什么是年度合同价值 (ACV)？

Annual Contract Value (ACV) is the average yearly revenue from one contract. According to SaaS Capital’s 2026 survey,the median ACV for private SaaS firms is $24,266.

ACV considers various factors, including an assessment of the contract’s approximate value, regardless of the holding period. Note: Do not confuse this with the Total Contract Value (TCV), which includes all revenues through the entire contract.

ACV for single contracts is calculated by dividing the whole contract value by the total number of contract years. The formula is ACV = (total contract value − one-time fees, such as setup or onboarding) ÷ contract years. This will measure the ACV for each contract if you have numerous contracts.

要获得最终的 ACV，请将每个合同的单独 ACV 相加，然后将总和除以合同数量。例如，一项价值 12,000 美元、为期三年的协议的 ACV 将为 4,000 美元。

请记住，用于计算 ACV 的方法可能会因业务模式或合同而异。

ACV，即年度合同价值，取决于 定价策略 SaaS公司所使用。

分级计划, 基于价值的定价，以及 按使用量定价 都专注于在客户资源方面具有最大价值的产品，因此会影响ACV。这些数据在ACV的积极管理中也很重要，特别是对于SaaS企业而言，它们的定价模型可能有意基于客户细分和服务等级。

由于定价模式的性质，例如包含附加功能以及包含一些可变定价因素（如折扣和扣除），您需要深入研究以避免错误计算ACV。

ACV和ARR都是SaaS公司的关键绩效指标，并且 基于订阅的 businesses. However, the two revenue numbers measure different things. ACV value is the total revenue one can expect to earn from one customer over one year. The use of ACV is ideal for specific contract-level analysis as is the case with multi-year B2B SaaS contracts.

相比之下，ARR有利于评估以订阅为主的经济活动的业务收入。

Knowing the dissimilarities enables an organization to select appropriate options regarding pricing, income predictions, and business expansion directions.

ACV is the average contract value over the years of the customer relationship. It’s a useful way to determine revenue but it comes with some disadvantages that need to be kept in mind when using ACV as a decision-making point.

• ACV 本质上是一个平均值，它掩盖了单个合同金额的差异。
• ACV relies on average values, neglecting individual contract specifics within an organization. While large contracts can be advantageous, they can also create complexities that make accurate prediction more challenging.
• ACV is not a 标准 metric, and each person may have a unique way of determining it, leading to issues with comparisons and making benchmarks. SaaS Capital reports a median ACV of $24,266 for private SaaS companies. Just make sure you’re comparing figures calculated using the same methodology.

ACV and customer churn move in opposite directions: higher-ACV companies usually retain more revenue. According to SaaS Capital, companies with net revenue retention of 120% or higher have a median ACV of $61,802, compared to $26,269 for those below that threshold.

This correlation stems primarily from the greater costs and the high value of the contracts. Companies characterized by high ACVs have lower structural churn, especially in comparison to lower ACVs and higher churn rates in the case of SMBs. This warrants ensuring that the focus isn’t only on ACV but rather uses it to cut down on churn and also increases the chances of more contracts being rolled over or expanded.

ACV allows SaaS companies to examine the relationship between pricing tiers and profitability, 和 they can also adjust pricing to generate additional gains.

公司分析 ACV 以识别重要客户，并根据他们的需求考虑潜在的收入调整，包括折扣和激励措施。这种方法会影响 客户留存 并且可能会影响收入增长，尽管成功与否可能因情况而异。ACV 随后成为管理决策的工具，包括战略选择和业务收入预测的准确性。

然而， looking at ACV insights will, like other forms of analysis, need to be supplemented with other relevant data and market research in making pricing decisions.