SaaS Metrics Dictionary Plain-English definitions, formulas, benchmarks, and examples for the 20 SaaS revenue operations metrics that matter most to founders, RevOps leaders, and investors.
Revenue Metrics ARR (Annual Recurring Revenue) — annualized value of recurring subscription contracts MRR (Monthly Recurring Revenue) — normalized monthly subscription revenue TCV (Total Contract Value) — full value of a contract over its term ACV (Annual Contract Value) — annualized value of a single contract NRR (Net Revenue Retention) — retention rate including expansion, contraction, and churn GRR (Gross Revenue Retention) — retention rate excluding expansion Efficiency Metrics CAC (Customer Acquisition Cost) — total sales and marketing spend per new customer LTV (Customer Lifetime Value) — expected revenue from a customer over their lifetime LTV/CAC Ratio — return on customer acquisition investment CAC Payback Period — months to recover the cost of acquiring a customer Rule of 40 — growth rate plus profit margin combined into one score Burn Multiple — net burn divided by net new ARR Magic Number — new ARR divided by prior quarter S&M spend Retention Metrics Logo Churn — percentage of customers lost in a period Revenue Churn — percentage of MRR or ARR lost from churned customers Net Revenue Churn — revenue churn net of expansion from existing customers Pipeline Metrics Pipeline Coverage — pipeline value divided by quota Forecast Accuracy — actual closed ARR vs. forecast ARR ARR Bridge — waterfall showing new, expansion, contraction, and churned ARR movements DealARR calculates all of these metrics automatically from your deal book. Start a free trial to see your metrics in real time.
Explore DealARR DealARR is a B2B SaaS revenue operations platform. Start a 30-day free trial or contact sales .