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Mastering Monthly Recurring Revenue (MRR) in SaaS Businesses


The realm of Software as a Service (SaaS) is rich with metrics that can be both enlightening and perplexing. Monthly Recurring Revenue, commonly known as MRR, stands tall amongst these crucial indicators. It's pivotal for gauging business performance, shaping forecasts, and attracting investors. In this comprehensive guide, we'll explore MRR and its implications in the SaaS landscape.

Understanding Monthly Recurring Revenue (MRR)

At its core, MRR is the sum of the recurring revenue brought in by your business each month. In the SaaS model, MRR represents the predictable income generated from subscriptions or ongoing services. Due to its regular and reliable nature, MRR serves as a beacon of financial stability, enabling SaaS businesses to plan, invest, and grow with greater confidence.

Calculating MRR

While the concept of MRR is simple, its calculation can be a complex affair, given the different revenue streams in a typical SaaS model. Here's a fundamental formula:

MRR = (Number of Customers) x (Average Billed Amount)

However, it's important to note that MRR calculation should consider various types of MRR, such as New MRR, Expansion MRR, Churned MRR, and Contraction MRR.

The Importance of MRR

MRR is a cornerstone metric in the SaaS industry for several reasons:

  1. Financial Forecasting: With a steady stream of income, SaaS businesses can predict future revenue, aiding in budget allocation and financial decision-making.
  2. Investor Appeal: Investors and stakeholders often consider MRR as a vital performance indicator, reflecting the business's health and growth potential.
  3. Business Valuation: MRR contributes significantly to the valuation of SaaS companies, with higher MRR implying a higher business value.
  4. Customer Retention: A steady or growing MRR indicates low customer churn and strong customer retention.

MRR and Other SaaS Metrics

MRR doesn't operate in isolation; it's interrelated with several other SaaS metrics. Understanding these relationships is key to unlocking the true value of MRR.

  1. Customer Acquisition Cost (CAC): MRR can be used to assess the effectiveness of your marketing strategies by comparing it with the cost to acquire new customers.
  2. Lifetime Value (LTV): The ratio of LTV to CAC, with MRR as a factor, is a strong indicator of the long-term profitability of your SaaS business.
  3. Churn Rate: A decrease in MRR could signal an increased churn rate, which is a measure of lost customers over a given period.
  4. Expansion MRR: This represents the additional recurring revenue gained from existing customers through upsells, cross-sells, or service upgrades.


Understanding and accurately calculating MRR is crucial for success in the SaaS landscape. It not only helps track business performance and growth but also influences key business decisions. By mastering MRR and its implications, SaaS businesses can strive for better financial stability, investor appeal, and overall profitability.

For more in-depth knowledge on SaaS metrics, feel free to check out:

  1. "Demystifying SaaS Churn Rate: Why It Matters and How to Reduce It."
  2. "Cracking the SaaS Code: Decoding Customer Acquisition Cost (CAC)."
  3. "Lifetime Value (LTV) Vs. Customer Lifetime Value (CLV): Unraveling SaaS Metrics."

This understanding provides a solid foundation for deciphering the wealth of data that the SaaS industry offers. It empowers businesses to use these metrics effectively, leading to sustainable growth and success in the competitive SaaS market.

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