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Frameworks, core principles and top case studies for SaaS pricing, learnt and refined over 28+ years of SaaS-monetization experience.
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In the fast-paced SaaS landscape, understanding your company's financial health through the right metrics is paramount for strategic decision-making. Among these metrics, Revenue Per Time Period stands out as one of the most fundamental yet powerful indicators of business performance. This measurement provides essential insights into your company's growth trajectory, sales efficiency, and overall market position.
What is Revenue Per Time Period?
Revenue Per Time Period is exactly what it sounds like—the total revenue your business generates within a specific timeframe. For SaaS companies, this is typically measured monthly (Monthly Recurring Revenue or MRR) or annually (Annual Recurring Revenue or ARR).
Unlike one-time sales models, SaaS businesses thrive on predictable, recurring revenue streams, making time-based revenue metrics particularly meaningful. They represent the lifeblood of your business's cash flow and growth potential.
According to OpenView Partners' 2023 SaaS Benchmarks Report, high-performing SaaS companies track their revenue metrics across multiple time periods—daily, weekly, monthly, quarterly, and annually—to gain comprehensive visibility into their business performance.
Why is Revenue Per Time Period Important?
1. Predictability and Planning
Revenue Per Time Period provides predictability that's essential for strategic planning. As Tomasz Tunguz, venture capitalist at Redpoint Ventures, notes, "The predictability of SaaS revenue enables companies to plan their investments with much greater precision than traditional software companies."
By understanding your consistent revenue streams, you can:
- Forecast future growth with greater accuracy
- Plan hiring and expansion initiatives
- Allocate marketing and R&D budgets more effectively
- Set realistic targets for investors and stakeholders
2. Valuation Impacts
For SaaS executives, perhaps the most compelling reason to focus on Revenue Per Time Period is its direct impact on company valuation.
According to data from KeyBanc Capital Markets' 2023 SaaS Survey, SaaS companies are typically valued at multiples of their ARR, with the average public SaaS company valued at approximately 6-12x ARR (though this multiple fluctuates with market conditions). This means that a consistent increase in your recurring revenue directly translates to higher company valuation.
3. Growth Trend Visibility
Tracking Revenue Per Time Period across consecutive periods reveals crucial information about your growth trajectory:
- Is growth accelerating, plateauing, or declining?
- Are seasonal patterns affecting your revenue?
- How effective are your sales, marketing, and product initiatives?
- Is your current growth rate sustainable or cause for concern?
4. Investor Communications
When communicating with investors or board members, Revenue Per Time Period serves as a universal language. According to Bessemer Venture Partners, "ARR growth rate is the single most important metric for private SaaS companies seeking funding." It's often the first number investors will ask for when evaluating your business's health and potential.
How to Measure Revenue Per Time Period
Setting Your Timeframe
The most common time periods for SaaS revenue measurement are:
Monthly Recurring Revenue (MRR): The predictable revenue your business generates each month.
Annual Recurring Revenue (ARR): The value of your recurring revenue normalized for a year.
Larger enterprises often focus on ARR, while earlier-stage companies may find MRR more actionable for making quick adjustments.
The Basic Calculation
The basic calculation for Revenue Per Time Period is straightforward:
Revenue Per Time Period = Sum of all recurring revenue within the specified periodFor MRR, this includes all monthly subscription fees. For ARR, it's typically calculated as:
ARR = MRR × 12Components to Include
A comprehensive Revenue Per Time Period calculation should include:
- Base Recurring Revenue: Revenue from existing subscriptions
- Expansion Revenue: Additional revenue from upsells or cross-sells
- Contraction Revenue: Reduction due to downgrades
- Churn: Lost revenue from cancellations
- New Revenue: Revenue from new customers
Advanced Measurement Approaches
For more sophisticated analysis:
Cohort Analysis: Track Revenue Per Time Period for specific customer segments or acquisition cohorts to identify which customer types generate the most stable revenue.
Net Revenue Retention: Measure the percentage of revenue retained from existing customers over time, accounting for expansion, contraction, and churn:
Net Revenue Retention = (Starting MRR + Expansion - Contraction - Churn) ÷ Starting MRR × 100%According to OpenView's 2023 SaaS Benchmarks, top-performing SaaS companies maintain net revenue retention above 120%, meaning they grow revenue from existing customers even without acquiring new ones.
- Revenue Growth Rate: Calculate the percentage increase in Revenue Per Time Period compared to previous periods:
Revenue Growth Rate = (Current Period Revenue - Previous Period Revenue) ÷ Previous Period Revenue × 100%Best Practices for Using Revenue Per Time Period
1. Standardize Your Definition
Ensure your entire organization uses consistent definitions for what counts as recurring revenue. For example:
- Do you include only subscription revenue, or also recurring add-ons?
- How do you account for annual contracts paid upfront?
- Do you normalize for refunds or credits?
Salesforce, a pioneer in the SaaS industry, specifically excludes professional services revenue from their ARR calculations to maintain focus on their true recurring business.
2. Set Targets Based on Company Stage
Your Revenue Per Time Period targets should align with your company's growth stage:
- Early-stage startups: Focus on month-over-month growth rates (10-15% is often considered strong)
- Mid-market growth: Target consistent growth with increasing efficiency
- Enterprise scale: Balance growth with profitability and retention
3. Supplement with Additional Metrics
While powerful, Revenue Per Time Period should be viewed alongside complementary metrics:
- Customer Acquisition Cost (CAC): Ensures your growth is sustainable
- Gross Margin: Reflects the profitability of your revenue
- Churn Rate: Indicates the stability of your recurring revenue
- LTV/CAC Ratio: Measures the long-term value of your customer acquisition efforts
Common Pitfalls to Avoid
Overemphasizing Growth at All Costs: Rapid Revenue Per Time Period growth that comes with unsustainable unit