Clients
The number of active clients.

count of clients with a client-as-of date


Clients in period
The number of active clients, within the period.

count of clients with a client-as-of date on or before the last day of the period


Client Retention Rate
The percentage of clients who renewed their subscription (aka "logo retention").

count of clients at end of period / (count of clients at beginning of period + new clients)


Client Growth Rate
Period-over-period growth or decline of client count.

(count of clients added during period x 100) /  count of clients at beginning of period


Client Churn Rate
The percentage of clients who terminate all subscriptions.

1 - (count of clients at end of period / (count of clients at beginning of period + new clients))


Monthly Recurring Revenue
The sum of Active Subscriptions.

sum of amount of active subscriptions / term, in months


Monthly Recurring Revenue in period
The sum of Active Subscriptions at the end of the period, divided by the term (in whole months).

sum of amount of active subscriptions at the end of the period / term, in months


Annualized Recurring Revenue
Annualized sum of Active Subscriptions.

(sum of active subscriptions / term) x 12


Annualized Recurring Revenue in period
Annualized sum of Active Subscriptions at the end of the period.

(sum of active subscriptions at end of period / term) x 12


Total Subscription Value
The sum of Active Subscriptions without consideration of term length.

sum of amount of all active subscriptions


Total Subscription Value in period
The sum of Active Subscriptions at the end of the period without consideration of term length.

sum of amount of all active subscriptions at the end of the period


Non-Recurring Revenue
Total revenue from non-subscription/non-recurring sources (such as one-time consulting revenue) during the period.

sum of amount of all one-time subscriptions during the period


New Monthly Recurring Revenue
The increase in MRR from new subscriptions.

sum MRR for all new subscriptions from new logos


Expansion Monthly Recurring Revenue
The increase in MRR from expansion (upsell and cross-sell) revenue.

upsell amount + cross-sell amount for this time period


Churn Monthly Recurring Revenue
Lost MRR from down-sell or terminated subscriptions.

downsell MRR plus terminated MRR


Net New Monthly Recurring Revenue
The sum of new MRR and expansion MRR, minus Churned MRR.

new MRR + expansion MRR - churned MRR


Average monthly recurring Revenue Per Client
The average MRR across your active clients (aka ARPA).

sum of all clients’ MRR / client count


Average Revenue Per CSM
MRR/ARR, divided by the number of CSMs.

<primary metric> / number of CSMs (with account assignments)


Average Revenue Per CSM this period
MRR/ARR at the end of the period, divided by the number of CSMs.

<primary metric> at end of the period / number of CSMs (with account assignments)


Subscriptions
The number of active subscriptions.

sum of all active subscriptions


Subscriptions in period
The number of active subscriptions by active clients, within the period.

sum of all active subscriptions by clients with client-as-of date on or before the last day of the period


Gross Revenue Retention Rate
The rate at which your clients are renewing their subscriptions for the core amount.

(beginning amount + new logo revenue) / (ending amount - (upsell + cross-sell))


Net Revenue Retention Rate
The rate at which your clients are renewing their subscriptions.

(beginning amount + new logo revenue - ) / ending amount


Gross Revenue Growth Rate
The rate at which your clients are renewing their subscriptions for more than the core amount.

ending amount / starting amount


Gross Revenue Churn Rate
The rate at which your clients are renewing their subscriptions for less than the core amount.

1 - (beginning amount + new logo revenue) / (ending amount - (upsell + cross-sell))


Subscription Quantities
The number of active 'licenses' or 'seats' across your customers.

sum of active subscription quantities


Subscription Quantities in period
The number of active 'licenses' or 'seats' across your active clients, within the period.

sum of active subscription quantities by clients with client-as-of date on or before the last day of the period


Average Subscription Length
The average length of subscriptions in months, across all clients.

sum of active subscriptions terms / number of active subscriptions


Average Subscription Length in period
The average length of subscriptions in months, across all active clients, within the period.

sum of active subscriptions terms / active subscriptions count by clients with a client-as-of date on or before the last day of the period


Renewable
The total MRR/ARR up for renewal this period.

sum of <primary metric> for subscriptions ending in this time period


Renewed
The total MRR/ARR renewed this period.

sum of <primary metric> renewed (not including upsell, cross-sell, downsell or churn)


Open
The total <primary metric> up for renewal this period, but not yet renewed.

sum of <primary metric> for all non-renewed, non-churned subscriptions in period


Net renewal
The percentage of renewal in relation to the core renewal amount.

total renewed <primary metric> amount / original <primary metric> amount


Upsell
The total MRR/ARR gained through renewals, above the core amount.

total renewed <primary metric> above the core amount


Downsell
The total MRR/ARR lost through through renewals less that the core amount.

total renewed <primary metric> - core amount


Cross-sell
The total MRR/ARR gained.

sum of amount from subscriptions that exist in this time period, didn't exist in the previous, and had a subscription to a different product in the previous time period (any subscription that is not a renewal, and comes on a day after any existing subscriptions, will be counted)


Churn
The total <primary metric> lost through churn.

sum of <primary metric> lost through churn subscriptions


Total growth
The increase in <primary metric> from new subscription and expansion (upsell and cross-sell) revenue.

sum of new, upsell, and cross-sell amounts


Average growth (month)
The average of the change of growth period to period.

sum of percentGrowth of each time period / number of time periods

percent change: (total for this period / total for previous period) - 1
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