the whole number of paying prospects by the average income per consumer per 30 days.


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Last-modified: 2024-04-25 (木) 20:30:57 (9d)