By looking at the total MRR, they can make extra accurate sales forecasts and projections. MRR misplaced due to clients canceling their subscriptions, representing the lack of income due to customer attrition throughout that month. The annualized revenue for active contracts in a given interval based mostly on closed-won date and contract end date. The complete quantity of annual revenue for contracts of at least one 12 months in size lively at the end of a given interval. Considering the various varieties of MRR, you'll find a way to segment MRR into their particular person sorts and calculate each. But MRR turns into much more highly effective through a few other MRR formulas and calculations that may forecast and push insights even deeper. By tracking MRR, sales groups can establish developments in customer acquisition and retention. You can even analyze the performance of various pricing tiers and assess the general health of your sales funnel. Soon, you’ll be in your approach to optimizing sales methods and maximizing recurring revenue. Products which may be priced with monthly subscription plans are low sufficient of a danger that many shoppers strive them out. Even in the event that they finally churn, they nonetheless typically provide priceless product feedback to the company. Monthly recurring revenue measures how a lot predictable income a subscription business expects to earn in a month. The right metrics inform how well a business is doing and supply actionable insights for progress. MRR is considered one of these essential metrics for any subscription enterprise. It’s key to getting a real-time financial image of your business and making workable plans for growth. Of course, an replace may imply increasing costs, which means higher money move, decrease CAC payback intervals, and a quicker path towards profitability. If you provide free trials, maintain the trial period quick to help convert trial users to paying, dedicated clients. Information around reductions, downgrades, and upsells could exist in separate methods or rely on manual updates to make sure proper billing.

ul> <li>A common monthly income calculation doesn’t contemplate annual subscriptions and subscription plan changes, so it gives a misleading impression of your business’s financial well being.</li> <li>For early-stage SaaS firms, the SaaS quick ratiomeasures your MRR development against your MRR losses .</li> <li>There’s no point to putting more individuals through the funnel in the event that they don’t convert anyway.</li> <li>Sadly, 500 Bossy Biz prospects (who beforehand paid a mean of $15 a month, let’s say) just went out the door completely and canceled their accounts.</li> <li>MRR measures the recurring income introduced in each month, whereas ARR measures the recurring revenue generated over the course of a full year.</li></ul> If MRR is annualized, then the ensuing figure is annual recurring revenue . It is necessary to ensure that solely “recurring” revenue is used, instead of total revenue, which might embody one-time fees. Calculating MRR supplies a extra detailed understanding of the stability of a company’s future income and user trajectory and helps form forecasts. Without a gentle income stream, it’s difficult to run a profitable enterprise. MRR tells enterprise leaders how a lot money is coming in every month that can be reinvested. Just as reps can look at their particular person efficiency, sales managers and leaders can look at the large picture and see how the staff is doing as an entire.

h2>Quick Tips About Growing Mrr</h2> For instance, for example you've 10 prospects, they usually pay you $50 per 30 days. To calculate MRR, multiply the entire variety of paying clients by the common income per user per 30 days. For example, if an organization has a hundred clients paying $100 per thirty days, their MRR would be $10,000. MRR offers an average quantity for a company’s recurring month-to-month income. It is usually utilized by Software-as-a-Service corporations that generate revenues utilizing a subscription-based mannequin.

div style="text-align:center"> <iframe width="560" height="314" src="https://www.youtube.com/embed/OB-HK43NjN4" frameborder="0" alt="MRR" allowfullscreen></iframe></div> Subscriptions provide loads of room for flexible payment, whether or not they’re on a monthly, semi-annual, or annual cost schedule. If clients pay on a quarterly, annual, or semi-annual scale, you must be sure that the cost is unfold out to a monthly fee to ensure an accurate MRR. In February, one hundred current customers decide to downgrade from the premium plan to the basic one. Let’s say https://atavi.com/share/wm6gncz10vbos loses a mean of $10 per customer due to downgrades. With MRR you'll find a way to assess the current monetary well being of the business and project the long run earnings based on the lively subscriptions.

h3>Month-to-month Recurring Revenue (mrr)</h3> Using the month-to-month churn price assumption of 2.0% and the brand new buyer acquisition fee of 4.0%, the ending number of lively accounts can be calculated for each month. Suppose we’re projecting the monthly recurring income of an SaaS firm with 1,000 energetic accounts initially of January 2023. Diversifying income streams is a strong method to enhance MRR and build additional resiliency into the enterprise. Access and obtain collection of free Templates to assist energy your productivity and performance. The Structured Query Language includes several different information types that permit it to retailer various kinds of data... The three MRR elements above allow us to calculate the Net New MRR. The web new MRR indicates the sources of MRR that cause a rise or lower relative to the earlier period. A rookie mistake is to add your customers on a trial interval to your MRR calculations. Sure, most of us love to see somebody subscribing to try your product. The subsequent step is to figure out the common revenue per account , which is the month-to-month billing quantity per customer. From January to April 2023 (or Q1-2023), the ending variety of lively accounts – the number of monetizable customers – will increase from 1,020 to 1,082. A greater percentage of recurring revenue enables companies to raise capital more easily and at more favorable phrases from institutional venture capital and progress equity companies. Unlike subscription-based funds, one-time payments are not recurring and shouldn't be included within the MRR calculation. To construct that attraction, marketing needs to know what attracts their customers to ensure as close of a product/market fit as potential. Churn MRR may show what channels are bringing in unsuccessful clients, which prompts advertising to give attention to completely different channels. But corporations that solely provide annual or multi-year contracts are probably to gravitate towards discussing ARR as the primary KPI.

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voZQsbHfNedLbPQg8Id7cvLuPCiqAtOOuMdaBhcYlsbVLmPpabT1UT9w8TQxqDXNwujLjcdxVvtyUkrJPK4tI6lR+yPKnCDm8E8k1DZJGpOKltsPPBtCBcLgnYhKsNNn9ZX7hUTX3VszUl1bRqC9JkSzuzFCglCO/2UfvOTUP6z4rusNOQdKMBtAylUtwYz?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?/S336VyUfaVvvnGa6OKAc5ldRgik7/MlRUkdRUoZqMBRIUfnXpV51oVDNaqVvgVdE2bKVnupNJR2yChf1D9bz8q6k5rUnYjHWmB62kJGM16o7YyelapIFYo52oEfPniTzp13fAtOFCa5kD30Cam1hZ9IwFTrpIAODyNA+0s+X+/zO1FHpaaus/DjiNfEJfD8qQ4Hm2QQSFKTnfHdVNL/qC66muK7pdn1LWo5SjPsoHlXF8f1Ozr+Soqia7RrRjWDL15lLWgMPdklpeAlrIBBAyeoPXr+FLbpG+kLa+wFgBxAyeXmHLkE7d+2dqifhrOb9flWV1XK3cmikZ/pUjKT8sijnRF8dW9IsNxXl?+KohJPUprqg11OWVt2R/q23Qo2oLrCloi3CRGUHWVxx2CHGF8qkPtoSMBJTty42yPDcVkTQE8qcIQdwhGd?/eTuaM+OVnlxGIV2tjJQ5AW4tuQgkKDSjkteGEqKlDycI6Cobk6kclRgkgof6KUnor+FROKTstNtG2pnAtaF5GRtgHOK80rrO/aPnpn2WapvB9tpW7bg8FJ/3NNCkyJXMtKFKCd1EDpXNxP2gMD99SH8FsuHvFWwa8jCPzJh3NKfysVxX1vNB+0PvpFr?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?/wBWgB8i8UuIcYjstWzzj?+kWF/7QNPcLjxxLikB26xpYHc/ER+KAk0EFpwdYI+RrA2gfXiKHuJpqTWmKkS3bfSW1E1y/S2mbfJHeY7q2T/rc9F1q9I3R0vCLpbrnb1Hqrs0vNj4pPN/q1XcIj?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?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?/m6LlHBKFrHXtkd4zn2huPA0NSYcqzS+xloGCOZK0HmQtPcpKhsRQ1QrsmrhPxecszjOnNUPlUFZCI8pZ3ZPcFH9Hz7qsE04hxAcbWFJUMgg5BHiKpGwpt5AwQQal/g/xScs7rOk9RSSqEshEOQs/mT3IUf0T3Hu93TSE6wyZL0WB+FO2kdV37Q2qLfrHSkz1W7W1fM0o/UcQfrNOD7SFDYj4jemUODIxvmt0p5TzGtmk8Ep0W0/ygt4/6rFf+PH8Kyqm84/SrKz?+NF/I/R9U5HQhJwOlN7/NygEpO+4FOEvJB32x0ptkHKcjYVMRMSqVuTWufCubiu7rmsC8DcirJbo6FeDjrUXekNx709wE0JI1Hcltu3J5Km7bCJ9p93GxI68o7z8KMdZazsegdMXDVupJiY8C3tKdcUo4z4JHiSdq?+OvpE8dL/AMdtfytS3J1SILai1b4ufZZZB228T1NKUuokuzBHX/EDUfErVs?/Weq5zku4XB0uLWs7JHckDuAGAANhih4rIVjmB27q5kd9KLdDVOf7PmCEJHM44eiEjqTWDNRTEYQpKpMhRSy39ZXj5DzrshpdwdS88js20bNNDokePv86ULZTLLaWkFuK1s0kjc/rK8zSnAQQ2ju600vImzVxpsNqRjblIxUVzGPV5brLifaCyAke?+jbU2pEwEmDCIVJWME/of30FntGkKkKSpayfaWdwD/GnJ2CFumL7N0lqCJeo+QuOsFac?/XQeqfiKt?/Fk27VVgRKaUHYs9nIx4EVSkczivaVue?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?/QT5+JrTEAWTjqzVc2ZOelSZIeuL45VrT9WOjubR4Y/33oPJJOSdzWHJOSck99dosZUlzlGyR9Y+FZlaNoUUyF5UDyDr508pQBhIGw6V420hlAbQMAV1QPCgR4ECtwK9Ce+tiEpSVqOABk0AbMCbMksWSCpZenuJZSgd/McUR8R5cePOh6QtywYliYEfY7LeIytXz?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?/Stx9Sffjy2HUJejTIy+dmSyr6riDscHwIBB2IBpXNuzmsNSLedZW9DiEpiRh9tWcJz45PXy2qSbBo?+fqMN6P1JcJbpadE56M2vDMPIwEpHQLIwD4CnXbCC1sBeHXDmdrKZ6xIK2LWwr8s9jBX+onz8+6pwutysWg7Cg9kliKwOzjx0fXdV3AeJPeafH4EHTVmUGGUx4UBkqCE7AJSMk++qx6713cL1cHJclz8uMoZaByiMg9w/W8T/dTf7f5EvqNdda5n3ie5JfcHrKwUoQk?+zGR+iP1vE0CEkkqUck7kmsU4paipRJJOSSeta5PjWeytG7Tbj7gabTlSjjFPbMdMZoNo?+J8TSGLEmNtJkRxhSwd?/1a7B67tjKm+ce6gGLkjPdW6R8KQC6voOH4XyGK7tXeCs4WVtnzFAhaAaRXNa1BuDHSVOyFBISOpycAfE0sQ9HWguNyEEDc70/wDCCxov2rnL/cABAsyDKcUrpkZ5R92fhTSt0Ghy18hvSumLHw9ikc7LYnXDH2nl9Afdk/dQFKyzbT3GSeXPghPX78CnTUl1f1JqOZdHDlc18lI/RTnCR8BimS7vJXMLDSstsgNJx346/fmm94H4ErLPrL7cdtPKlSgMeVGTKOzCUoyOUbUP6fiqVIW+tP1Byj3miRA3qWA4RpCXCA7gOdAo9FeR/jW8q3NS2lNrSUkfNB8RSJvrTlDkdG3D02SrHTyPlQBHt8s7tsknKMJO+3QjxHl?+B+FO+mNBzdY2a5yrMSudbAl0x+95s5zy+Yx8c0X3WysXeIqO6kJPVCsZ5FePupd6P6pFm1pcbFKWlpbsfIQT+c5Tty+OxJ91VGmweiLLPNXFeMKSCn2sAK2KVeBo?/wBGamf0hfo94aKlRyQ3LbH22j1OPEdR/fT9x74XpiqVraxR8IWczm0Dor+kA/Go5sFwExjsnT+UR7KvMeNEk4sFktR/jB0d/wDMUL/8orKrR9Gxf0E/Ksp/JIXU/QbcHUsoW4vZKU5OfKq?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?+AHQVxJpgNTMiVZ7k3LiOFt2O4HG1DyORVv8AQmqI2r9MxLy0oBxaOV5IP1XBsRVRrmzzoDyeqdj7qkPgJrQ2HUJsE53EO6EJRk7Ie+z8+nvxVwlTJl7DrXvDVu6/SMK2tcsvs13K1pSB+UIGZEfzJA7RA8lAdagdlZ3bUMKTtvVx7nDefbbfhudlMhupkxHe9DqDlJ93cfImoN49aGi2qfB4h6bhhiy6m51qYT0hTUHEiOfABXtJ/VUMdKc4gtWRaSOla1sFBQBSetehBJwBk?+ArMo47noM1ty7b9fAda7LbS3s4sD9VPWtosWbcH0RLfEcddcOENtIK1qPkBQFDdcWMs9pygFJ7zuabAcHNTRZ/R31xdbc9PujTVrbSypaUSCVPLwNhyDp8SPdUMFOAFZzmkhhbwtklrW8FHc8l5oj3tKqZLa1m0BCc+yhTfnjcVB3D11LWtrIpRwFTW2/7R5f31NNsmJRZ0KUnmJU5kZGRhRGfdWkRAvwNtbEjU0d99sHsUvOcp?/SSnIJ+NSlwqdcnXjUVxd3WqTy58snAoK4Ow1w9QzUOIKFNQpDhHhlQx9xo44LozDvEj?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?+BPyJqx?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?+NaGtlHG1aHpQI8PdvXhx3HetsVrjwHWgDzG+NzSyHazNQtTqw2wB7biug93nXW12tyY5koWpA6hCSVK8gBXLUE2dEUiK9AdYZxlpB9kKHjnvoSxYX4B55CmXVNoJVyqwCNs+BqV39SO654eWuNJkgSbTJDUnm+0gjCF+7urOBkvSS7w67e47abgRyR3HVDs0A92D3ncZ9w7684qaMuGiLg7d7O2tu0ylFTK2faS0tW5QoeBPTO1WlhtE3mmdVS4On4rmmJGXGLoylL6mVg8w5gUlQ7gDv3HagHU2lZNoc7VpQkRl7oeRuMd?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?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?+Ecv/oJf9qsq/wB/wOuBH/y41/bFZW3ePsnoisF84kSrPw71DADqu0kRi00Sr9JQB2923xqtA7QoTEZzlQHMc9BUk8R5Km7GmP8AakyUIIHgMqP3gUEIbQ0ntFYyoCso?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?+jSXJLqnW71FIZnMqIx9fHKofqqGPOot1XwRltLdufDu8DUUDdxLDaOSa0n9ZnJ5ve2VDvOKTSehpNAHcLEgkrYy051x9k/wrvaNSzLW6iNdO0wjZt0fWR/EVrFvLrBMS7sqUEnlKse2nHiO/8aXvW2PcGOeOtD7R2GD0Ph5H34+NT+R/gK4U1icpEluQhDyxstJwhwfuPlSDUelFPrbnw2xFmtEKSUDCFq648jQkwi6WJanImXo?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?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?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?+iK60Y8xRCE42Cieg36Z8DkVIHD/hzbbnOvLWpLZIiS4wQ0hSQplxtRzk4JxnGNiCKCV6os2qYDcC5sMR5SFcyJKkAOeYLgxzD9rPvqbrfeeGOnrHphOnbk?+iQ/GTFu7UhfMRKz+dT4IOR99VBRuwdtC6waPtGmIbse1h1xySodrIeOXHMdBt0A8Ka9bS3pc2FoG0vdmuYkvT3UdW446j3qO1GzC4sn2o8ht0J+0hQVj5UBaRbRctW6qvbpKltyEQmx+ilA3+ZrZqsEL2F9nYi2yGzAhx0MsspCEJT4CnFTgKTimsrLLjaQklTisADuHjXsuW4xMjRmQXC+dwdkoQn66ifiAB4kUij24vhiK45nHKkq+QqqtwfclTpD5dJ7V5a+niomrC6inShYble?/bWypspjMc3IS2OqycdT3eWPGoRYt8RDDd0da7RuQpxpmMFkqLnQcx2wBnOfKomNaGhDT6yMOkAeVSU1rG36n0PadDXG0RUzoTrkVF0bTyuvsue0yHfHsnQQlR35XlDoBQK41CYkeptLLpThDqwvCefvx5Dxp309Y5FyXcX4CuZVrbRLeUtwABAdQBjPUkqFQruh1gGpk+4NulpSM8h5TmiS9Gfoaw2rUUdaOe8R+iCQQDvgnvHTby+TDqJ5lF5ueXm2Wm5bwBO+fbOABTlqzXOkdQaa0/bVRJ7ztobS28lOG0LGMH2jnHTwoj5EwRjsao11dBFhsPTH1nPKkYQ2PEnokeZo1tLegOHSkuXB5vUN9T9ZLO8SKrzX9sjy+YoSu?+vJkqEbPZordoth+tGjbFzzcX9ZZ9+3lQ0pxaxhSjjwp2kKmw11NxT1DfZSXEz1tNskllDaQlDXgUJ6JI8d1edB8mW7KWHHlrWoAJ5lqySAMDfyAA9wrhWUm29lJUdY8mRFdS9FfcZcScpWhRBB94o+09xy1/YUoYduCLnHR/NTUc5x+2MK++o8rbmoTa0FWWLsHpC6RugSxqK2SbS8di63+XZ95xhQ+R99PF90fpDiZGTOst8ivPoT7D0dxKlAeC09fwNVaz312izJcJ5MiHKdYdScpW2spUPiKvv4YurJQvfDzXGkH1SYrDrjSDs9EJO3mOop90b6RfErRakMfSa5cdvALEj2hgdwB6fDB86ENPcdddWQIZmSm7rHTsUSk5Vj9sb/ADzReniTwq1ukM6rsDlrlL6yEDmGfHmTv8xSai9BbWyftDemFpG78kbVVvctrysAus?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?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?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?/RabKj8hV79Kejjwp0y2hQ04i5PowS9cD2xJ8eU+wPgKkaDZLPb2ktQbVFYbTsEtspSB8hU2V1Z82xo7VhTz?/yYu/L4+pOY/wBmm+Vb5sFfZzIb7Cv0XWyg/fX1MiRmFAAsowMfZFd7hYLJcIqmZ9ohyEL+slxlKgfmKLCmfKUjBr3fxr6OXz0cuDepUrM3REKO6dy5D5o6gfH8mRn41GuofQU0jO5nNMawuVuUrdKJLKZLY8tuVX3mixdWUzhzp0B0PwZbsdwHIU2spP3UeWTjdrC3Npi3RTF3igYLcpAJI/a60e6p9CnjBYwt6xi16gZTuBEkdk7jzQ7yjPkFGof1FoHWuknzG1LpW6WxYOB6zFWhKv2VEYV8DVKVaBr2HydTcJdWnFytsnT0xfV1n22s+JH91eyOGU59kzdIXqFfGAOYBh0B0DzTUSKaWk4Ukj313hT51udD8CY9HcSchTaykg?/Cnd7FolTSvEvipwnuaJVgv93sklpQUAlxaASPLoatzwi/wrPFHTPYwOJFpi6liJwlT35qQB3nmGxPvqk1t4x6mZZEO/sQ77F6Fuc0FKx5LG/40vRduFWpSA4idpeUr7QHrEbPw9oD4UqXgds?+oP8Alb+Ef/V/e/8Axbf/AKayvmJ/IvSX/WlZP7Kqyjqx9kHt1ZV/KKasL5C5Fjq5sZykpxj4gEV3L0Vh9uRGSoOIWHGgN+U+Yp5kWJFxVDuIf7PtIrbS9s5AGQfvNKGbFAZX7CVr9+2fea0StWRY1znzqePLi3Gwx5y3mC20vmU12LuRh0EHqMEb7b0g09wlstuWJ18IuDiPaShw5aQfcfre84HlTvfdZ6b0o1yvvNKeR0abIwD5nu/God1hxku16K40BRZY6YTsMfiaHJLYqbJe1HxL07phhTUd1t51scoShQCU+Wf3CoU1dxZvWoFqaaeUlnOyeiB7k958zn4UDypkmYvtZLq1q8z0rhUSk5FKNHV+S9JcL0h1bjiuqlnJNc8k0riWuVLwpLZSg/aVsKd49mjR8Fz8orz6VNjoZGYUmR+bQceJ6U4x7KgKAfWVEkDA2FOpASnlSBjwrmpR5sDr0HxpWKgi0Dp+PdtQN8rCUxY+HFgDqB0z7zU2hSc4SRgUG8ObSm3WL1paMOy1c3uQNh+80VJPtZHdXLyTuR0ccaQ7xV5b2VSxDg6E5pvhHDZ8aU8+MEe6hFCsOedYVhJwKS8xHfWdrvg0wFJc2yBXRK8DbqaR9qO/oK1VdIDIK3ZbScdfaz?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?/AD6Ej1mOR+2jIqEXosiO4pp9pba0nBSpJBB8DX6dFtIebU06hK0LBCkqGQR4EVB/Fr0LfRy4xtvOan4dQIs90H/P7akRXgfHKMA/EU7QNI/Ptg+FZX2M/wAkNwB/+a9Sf20VlPHsVFNbOvtbRFJGSkKQc92FH92KY9RJ1Reol3Rp8pYhWZtKpjwcSHFc36KSQopGRkgd+9Oumjz29xrbLbufmB/A03dq/brvfG0BBEhlp7C2woKH1SMEe6t+Nd4pNmbw7IrvmjLPcLMzJl6sYhzAfbLkcutHv5lrbcWtIxthLXv8aix5oMvraLiHUoJAWgkpV5jODj3jNSPxBgyvpFx1lJbSpPKUjYH4UB25MWVc2W7otaWCoBwtpGQPIVnJFCDqdqc9Psx3rm0062HAQdldM1l4jxI8yRGt6iuO2scizkEjFaWJfZXeMrplfL8xioawNMLpaQkpSAAB3AUjUN6cJqCVgJBJPcBXsXT96uBCYVplPeaGiahZGNShXtriLuNyZiNjJdcCR8TijGFwl1nOAzCRGSe95wJ+7rRnozg/L0/P+k7jcojziW1oQhLalBKlJKebfG4ycedaKEq0K0nkc46ERmG47YwhpIQkDuAGK7NnAznFPrOlIeB6xKku+ICghP3DP30tasNkZx?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?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?+h7AFK2gMjB2I3r53sekxxTikBOoXfglA/8tOUf0r+K7Ix9NrVjuUlB/wDLS2Oz6ENJAzRpwlJRr2043PrCRXzXj?+mFxWa6zGF/tMoP/loi0v6dfFnTF3jXmLGtb70ZQWhL8fKcjx5Sk/fUzg3oakkfckYJ3yKz3knwr5Itf4Wzjy0CHtL6QcI//iPY+YepY1/hdeMgA7fQukl/ssyB/wD7aqhYPrFt51rkV8rGf8L1xMH+kcOdOK/ZU8PxWaWt?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?+yCPjVltVXH1C0XOf/AEEZZH9mrgvZLZEfEhwx?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?/MOn416bzbsY9Wc/tUzLjPNn2mzitCM7UitjybzA7oqx/WrwXiHkYYWB76ZiDTnpsWkXyD9PBwQFPJD5R9ZKM7qA78UBQp+kIn9EayrBfyI4I/9NQ//ABQ/jWVp8b9omxbKYUEDOUkY6HvFNWvJV2mWy3RYMwR2ZBUiQrm5ckD6pPcKIprYIIJyFfjTK9HF1tsu2LH5UDtm/EEdax43Tocl5AByNKiNJjOMWuQ0gYTktqVj9rZR+dcfo2E+AJOlmiFdFsrWCfd7Sh91FkLT7c+zSJ7qG3PVle2n7Se4g/799NNujQpLTkGI4I1waPaR3Uqxz/qHxya2lBLQk72RnriyMWW6CLHTyktpcWBvy8wyAT44NDSQoqCUpJJPQDepWfs9uTIlQJzfLEuAElvI/MudFY8MKzt4EUi03plq1TLk080l2ZFaTJaX1BZzgkfHG/nU1kdgK1Ybw8pKUW94FYUpJUnlBAxnGfePnXdvTFwVu6ppvyKs/hUgOzjMTzpHMuEfWM95aPsuj4DlV/UpDLZ7N1aR0zt7qzm3F0NZBJGnwh9DbskkLO/KnGKuZo?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?/pLQ1zbCQVst9ujyUnf8M0JsHFEA8IJFxv2vo8+bb1R2ocN1aM53OyT96x8qkniK6s6aehtfnLjIbiIx386wPwzTDwbhhDk2asYKI6EJPmpRJ/2U0RXtLdx1ho+yvAlpy5CW/5NtDJJ8hmtotuNkVkgjjxNTI4n3eI0r8nawxbUjuSWGUNqA/rpV86jsnwNPepru9qHUF1vsgDtbjMelr?/AGnFlR+80fejrw5t+v8AWqzeo/bW21MiQ82fquLJwhCvI4UfhUzavA0Rxb9N6guwBtllmys9OyYUrPyFEMPg3xTn47DQd55T0UuIpKfmRV/4USJCjtxIUZqOw2AlDTSAlKR4ADYUrSMHHdWdl0UUhejPxkm4KdKhoHvelNI+4qzT5D9EPixJIDv0RGz/AEkvOP7INXVSnGSOoru2khWTRY6KgQ/Qp126R67qqxsjv7PtVn70CnyH6DkpzBncRGmvHs7cV/i4KtUnKiBtjFd0pO4osKK2W/0GNOEgTde3B3/u4SG/xWqiSJ6CnC8I5pepNRukfoOso?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?+devNB9hxjmx2iCgkd2RimfT1yDOvoKl?+ybnbnI6056LThxHx9l4fGungeTHlHniVDErSzjvKCYrqHs?+AB3+6qvaigIhXqXGScJQ4ce471bzUEQTrJcIah?+cYWB78VVPWzZbuqJCv/ANwwhfxxg/eK6JpbMEFno+6bsmp+Jtqtt7U2IjaH5Kw50UptpSk?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?/wARE8OdH3L1jTel3VJT2K+ZFwnDKVv5G3Zo3Qg9CedW4KTXTFXkxbIG19rW/wDE3Wt21pqN9TlwvMhUh72shlvPsNJ8kpwkfE008mAEIRhI6CusZgNJyrcncnxP8K6uqS2nuOdgAN61ryyRLyHwrK7erzv6BXyrKLQB7OZ9vGAcY+O2DQ9OZBjkNJIGckGiuawVKyBvnGc?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?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?/07X/qHdTxHeYDYeiLC2HN0kd3lTfYYRdnJDaeU82wFPOs9G3nSwavMJs+pyxzrRj2M958vOuvg5MUzGcL0cJRYksKaeQFIWMEEbEVCHEvQSobq7nbG+ds7qSOoqQLlqKQhtSW2FIUk4yDkU3KQqYgyJE5eVp8dgPAitOSSePJEYtZZXtfMlRBB+NHnCfi9feGFwf8AVT6xbZyeWRGUfZCvsuJ8FD7xkeBGat0eha1zbakE9VoT+IoDdacZWUOJIIrmaNkSXqS+TdYXpy9vvhxcjBHJskDuxThpzTsuRebZEkMLS1LdHMopzhA6nyoK0BqC3Wu9Ro+oec2xbgDhSMlvfr7vGrRTdOw5zkadpZDT7LscKQ62coSnuOaxkmWmR1JZ9VmPRgcBpwoHng11ZXjAFe31lyNepjLo9pDqgd64s7DPWsqNVocWFkq64zS9CgMcxFNkcqKs04snI3Apr+RMUNOhXsnalTB22NIUtEb?+6lzWRsBVIlsVJzt30H8X7Z9JaHlOIRzLhrRIHwOFf6qjRegEjNeXS3t3S1y7e5uiUwtpW36SSKpbJeUDXAK7C4aIVb1qyu3yFI9yVe0n7+akXG6DzpZfCQfWYbzJ270YWPwNDno9T3LdqK7adkHlU43zcp/TbVg?/dmpE4qwg/YGZKukaUjnPghWUq/GuuLuJh5KuRl9nIbWknmSsHPhvV5rmtcmUzNCzyyo0eQCP12kn99UaksrizHWFjCmlqSfgau1bnxL01pqZ1D9kh596Ucp/2awndGkRU0ogcpHxpQ3099J0EDauyFeXfUI0FLaxkfKgq?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?/zjnirvwdz37VUnWBBPwq0JK1FeEam1GwApACo0YjKY7fcT5nu+dTrJkIgsnl2CBgCkVhtLFhtaYzait0+064eq1d5NMerr0IsVft4ODjeoSHoX/yiV4/dWVDv8rJX9Mn51lVgLDy4qUxkqyEqVjfpg5NNcsKUgKVjBA76UXK4FN4Ra+0SpakcxQdjj9IfdXj4C2CCnBKtq5CwZlNDtCcfWpA4jDgBGeanuWz3qG9IVMZWCd8bUxhNoO1mTd2UhOQVAnarHuabt1+trdjuDIUy7yo6bpJ2yKhvhbbgqch5SSnHfU6Wd9IuMZClgDmJ8ztXRxKlZLKtcXeEFx0Fc3m1NKXEeClR5CU+yR4Hy8R1HuqH1tvthSFcwH2gKvLxu1dpS3aUfRqB5p+Q+gBiKFAuFYzgoHUbnBPTHXwqoEqI3eWi/GaDEsJy5HzkgeKfEeXd?+NypuvJnQJBISfZFDOotJx7kC9GAbdOSQB3/AO/dRa/HcaUUuo5SPvpMpPL51m8ARE5aXW3jDfT2MgfVB2SseR8aP+FnF+/cNpP0TdEPSbO4rC2VfWZJ6qR/Cld5skW8Ry24kJX1Q4Buk0OFtcNYt2pWRjOGZQGyh4E91S6HdEp3e827UF1kXa0ykyI0lQWlafMDIPnXJrKQCdxneo9iwLjYHvXLDICgd1x1n8m6Pf3HzontutbPLbKHw9HkpBLkdbZK0nywNx51jKFM1jLwE7PKFZzTiypBTnORimOBdbbLBLb4TgZUlfsEfOnBq6WgENi5RQrwLqc?/jSSKbseWsEez0pQ2kbZFN0SVHICxIb5VDIIWMGlwmRwPrD3iqJFzKQDjJpS2MEJO9IWpjCtwvceVKEzYuAe2Rn30CIWbP8kOOaVY7NiXJGfNDo3+/NTTriCqfpW6xQnJ9XUse9PtD8KhvjiwiNfLTqKItKlAcqiD0KFAp/fU4QJLV4srEpJ525cZKifEKTv++uridqjGSplTdRNIF5fKzhMgJkA+BWkKP3k1bTQr/rHC/R8lRyVQXGc/sPLA/Gq5/QjMu?+s22a3zBLT0dfjztOZ/2SKsrpe1s23hdYIzSyWojz7SFHwUrm?/HNZcj8Fxj5HFs79eldgoBPlSNCgoA52rdeeXCVjA3FZos7B4OkJ3AHfQfYE8716uG5D81SAf2NqKAtcaOta8H2SfdtQ1YSEWFt07GQ44+r3lR/hWvFl2RyaIh11INw1pdFpX7MZEeGn3qUkqHyC6Szrb69IixWE8ynXkoAHfk4pOp36Qucy5qORKubrgz4ISQPvX91FOgGPpDW9tjFPMlpwvn+oCr8RXSpKPGzOrkix9sS1FhR4TQ9iO0hpPuSMD8KcG1bg7eFNUUkErUOvQGlqHiAM99cR0C5Dmw3xk13bWoH61N6XMFO/zrshwcnWiwHJt09M9aVocOQrPQ01tuDAOaUtv8hzjfp1pAO7Ukdc7eFLGXidyTimNL4KkqOP4UrRLSBgkJx35obHQQxH083htTx6/FhxFS5b7bLDSStxxaglKUjqST0FRZqvilpXQkXt7xPK5Tg/zeCwOeQ8f1UjoP1jgedQRrTiFrLiW52V6eVbLKDlu1MLPtjuLyx9c+XQU4xctEt0SFxV9I2deVv6X4WOltk5bk3rl2x3hkHr+18qh2325iAFuFS3X3lFbz7h5nHFHqVE7k0oZaajoDTLaUITsAnoKxaskDffYAdSa6YxUTNts2U4OXbAHjTfcrs3CQlIbU/IeISzGR9d0np7hWq7hKmTvomyRhMmj65z+RjDvU4rpkeHQd/hSqBAZtcjsLUo3S+SzyuTCM4PeG/wBFI/S+VF3oBJDtM5u4NOzG0TdQP7R44HM1BT4kdCofdU4aC0mxpiGX5Si/cJHtvvK3USeu9NuiNFs6fa9cl4enve046e7yFFj8kNpznpUMaFU6ehhtRKtsVDHEPUa5MgW+MoqcdPKkDqSaJ9Y6pRBiODtNwD31EUe4LfeevMhX5VwqRH5t+UfaX8BQgYv?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?/1kirE68shsnD1EW3JLXqLza8JHTJIP41BetcWzXtmu?/RK0trUfEsPJcP+rkVaPWkIztKXVITkqYKk+8bitHFdWwTeEV3av8AdELSEyVHuIUkYp0GqLototBuORsSrkwr4b01IaClHmSMiuiEAkq5cd2BXPSKyLZ2ppgiPtuMtcqmikKwQQcdete3ZwWrSK3PqGPAJ9yuT+NN8+KHIqGCTzPvNtJ95UK48WZ/qekpyU4BeCWU/E/3Vrxqk2TLaRF94iKs2m9KPtlRduUN+Y4DkY5pLiB9yAfjRbwxmJt93XdfVw6sMcg5lYCSojf5A0Hap1JHu+o41lK0pbtMONbmEpPskNNJSoj9pQUo+ZNSBpC0KZt63UIJLygB5gf+5qpS+igSzZJK9bhLZWi3Y7h+W2J+VcVcQVDP/FuRnY9p3ee3jTD2PIhKC0SO+tUxms5U2rFYUi7YTtcQ2iUqVbnsdDhQ6eVLf8Y1sSCDDmYweU8qev8AaoK9UbTs2ogHx7q09VG6Q4kY7yetKkOw?+j8RLSWgXW5CHNhyhAOfvpVF4h2NyS826qS22gAtuFokOeOANxjzqKLlebLZwPXrg1zkYDaDzLPwFND2o51wQW7OkRUkfnXN1eeE01Cw7E4vcU9HwkOOT7uY6U4KStpXteQAFAupOMd9vSlw9IMGDFO30hIR7ah4toPT3n5VH7NrYS4JMpa5cjr2jpzj3DoKX5I28a0XGvJPZs0ZhIRIdnPuuSpr?+7sp9ZW6s+ZP4Uq5t+6uPOUgqVsEjKiTgAeJPdTS7fHZbi4tijGa6j67v1WWvNSuhq7UUIdJc2NCYMiU+lptPVSj+A7zTatyTcmfW5UpdntCsgvqH+cyR+i2nqAf/c91Mcu5QYbwelPi8XFP1c/6Oyf1R9r8KftK6Q1DruaJ9weWiMCOeQ4PZSP0UD9wpW2AptCpV25NOaRtRjRCRlA3Uv8AXeX3+7oO6ph0boeFpuOHXcPzXB+UeI+4eApVpuwWjT0NMO2RwgYHO4fruHxJp6LgQDmh6EeOqDW+dqHb9e24cdai5jA8aWXa5tx2lErAwPGoc1nqZ6dI9Qhq5lLONu7zpV7KsbNR3py+XBbPakR2/adV4Dwpjfc+k5abYy52SThKsfYbHQfvNcLlMbgRwwwrnWo7f9ovx9wptuE9OnLUtxSuadL89056mjQthF9A2b/n7X9qsqLPpSd?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?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?+nqDqUix6flXHlUkkLIUlGB5/lPurWOY/kl5kRfw+0HceJ2sk6ftFxix7pIUtyMl8lKXSkFRTzdAcJPWrGp0vqbQkONYdU231Wc0gk8pBDiSokKBHX+6kXCbTlj4UejveuIepbFBl33Wq/oewetshTkVtB55Mxo/WQtGEISoEEKWrHSoaunEDV8kJhyNUTXIzKj2SObBQD3cw37h8ql6saVEzSpKkgKdJQnPUik8u7263RzImzmGUY5x2riW+cD9HmI5j5DJqA39SXdxZUJ8gEjBV2h5vn1pqdddeUXFqUpR3yd81GBktXni7a4q1MWiCJSgNnlKITn3YzQNeeIWo7tzIMvsGlfYaHL9/WhrlUe804W6wXG5r5YzCsd6lbClsDgxIUXu2ffVkb5JJJorstzlPupTaorys?/XWvcCtI+k7Tail6+T0E9eToPl1Pyp4aurha7KyWvDKRjt5H5JoeeOp?+JFUlQmP7XOlsqeWMpGVHOAB4k91N7uomXXvVbPGduMg9zI/JjzKvD3bedDlxuttQr?/jS5O3V1O4jxz2bCT78b/AH301TNRXW4tmDFSmJFVt6vGTypV+0eqviTVdmIfrpcoyQVahuQluJOU26AvDaT+u4Nj8MnzFNbt6vV+LdrgRxHi5w3Fipwknzxuo+Zpw0vw3u98Ul6SPVY2d3HNtvId9TVpTSth0wwBbYwXIxhUhwArPu8KEm8hYG6J4RBkN3HVJKTspERP1j+2e73dalWMluMhDLDaWmmxhCEjASPKuPNhROTvWqn?+Q79K0SoB4alBIyFDeuc26tstlRUBtTFKuyGEFRVjHnQNqLVj76vU4QLjizhITSoDrrPV7jq/UoWVuuHlSlPUmgOdJbtbDzsh7mdOzywc7n+bT5+J99KJsxm1tvPvSR2+MPyBv2WfsI8Vnpn/3oQXINyd+kJieyhsfmWs?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?/Cm2RxksKPzbMhRHikfxod1FxVtd4h+qqtRVg86FqWElCh0Io7JaGiQ/SN19ar9fY2nNKSCdM6ZiItFoBGOdtG7jxHi44VrPvqEkQpMlR7CK64o+CTSlfEchACbXBU4E47VxPOo+e9N7/ABAvcgcomlkH7LCAgVnJ9nY7HRvSN6dSFuxkxkH7Tqwj8a6/QNjibXK/NqUOrbA5zQs5eJcpWXXnXM961k10bkOdyse6lgLC5mTZooP0bYS6R/OylhKffivJWoXinlkXZDCf6GCj/wA1Cinyv672feqvAuP/ADkhA929FiHj6dYZWXINvQXD/PSD2i/f4Unel3S6uAPvuvHPspzsPcBsKTMyrY1uUuPHw+qKc4l/U0QIzDTI8QMn50/yAvtWip01QVJKWGz3rOD8qObNp?+w2RKXEspkPJ+24NgfdQfEv7pV7bhJPiacjfMo?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?+Bsmvgr/okn+rUgO//ABBPuX+6srKpaKHO2dR+1UzaJ/8Ahjv+/dWVlaQJZ0j/APxZv?+tTNrf6zvvNZWVr4J8kbX7/AEFz9sVVHjX/AMqmP/p//OusrKgvwBts6q91O46J9wrKysXskG9Rfnx/3X76OuHv?/I9X/wBXWVlb8P8A4QwT4qf8pnf2U/gKGbZ/pyKysp+QWh+f6D30nVWVlDA87jSZ/wCqKysqQG+R9avB0rKygbNh1HupU11rKygD1zr8a0V31lZTGzgrpXE99ZWUgRg6Vsj6wrKygQsZ7vdWzv1aysoEcFdRW6aysoBHdv8AfS5nqKysoBDjH60vH1PjWVlACd3oa8Y/Oj31lZVMB3R0R8KftT/6Zp//ALpr/arKytF9oPSI51F/yun/AP1bn+0a9v3+hD9kVlZWUtjQn0z0V+2Ksd6H/wD+u+nf/qR+BrKyheRs?+uMT6gp7b/Nt/tCsrKjwMWVlZWUgP//Z" width="302px" alt="annualized mrr"> The $24,000 should be divided by 12 to calculate a monthly revenue of $2,000, which might be used within the MRR calculation, versus the annual price of $24,000. When evaluating the growth profile and financial health of SaaS and subscription-based firms, MRR is a very meaningful KPI to track. MRR stands for “Monthly Recurring Revenue”, and refers to the proportion of a company’s revenue that's secure and predictable from subscription-based pricing, expressed on a monthly foundation. Will you be able to hire extra enterprise improvement representatives this month? The quantity of revenue you’re bringing in is likely certainly one of the deciding elements in these situations. Managing these metrics will not solely help you maintain a gradual course for your small business but also present an outline for what must be addressed.

And most of us can agree that there’s a solid chance they won’t convert both. As a end result, they don’t fit within the Monthly “Recurring” Revenue class. This is since you don’t anticipate receiving this revenue frequently. Including them in any MRR calculations will overstate your revenue forecasts and have an effect on your cost mannequin. Function calculate_MRR() To calculate ARPU, all you have to do is calculate the common subscription amount of the customers you acquired in a given month. Just to be clear, we’re speaking about recurring add-ons, such as an extra premium function for $5/month, not one-time further purchases, which are by no means recurring. For subscription merchandise, a “good” churn rate is normally round 6–8 p.c. Personally, I wouldn’t dream of going under 5 %, but a good rule of thumb is to maintain it within single digits. We name it recurring revenue as a outcome of you can anticipate that quantity, on average, each month . ARR is used to estimate income for the upcoming year, primarily based on the newest MRR, assuming that the given month is the most correct indicator of future efficiency. When customers buy with a reduction, including the full amount in MRR will inflate income. Before including the complete value, divide it by the variety of months to precisely calculate your MRR. We could go even a layer deeper and examine specific sub-metrics, corresponding to what contributes to the variety of every day energetic customers, however that’s another article for an additional day. The commonest mistake when calculating MRR is forgetting to remove one-time payments. By analyzing historic tendencies, a company’s weak factors may be recognized in order for administration to make adjustments appropriately to support future development. It’s straightforward to attribute the total value of a product or service, which then overstates income earned over the month. This income metric is crucial for monitoring product-market match, understanding your momentum as a enterprise, and figuring out the best occasions to invest a refund into the corporate. These kinds of companies, in Hlatky’s expertise, are sometimes at a extra mature stage, and concentrate on enterprise software program, which tend to have a extra advanced implementation process. For that reason, clients wish to put cash into utilizing that product for years at a time. MRR embraces recurring costs from reductions and recurring add-ons but excludes one-time fees. This quantity represents further month-to-month recurring revenue from your current prospects. Expansion MRR is also referred to as an upgrade and can result from an upsell or cross-sell. Using the instance above, if four clients improve their contracts from $50 to $100 monthly, the enlargement MRR could be $200. Monthly recurring income provides some essential purposes for companies. Consistency and predictability of the MRR make positive that a company can easily forecast its future revenue. While MRR supplies a short-term view of your revenue, it reveals the deeper, micro-level insight of revenue per thirty days and quarter. Your customer lifetime value measures the revenue customers generate for the corporate over their lifetime. Customer success managers must guarantee the quality of service remains efficient, from onboarding to retention. If any dips in attention or quality happen for MRR-generating clients, they'll churn. Recurring income supplies a pathway to plan and improve operational efficiency and serves as a gut-check for product/market fit. You can observe this kind of MRR by dollars and logos to gain perception into your buyer base and the way they value your product. In the past decade, subscriptions have turn out to be the go-to enterprise model for software companies.


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Last-modified: 2024-04-25 (木) 15:07:37 (10d)