Salespeople also can see the growth of the accounts they handle with MRR. This helps the gross sales group plan for growth in the short term and long run. There are a wide variety of tools at your disposal that can help you track this data, corresponding to HubSpot’s sales Reporting and Dashboard tools. To decide your MRR, you multiply that determine by your complete variety of clients. So, in case you have 100 customers paying a median of $50 per thirty days, your MRR could be $5,000. Whether you’re a sales chief, manager, or rep, metrics are key to your success.

ul> <li>MRR is your monthly recurring income ? the sum of all monthly income you earn from your customers, no matter their contract size.</li> <li>Monthly Recurring Revenue is the income that a company expects to receive in funds on a monthly foundation.</li> <li>It contains recurring expenses from discounts, coupons, and recurring add-ons, however excludes one-time charges.</li> <li>Learning the method to construct beautiful merchandise without burning myself out .</li></ul>
MRR can be utilized to calculate important metrics, such as customer acquisition price , lifetime value , and gross margin. Some experts say this approach supplies an incremental transition from hourly billing to month-to-month recurring revenue and minimizes client disruption. Both the managed companies and cloud providers enterprise models, corresponding to software program as a service , have MRR as a key part. In the managed providers model, for example, themanaged service supplier collects recurring revenue by managing clients' IT techniques for a fixed monthly charge. The month-to-month payment can cover a variety of agreed-upon providers beneath an outsourcing settlement -- similar to cellular device administration or Managed Print Services -- the MSP delivers to the shopper.

h2>What Are The Benefits Of Using Mrr?</h2>
Customer retention charges are all the time a serious feature of income development. You can determine the precise price in dollars of churn by multiplying the variety of clients misplaced by your average buyer price. https://stan.store/facelesscama/p/simply-passive-digital-marketing-course-with-mrr-qodin can actually get your consideration when expressed in actual dollars. There are lots of of various strategies and models intended to help SaaS companies develop their MRR. From sales growth representatives to product-led progress there are many sizes and shapes that work.
If you place your biggest features as “add-ons” it’s easy in your prospects to essentially create the proper bundle of instruments. As your buyer grows and extra of their team makes use of your product, the more you make. You can get actually creative with these things, however let’s discuss a couple of widespread ways to extend your MRR with completely different pricing models. You aren’t running a charity, you’re operating a business and if customers are getting extra worth, then that’s the right alternative for you to provide an improve. There’s simply no state of affairs where you shouldn’t be charging at least $20 a month for your product. And in reality most corporations will fortunately pay many multiples of that.
Because they get “unlimited” worth while you simply capped how a lot income you can even make on any given customer. Not only do you may have the downsides of the “free as a advertising tool” angle, however you’re also providing your customer a restricted view of what you can do for them. But the problem here is that it anchors the “value” conversation to $0. Anything you say, do or offer will get seen by way of the lens of “I’m at present spending precisely $0…why would I spend a not-$0 amount?
But you can’t handle it when you don’t have a churn fee to track. MRR permits salespeople to see the size of the accounts they handle. If you earn a fee based mostly on the monthly recurring income you shut, your take-home pay could presumably be impacted relying on the proportion of excessive and low MRR prospects you’ve offered to. This quantity represents further month-to-month recurring income out of your existing customers. Expansion MRR is also known as an improve and may finish up from an upsell or cross-sell. Using the instance above, if 4 prospects upgrade their contracts from $50 to $100 month-to-month, the expansion MRR would be $200.
As a outcome, they don’t fit in the Monthly “Recurring” Revenue category. This is since you don’t anticipate receiving this earnings often. Including them in any MRR calculations will overstate your revenue forecasts and have an result on your cost model. Will you have the ability to rent more enterprise development representatives this month? The amount of revenue you’re bringing in is amongst the deciding factors in these conditions. Managing these metrics will not only allow you to keep a gentle course for your corporation but in addition provide an overview for what must be addressed.
Looking at giant quantities of data can sometimes be deceptive. Seeing an enormous drop on a single day can sound alarms in your head, but the important factor isn't one-off events. Know where your revenue is coming from and focus your efforts on the plans that have a higher yield. For example, what if you have 90% of your prospects on a plan that only makes up 10% of your MRR? That’s a stability you actually shouldn’t force to work as a result of the help load wouldn’t cover itself.
It contains recurring charges from discounts, coupons, and recurring add-ons, however excludes one-time charges. In general, companies are capable of scale back their churn rates by enhancing upon buyer satisfaction. Regular surveys regarding buyer satisfaction and improved customer service are usually key to decreasing churn charges and enhancing total customer retention. Companies may have to establish any gaps in their present product and repair choices if they discover that prospects are frequently leaving, or are leaving to competing corporations.

div style="text-align:center"> <iframe width="562" height="312" src="https://www.youtube.com/embed/w0s_u8LJCG8" frameborder="0" alt="MRR" allowfullscreen></iframe></div>
Curated assets and insights delivered every Thursday in The Visible Weekly. In the following month, it can be anticipated the corporate will lose $5,000 however acquire $10,000. Get prompt access to video lessons taught by skilled funding bankers. Learn monetary statement modeling, DCF, M&A, LBO, Comps and Excel shortcuts.

h3>What's Month-to-month Recurring Revenue (mrr)? Tips On How To Calculate, Increase, And Use Mrr To Information Growth</h3>
In other words, MRR is the total amount of money you expect prospects to pay you each month for their subscription to your product. The most straightforward method to enhance month-to-month recurring revenue is to place more individuals by way of the funnel . For occasion, suppose the MRR of your business is $90,000 in March. Based on this, you'll be able to assume that you'll make sales value $90,000 or more in April. You can refine this forecast by making use of the historic progress rate.

img class="aligncenter" style="display: block;margin-left:auto;margin-right:auto;" src="data:image/jpeg;base64,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" width="301px" alt="business model">
MRR captures this movement to show whether or not your income is rising or shrinking, and by what percentage. Be trustworthy with the dimensions of monthly recurring income numbers and your month over month progress proportion. Your buyers are likely assessing income figures from numerous portfolio firms, which suggests they know the place to find weak spots. For each month, the monthly recurring income is the identical as the ending energetic accounts multiplied by the ARPA.
Customer P indicators an annual contract at $12,000 with a one-time implementation charge of $1,000 with full upfront payment. They also wire the fee to your bank account whenever you invoice them. But as you should have noticed, most of them solely cater to Stripe.
In quick, it is a measure that tells us the sum of the recurring turnover made in a month. This is a very helpful end result to estimate how much the corporate will generate recurring turnover in the coming months. For other enterprise fashions the place recurrence is important, with a subscription system or different, the MRR is a crucial measure. Predictable income for channel partners interprets into predictable costs for his or her shoppers. Budget-wise, clients can profit from paying a onerous and fast fee instead of variable and generally unpredictable IT bills. Like all SaaS metrics, benchmarking MRR can be difficult as efficiency varies by markets, customer demographics, and stage of business.

Your money inflows and outflowsindicate how shortly you'll be able to invest again into your corporation ? and without cash, you run out of runway and assets to develop. Keeping MRR in conversation with your buyer acquisition prices and CAC payback periodhelps you understand when customers become contributors to revenue and firm progress. Once you dive deeper your MRR can let you know the place your corporation is heading, and the steps you have to take to succeed. From constructing forecasts to creating a growth strategy and extra, monthly recurring revenue is a key metric every founder should give attention to. MRR and its components present a holistic image of your product efficiency. If you could solely observe one metric as a measure of success for a subscription product, it ought to be monthly recurring revenue.
It is partly by focusing your efforts on customer retention to limit churn, and therefore buyer loyalty, that it is possible for you to to speed up your development. MRR excludes one-time or adjustable charges, as properly as one-time product sales. Yet, the bigger point here is that month-to-month recurring income, especially on the highest stage, is purely your precise subscription worth and your number of prospects.
The top-level info is great, but you’ll also need to break issues down by sort of pricing plans, cohorts, and so on. Just comply with the same process as above, but solely include information from the segments that you simply're thinking about. However, you shouldn’t add the complete lump sum into your MRR calculation. It needs to be divided by nonetheless many months the subscription is for.


トップ   編集 凍結 差分 バックアップ 添付 複製 名前変更 リロード   新規 一覧 単語検索 最終更新   ヘルプ   最終更新のRSS
Last-modified: 2024-04-25 (木) 10:04:53 (9d)