Maximizing Your Monthly Recurring Revenue: Strategies for Growth and Sustainability

What is the Monthly Recurring Revenue?

Monthly Recurring Revenue (MRR) is your business's predictable monthly revenue from active subscriptions. It excludes one-time costs but includes discounts, coupons, and recurring add-ons.

MRR can measure the business's financial health and forecast future earnings based on active subscribers.

MRR links customers and accounts, revealing subscription activity. Customer acquisition, plan upgrades, or both boost MRR. Monthly Recurring Revenue declines indicate downgrades, cancellations, and churn. You must track each aspect that affects MRR to understand its rise and decline. MRR kinds reveal revenue, consumer behaviour, and business health. Here are a few types of monthly recurring revenue.


Monthly new MRR comes from new consumers.

If your company adds five $500/month subscribers, the New MRR will be $2500.

Upgrade MRR

Upgrade MRR is the monthly revenue from subscriptions that upgrade pricing plans. Upgrade MRR includes subscription add-ons.

For example, if a $50/month customer upgrades to a $200/month plan and buys a $25/month add-on, the upgrade MRR will be $175.

Downgrade MRR

Downgrade MRR is the monthly revenue from subscriptions that downgraded their package.

If a consumer downgraded from a $500 plan to a $100 plan, the Downgrade MRR would be $400.

Expansion MRR

Expansion MRR is the monthly revenue increase from current clients. Add-ons, upselling, and cross-selling boost Expansion MRR. Positive Expansion MRR means you satisfied and retained consumers. Existing customer sales have no Customer Acquisition Cost (CAC), which boosts your bottom line.

Calculate monthly expansion MRR growth:

(Expansion MRR / Total MRR at the start of the month) * 100

For example, your business started the month with an MRR of $800K and added $17k of Expansion MRR from current clients (via add-ons, up-sells, and cross-sells).

Expansion MRR growth per month is:

($17K / $800K) * 100 = 2.1%

Reactivation MRR

Reactivation MRR is the monthly income from churned customers returning to paying plans. It shows client reacquisition profit.

If five churned customers reactivated their accounts in the same month and each subscribed to a $50/month plan, your Reactivation MRR is $250.

Contraction MRR

Contraction MRR is the monthly subscriber cancellation and downgrade loss for your firm. Contraction MRR occurs when a consumer cancels, downgrades, pauses, spends credits, receives a discount, or cancels a recurring add-on. Contraction MRR has some downgrades, but other aspects contribute to it.

For instance, you might give 50 loyal clients a $30 discount for a month. Contraction MRR is $150.

Churn MRR

Churn MRR is your business's monthly subscription cancellation losses.

If three $1000/month customers cancel in the same month, your churn MRR is $3,000.

Net New MRR

Net New MRR formula:

Net New MRR=New + Expansion MRR – Churned MRR. Net New MRR shows the month-to-month change in revenue.

If your Net New MRR is negative, you lost revenue. Revenue increases if Net New MRR is positive.

Five $100/month clients joined your service in a month. 10 consumers increased from $100/month to $200/month. Three $200/month customers left.

$900 is your Net New MRR during that month.

Why is it Important in SaaS? 

When you offer SaaS, you're not just selling something once; you're providing an ongoing service. As a result, your software company's performance can't be accurately gauged by looking at monthly sales figures.

Keeping track of who your new, upgraded, and lapsed clients are can be challenging. Then there are the unknowns that can affect your revenue, such as a customer paying for specialized customization, a business going over its usage limit, or a sophisticated solution that takes months to test and deploy. Therefore, painting a clear image of your company's expansion might take time and effort. Hence, MRR monthly recurring revenue saas comes in handy.

How to Calculate Monthly Recurring Revenue?

You now know the answer to "what is MRR?" and understand its significance. The question is how to track its progress over time.

You'll need to know your current MRR plus three more figures to track your average income stream growth or decline.

Recent Monthly Income

This metric represents the money brought in by new consumers each month.

Expanded monthly revenue

This means that you'll be bringing in more money every month from your existing clients who are purchasing more of your products or upgrading their current subscriptions.

Paid-in-full revenue loss

Determine a monthly revenue loss. For instance, you can only recover the revenue if customers cancel or downgrade their subscriptions.

Your modified MRR equals your original MRR plus any additions or increases and any decreases in MRR. Once you have these figures, you can add them to see the total increase in your monthly revenue. Doing this regularly will give you a comprehensive picture of your company's development.