SaaS 总收入留存率 (GRR) 计算器

考虑 Gross Revenue Retention (GRR) as the leaky bucket of a SaaS business, the higher the percentage the more revenue the business will lose due to customer churn.

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    Strategic Value of GRR

    GRR is a valuable tool in enabling businesses to set prices, focus on customer service, and map out product development.

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    Operational Impact of GRR

    A high GRR reduces the need for a company to invest time and resources in seeking new customers, allowing focus on product and customer satisfaction.

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    Financial Stability via GRR

    通过保持较高的 GRR，公司可以创建一个更稳定的收入来源，从而支持增长和再投资。

📊 输入值

📈 结果

SaaS Gross Revenue Retention (GRR)

0.00%
Gross Revenue Retention (GRR) measures the percentage of recurring revenue retained from existing customers, excluding expansion revenue. It considers both revenue churn and contraction.

How to Calculate SaaS Gross Revenue Retention (GRR)

Follow these steps to compute your SaaS gross revenue retention (GRR) rate: 

  1. Identify your Beginning Period ARR. This is your Annual Recurring Revenue at the start of the period you are measuring, such as the beginning of the year or quarter. Example: A small SaaS company might start with $500,000 ARR, while a larger one may begin with $5,000,000.
  2. Determine your Contraction ARR. This includes revenue lost from existing customers who downgrade or reduce usage during the period. Example: A contraction of $20,000 might occur if customers move to cheaper plans or reduce seats.
  3. Calculate your Churn ARR. 这表示因客户取消订阅而损失的收入。例如：一家小型企业可能会损失 30,000 美元，而一家大型企业可能会损失 300,000 美元。
  4. Calculate the Retained Revenue by subtracting the Contraction ARR and Churn ARR from the Beginning Period ARR例如：对于一家小公司，500,000美元 – 20,000美元 – 30,000美元 = 450,000美元；对于一家大公司，5,000,000美元 – 100,000美元 – 300,000美元 = 4,600,000美元。
  5. 将留存收入（来自步骤 4）除以期初 ARR（来自步骤 1），即可得出 GRR。 Example: For the smaller company, $450,000 / $500,000 = 0.90 or 90%, and for the larger, $4,600,000 / $5,000,000 = 0.92 or 92%.

注意： 确保所有数据点（期初 ARR、收缩和客户流失）都针对同一时间段。GRR 仅衡量现有收入的留存率，不包括新收入。

SaaS 总收入留存率 (GRR) = ((期初 ARR – 收缩 ARR – 客户流失 ARR) / 期初 ARR)。

了解 SaaS 总收入留存率 (GRR)

Ioana Grigorescu

1 月 14, 2025

什么是总收入留存率？

Imagine a company as a bucket, with revenue being the water inside it. Gross Revenue Retention (GRR) acts like an inspector checking if the bucket is strong enough to hold the water it already has, without considering any new water added. This examination focuses solely on the water (revenue) that was in the bucket at the start, looking for any leaks such as lost customers or reductions in spending.

Gross Revenue Retention is technically defined as the ratio of the recurring revenue at the end of a period to the total recurring revenue at the beginning of that period, subtracting any losses from downgrades and customer churn. A high GRR signals that the company maintains a stable base of existing revenue, highlighting its ability to retain customers and sustain income without relying on new sales.

  • Sustain revenue by highlighting retained recurring revenue from existing customers.

  • Guide strategy by providing insights into customer success, pricing, and product satisfaction.

  • Benchmark performance to identify areas for customer retention improvement.

SaaS 总收入留存率 (GRR) 的实际案例

  • 示例 1: In one experience, the shift to a subscription-based model in a SaaS company led to an increase in Gross Revenue Retention (GRR) from $100,000 to $150,000 monthly. The change was directly related to more consistent monthly revenues driven by the predictability of subscription payments.
  • 示例 2: By extending subscription periods, a company noticed a rise in GRR, which went up by 20%. Previous annual subscriptions of $200,000 grew to $240,000 annual revenue post-extension, reflecting customer satisfaction with the lengthier commitment terms.
  • 示例 3: A company implemented an upgrade path for existing customers, resulting in a GRR increase from 75% to 85%. Customers opting for higher-tiered services at an average price increase from $50 to $75 directly influenced this growth.
期间 起始月度经常性收入 (MRR) 流失月度经常性收入 降级的月度经常性收入 期末月度经常性收入 总收入留存率 总收入留存率变化
第1个月 $500,000 $10,000 $5,000 $485,000 97% –
第2个月 $485,000 $12,000 $3,000 $470,000 96.9% -0.1%
第3个月 $470,000 $8,000 $2,000 $460,000 97.9% +1.0%

趋势分析： 在这个例子中，总收入留存率（GRR）在第1个月和第2个月之间略有下降，从97%降至96.9%，表明收入损失增加。然而，在第3个月回升至97.9%，表明收入留存有所改善。这一趋势表明，虽然最初经历了一些收入损失，但该业务在随着时间的推移，在留存收入方面做得越来越好。

GRR = ($470,000 – $8,000 – $2,000) / $470,000 = 97.9%

Different Ways to Calculate SaaS Gross Revenue Retention (GRR)

  • Simple GRR: Measures revenue at the end of a period compared to the beginning, adjusted for churn and downgrades, giving an overview of revenue retention capabilities.
  • Cohort-based GRR: Tracks revenue from customers signed up in the same period, using cohorts to analyze customer behavior over time.
  • Weighted GRR: Emphasizes the importance of retaining high-value customers by considering their revenue impact more heavily.

How to Improve Your SaaS Gross Revenue Retention

  • Understand the reasons for customer departure: Track and analyze why customers are leaving, whether it’s due to moving to a competitor or dissatisfaction with the service. This data will guide your retention strategies.
  • 提升客户服务： Provide exceptional support and service to address any concerns promptly, ensuring customers feel valued and supported.
  • 保持定期沟通： 通过定期更新、实用技巧或新闻通讯与您的客户保持联系，以保持联系并让他们记住您。
  • 提供培训和支持： 通过提供全面的培训和资源，帮助客户充分利用您的服务，提高他们的成功率和满意度。
  • 根据反馈进行调整： Regularly collect customer feedback and use it to make informed adjustments to your product roadmap, ensuring it aligns with customer needs.
  • Provide flexible options: Offer a variety of contract terms, pricing levels, and feature customization options to cater to diverse customer preferences and needs.
  • Monitor high-risk customers: Set up alerts for low usage or expiring subscriptions to identify at-risk customers. Quickly intervene to re-engage them and address their concerns.

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