SaaS Revenue & Growth Metrics Calculator
Use this template to calculate your revenue and retention metrics. Fill in your numbers and calculate each metric.
Revenue Metrics
Revenue
Period: [Month/Quarter/Year]
Total Customer Payments: $__________
Revenue = $__________ARPU (Average Revenue Per User)
Total Revenue: $__________
Total Users: __________
ARPU = Total Revenue / Total Users = $__________ARPA (Average Revenue Per Account)
MRR: $__________
Active Accounts: __________
ARPA = MRR / Active Accounts = $__________ARPA/ARPU Analysis
ARPA: $__________
ARPU: $__________
Average Seats per Account = ARPA / ARPU = __________ACV (Annual Contract Value)
Annual Recurring Revenue per Contract: $__________
(Exclude one-time fees like setup, professional services)
ACV = $__________MRR/ARR
Starting MRR: $__________
MRR Components:
+ New MRR (new customers): $__________
+ Expansion MRR (upsells/cross-sells): $__________
- Churned MRR (lost customers): $__________
- Contraction MRR (downgrades): $__________
Ending MRR: $__________
ARR = MRR × 12 = $__________Gross vs. Net Revenue
Gross Revenue: $__________
- Discounts: $__________
- Refunds: $__________
- Credits: $__________
Net Revenue = $__________
Discount Rate = Discounts / Gross Revenue = __________%
Refund Rate = Refunds / Gross Revenue = __________%Retention & Expansion Metrics
Churn Rate (Monthly)
Logo Churn:
Starting Customers: __________
Customers Lost: __________
Logo Churn Rate = Customers Lost / Starting Customers = __________%
Revenue Churn:
Starting MRR: $__________
MRR Lost: $__________
Revenue Churn Rate = MRR Lost / Starting MRR = __________%Convert to Annual Churn:
Monthly Churn Rate: __________%
Annual Churn Rate = 1 - (1 - Monthly Churn)^12 = __________%NRR (Net Revenue Retention)
Starting ARR: $__________
+ Expansion Revenue: $__________
- Churned Revenue: $__________
- Contraction Revenue: $__________
Ending ARR (from cohort): $__________
NRR = Ending ARR / Starting ARR × 100 = __________%Expansion Revenue
Upsells (tier upgrades): $__________
Cross-sells (add-ons): $__________
Usage growth: $__________
Total Expansion Revenue: $__________
Expansion as % of MRR = Expansion / Total MRR = __________%Quick Ratio
New MRR: $__________
Expansion MRR: $__________
Churned MRR: $__________
Contraction MRR: $__________
Quick Ratio = (New MRR + Expansion MRR) / (Churned MRR + Contraction MRR)
Quick Ratio = __________Analysis Frameworks
Revenue Mix Analysis
Product/Segment A Revenue: $__________
Product/Segment B Revenue: $__________
Product/Segment C Revenue: $__________
Total Revenue: $__________
Product A % = __________
Product B % = __________
Product C % = __________Cohort Retention Analysis
Cohort: [Month/Quarter]
Starting Customers: __________
Month 0: 100%
Month 1: __________%
Month 2: __________%
Month 3: __________%
Month 6: __________%
Month 12: __________%Benchmarks & Quality Checks
Revenue Metrics
- Gross vs. net revenue clearly labeled
- Revenue growth rate > cost growth rate
- ARPU/ARPA tracked by cohort (not just blended)
- Revenue concentration: Top customer <10%, Top 10 <40%
Retention Metrics
- Monthly churn <5% (ideally <2%)
- Revenue churn vs. logo churn compared
- NRR >100% (ideally >120%)
- Quick Ratio >2 (ideally >4)
Cohort Analysis
- Recent cohorts perform same or better than older cohorts
- Revenue retention tracked, not just logo retention
- Expansion analyzed by cohort
Red Flags
Check if any of these apply:
- Revenue churn > logo churn (losing big customers)
- ARPU growing but customer count shrinking (mix shift, not improvement)
- Newer cohorts churn faster than older cohorts (PMF degradation)
- NRR <100% (contracting, not expanding)
- Quick Ratio <2 (leaky bucket)
- Discounts >20% or refunds >10% (pricing/product problems)
- Revenue concentration >50% in top 10 customers (risk)
- Expansion revenue <10% of total MRR (monetization problem)
If you checked any red flags, see SKILL.md Common Pitfalls section for fixes.