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It provides concise definitions and calculation formulas for core metrics such as MRR, ARR, CARR, CAC, CLTV, churn rate, retention rate, and revenue retention (NRR/GRR). It also covers activation and engagement indicators including DAU/MAU, stickiness, lead-to-customer conversion, payback period, and time to value, plus additional growth and profitability measures like expansion MRR and gross margin.",{"@graph":63,"@context":118},[64,80,101],{"@type":65,"itemListElement":66},"BreadcrumbList",[67,71,74,77],{"item":68,"name":69,"@type":70,"position":9},"https://docshare.wps.com","Home","ListItem",{"item":72,"name":10,"@type":70,"position":73},"https://docshare.wps.com/template/",2,{"item":75,"name":51,"@type":70,"position":76},"https://docshare.wps.com/template/general/",3,{"item":78,"name":59,"@type":70,"position":79},"https://docshare.wps.com/template/saas-metrics-benchmark-cheat-sheet-saas-metrics-definitions-formulas/573629/",4,{"url":78,"name":59,"@type":81,"image":82,"author":87,"headline":59,"publisher":90,"fileFormat":93,"inLanguage":57,"description":61,"dateModified":94,"datePublished":95,"encodingFormat":93,"isAccessibleForFree":96,"interactionStatistic":97},"DigitalDocument",{"url":83,"@type":84,"width":85,"height":86},"https://docshare.wps.com/thumbnails/saas-metrics-benchmark-cheat-sheet-saas-metrics-definitions-formulas/573629.png","ImageObject",442,249,{"name":88,"@type":89},"nayy☆","Person",{"url":68,"name":91,"@type":92},"DocShare","Organization","application/pdf","2026-10-15","2026-10-14",true,{"@type":98,"interactionType":99,"userInteractionCount":73},"InteractionCounter",{"@type":100},"ViewAction",{"@type":102,"mainEntity":103},"FAQPage",[104,110,114],{"name":105,"@type":106,"acceptedAnswer":107},"What does MRR measure, and which components should be excluded from its calculation?","Question",{"text":108,"@type":109},"MRR measures predictable, consistent monthly revenue from active subscriptions. MRR calculations should include recurring revenue and exclude one-time fees or variable charges.","Answer",{"name":111,"@type":106,"acceptedAnswer":112},"How are ARR and CARR related to MRR?",{"text":113,"@type":109},"ARR represents recurring revenue normalized for a one-year period and can be calculated by multiplying MRR by 12. CARR is a forward-looking, annualized value from signed contracts and can be computed from MRR × 12 plus contracted ARR not yet in production.",{"name":115,"@type":106,"acceptedAnswer":116},"What metrics help assess customer retention and revenue retention in SaaS?",{"text":117,"@type":109},"Churn rate quantifies the share of customers that cancel or do not renew. Retention rate measures customers retained, while NRR and GRR quantify revenue retention, with NRR including expansions and GRR excluding expansion revenue.","https://schema.org",{"og:url":78,"og:type":120,"og:title":59,"og:site_name":91,"og:description":61},"article",{"robots":122,"canonical":78},"index,follow",{"doc_id":124,"site_id":56},573629,1792092915,{"code":4,"msg":5,"data":127},{"doc_id":124,"user_id":128,"nickname":88,"user_avatar":129,"doc_module":9,"category_id":50,"category_name":51,"doc_title":59,"doc_description":61,"doc_content":130,"file_id":131,"file_url":132,"file_type":133,"file_size":134,"view_count":73,"is_deleted":4,"is_public":9,"is_downloadable":9,"audit_status":9,"page_count":135,"language":136,"language_code":57,"site_id":56,"html_lang":57,"table_of_contents":137,"faqs":138,"seo_title":139,"seo_description":61,"update_tm":140,"read_time":141},962090893153,"https://ap-avatar.wpscdn.com/davatar_9964176cb1d06d4a9deccf72a44ae3dc","SaaS Metrics &  \nBenchmark Cheat Sheet  \nSaas Metrics: Definitions & formulas  \n\n| Metric | Definition | Formula |\n| --- | --- | --- |\n| Monthly Recurring\u003Cbr>Revenue | Measures the total amount of predictable and consistent revenue a business expects to receive each month from its customers. It represents the normalized monthly revenue from all active subscriptions. | MRR 􀗻 Number of paying users × Average Revenue Per User 􀖤ARPU􀖥 .\u003Cbr>Alternatively, it can be calculated as:\u003Cbr>MRR 􀗻 Total number of active accounts × Average Revenue Per Account 􀖤ARPA􀖥 .\u003Cbr>MRR calculations should only include recurring revenue and exclude one-time fees or variable charges |\n| Annual Recurring Revenue 􀖤ARR􀖥 | Represents the total recurring revenue normalized for a one-year period. | ARR = 􀖤Total subscription revenue + Recurring revenue from upgrades and add-ons) -Revenue lost from cancellations and downgrades\u003Cbr>Alternatively, ARR can be calculated by multiplying Monthly Recurring Revenue 􀖤MRR􀖥 by 12􀗠\u003Cbr>ARR 􀗻 MRR 􀗿 12 |\n| Contracted Annual Recurring\u003Cbr>Revenue 􀖤CARR􀖥 | Forward-looking metric that measures the total annualized value of recurring revenue from signed contracts, including those not yet in production. | CARR = 􀖤MRR 􀗿 12􀖥 + Contracted ARR not yet\u003Cbr>in production Alternatively:\u003Cbr>CARR 􀗻 ARR 􀗽 New Bookings + New Upsell Bookings-Downgrade Bookings-Churn |\n| Customer Acquisition Cost 􀖤CAC􀖥 | The cost of acquiring a new customer, including sales and marketing expenses. | Total Sales and Marketing Expenses / Number of New Customers Acquired |\n\n2  \nSaas Metrics: Definitions & formulas  \n\n| Metric | Definition | Formula |\n| --- | --- | --- |\n| Customer Lifetime Value 􀖤CLTV or LTV􀖥 | The total revenue a company expects to earn from a customer throughout their relationship. | CLTV 􀗻 Customer Value × Average Customer Lifespan\u003Cbr>An alternative formula used by some SaaS companies is:\u003Cbr>CLTV = 􀖤Average Revenue Per User × Gross Margin) / Churn Rate |\n| Churn Rate | The percentage of customers who cancel or do not renew their subscriptions within a given period. | Churn Rate = 􀖤Number of Churned Customers / Total Number of Customers at the Start of the Period) × 100 |\n| Net Revenue Retention 􀖤NRR􀖥 | The percentage of recurring revenue retained from existing customers over a specific period, including expansions and contractions. | NRR = 􀖤Starting MRR 􀗽 Expansion MRRChurned MRR 􀖽 Contraction MRR􀖥 / Starting MRR 􀗿 100 |\n| Gross Revenue Retention\u003Cbr>􀖤GRR􀖥 | The percentage of recurring revenue retained from existing customers over a specific period, excluding any expansion revenue. | GRR = 􀖤Starting MRR 􀖽 Churned MRRDowngrade MRR􀖥 / Starting MRR 􀗿 100 |\n| Average Revenue Per User 􀖤ARPU􀖥 | The average revenue generated per customer. | MRR / \\# of customers generating revenue |\n| Payback Period | The average revenue generated per contract per year. | CAC for a given customer cohort / monthly gross margin generated from that customer cohort |\n\n3  \nSaas Metrics: Definitions & formulas  \n\n| Metric | Definition | Formula |\n| --- | --- | --- |\n| Lead-to-Customer Conversion Rate | The percentage of qualified leads that convert into paying customers. | 􀖤Number of Converted Customers / Total Number of Qualified Leads) × 100 |\n| Daily/Monthly Active Users 􀖤DAU/MAU􀖥 | The number of unique users engaging with your product daily or monthly. | Daily Active Users 􀖤DAU􀖥􀗠 The number of unique users who interact with a web or mobile product within a 24-hour period.\u003Cbr>Monthly Active Users 􀖤MAU􀖥􀗠 The number of unique users who engage with a product or website within a 30-day period. |\n| DAU/MAU Ratio 􀖤Stickiness) | Measures how frequently users engage with a product or service within a month. | 􀖤Daily Active Users / Monthly Active Users) × 100 |\n| Burn Rate | The rate at which a company spends its cash reserves. | Gross Burn Rate: Total cash expenses / number of months in the period.\u003Cbr>Net Burn Rate: Starting cash balance minus ending cash balance / number of months in t","cbCaiplj5OGlr2i2","https://ap.wps.com/l/cbCaiplj5OGlr2i2","pdf",849476,23,"English","# SaaS Metrics: Definitions & formulas\n## Monthly recurring revenue (MRR), Annual recurring revenue (ARR), Contracted annual recurring revenue (CARR)\n## Customer acquisition cost (CAC), Customer lifetime value (CLTV), Churn rate, Revenue retention (NRR/GRR)\n## Engagement and acquisition metrics (ARPU, lead-to-customer conversion, DAU/MAU, stickiness)\n## Financial and growth metrics (burn rate, payback period, time to value, expansion MRR, gross margin, quick ratio)\n# Monthly recurring revenue (MRR) benchmarks\n## Growth rate benchmarks","[{\"question\":\"What does MRR measure, and which components should be excluded from its calculation?\",\"answer\":\"MRR measures predictable, consistent monthly revenue from active subscriptions. MRR calculations should include recurring revenue and exclude one-time fees or variable charges.\"},{\"question\":\"How are ARR and CARR related to MRR?\",\"answer\":\"ARR represents recurring revenue normalized for a one-year period and can be calculated by multiplying MRR by 12. CARR is a forward-looking, annualized value from signed contracts and can be computed from MRR × 12 plus contracted ARR not yet in production.\"},{\"question\":\"What metrics help assess customer retention and revenue retention in SaaS?\",\"answer\":\"Churn rate quantifies the share of customers that cancel or do not renew. Retention rate measures customers retained, while NRR and GRR quantify revenue retention, with NRR including expansions and GRR excluding expansion revenue.\"}]","SaaS Metrics & Benchmark Cheat Sheet - Saas Metrics: Definitions & formulas | PDF",1791943493,8]