There is no single “good” MRR growth rate since it varies depending on your company’s maturity and revenue model. MRR is a useful metric, however focusing solely on MRR to track your growth is not a good idea because it is sensitive to the effects that seasonality or temporary market disruptions have on your business.

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SaaS company valuations depend on their annual recurring revenue (ARR), which is a leading indicator for momentum. Multiplying MRR by 12 gives you the ARR for your company, which is a key metric for evaluating SaaS company performance. For instance, SaaS company valuations depend on ARR, and boards use the previous year’s ARR to set new ARR targets.

Drivetrain is a purpose-built revenue forecast software for simplifying the FP&A process with a familiar interface where you can:

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MRR gives you a snapshot of where your revenue currently stands. Tracking MRR trends and changes in the different types of MRR (mentioned in the next section) will help you figure out what you need to address in your business. For instance, a dip in new business MRR tells you your sales team or product needs work to bring new customers in.

Using MRR as a basis for further projections is challenging due to the processes many FP&A teams rely on. Spreadsheets and business intelligence tools have their uses but are not customized to fit FP&A or the specific needs of Revenue Operations (RevOps) teams.

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One possible interpretation of this data is that we need to focus more on product quality or product market fit. Despite getting plenty of new customers each month, we’re clearly having trouble keeping some of our customers (commonly referred to as the Leaky Bucket scenario). Â

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Jason Lemkin, Founder of SaaStr and veteran VC, offered a more recent answer. Lemkin notes that double-digit MRR growth is a benchmark for every company that has gained traction. 15% is great while 20% is an outlier.

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Spreadsheets are inflexible and not built for modern SaaS FP&A needs. Using them for complex financial analyses requires building highly elaborate formulas, which are prone to human error. Business Intelligence (BI) tools offer historical snapshots but you can’t use them to answer the “what-if” types of questions needed to support planning and analysis (e.g. “If I increase my advertising budget by 20%, what would the impact be on my revenue?”).Â

If your subscription model isn’t monthly, you’ll also need to normalize your calculation for recurring revenue to a 30-day period to get your MRR. This is pretty straightforward with annual and quarterly subscription models.Â

Normalizing your recurring revenue calculation to MRR becomes a bit more complicated when your subscription period is measured in weeks or days. While Drivetrain handles this type of calculation easily, you can use the same variables in the MRR calculation above to calculate an MRR for any time period over which you have data.Â

MRR trends can reveal actionable insights into your SaaS business. Here’s a simple example illustrating how the different types of MRR can reveal gaps in your business.

While most growth rate studies focus on ARR (since it’s more stable compared to MRR,) a few MRR-based studies exist. Back in 2014, Veteran VC Tomasz Tunguz of Redpoint indicated that post-seed, pre-Series A startups must target a 15-20% MRR growth rate.

For an annual subscription model, you would simply divide your ARR by 12. Likewise with a quarterly subscription period, you would divide your quarterly recurring revenue by four.Â

Calculating MRR with all its nuances is a challenging task. Presenting it in a way so that people can make the right decisions is even harder. With the right tool, you can extract actionable insights from MRR to drive your business forward.

Tracking MRR also helps you figure out where you’ll land by the end of the year and feeds into several SaaS financial planning and analytics (FP&A) models.

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Extrapolating this data, we can conclude that a company must increase MRR by 15-20% to achieve its goals. However, Tunguz’s assumptions are a bit dated, even if they largely hold true in the current VC landscape.

MRR, along with ARR, serves as the basis for many SaaS decision making processes. MRR also feeds into your monthly close workflows, giving you insights into cash flow and other important financial metrics.Â

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Our SaaS company has a healthy New MRR number of $400,000. However, our total MRR is $390,000. At $70,000, our churn is also higher than our Retention MRR of $60,000. And at $60,000, our Contraction MRR is three times higher than our Expansion MRR of $20,000.

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MRR is a key metric for SaaS companies because it provides the basis for deeper KPI-based SaaS financial planning. Here are a few reasons why you must track MRR.

There are different elements of MRR that can be calculated. Each of these types provides insights into what is working and not working in your business.Â

Based on our high Resurrected MRR, which reflects revenue from customers who canceled their subscriptions but came back, we can assume that our competition in the market is relatively low. So, if we can improve our churn and contraction by addressing product issues, our SaaS can capitalize on that lack of competition and grow faster.Â

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Monthly Recurring Revenue (MRR) is one of the most important metrics for any SaaS company because it can help you analyze many different aspects of your business. In this article, we’ll explore how you can calculate MRR and the insights it can provide, along with some examples. But first, let’s start with a definition:Â

MRR is calculated via the following formula: ‍MRR  = New Subscriptions + Subscription Upgrades + Renewed Subscriptions - Canceled Subscriptions - Downgraded SubscriptionsÂ

Also, don’t treat MRR as an accounting number. MRR is not a generally accepted accounting principles (GAAP) number. Therefore, you should not report it for accounting or tax purposes.

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What is MRR in SaaS? MRR or Monthly Recurring Revenue is the sum of the predictable or confirmed revenues your company earns from active subscriptions every month. It excludes one-time payments and only accounts for recurring revenues.

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The different types of MRR help you figure out what’s lacking in your business and where you need to devote resources. For instance, rising contraction MRR indicates potential problems with your product’s features or decreasing product to market fit.

Once you’ve calculated your MRR, you’ll want to pay close attention to each individual component of the metric, analyzing how it may be impacting the total MRR. This will help you understand the full picture of your company’s health.

No. Neither is better than the other. MRR and ARR are both snapshots of your business’ recurring revenues. The only difference is that MRR is calculated monthly and feeds into ARR, which is calculated annually.Â

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Admittedly, this is a simplistic analysis. However, it shows how the different types of MRR can lead you deeper into your business, revealing different insights that when combined, can lead to additional insights that you can leverage to improve your business.