{"id":20050,"date":"2024-06-17T06:58:36","date_gmt":"2024-06-17T06:58:36","guid":{"rendered":"https:\/\/www.mooninvoice.com\/blog\/?p=20050"},"modified":"2026-05-05T10:23:06","modified_gmt":"2026-05-05T10:23:06","slug":"net-revenue-retention","status":"publish","type":"post","link":"https:\/\/www.mooninvoice.com\/blog\/net-revenue-retention\/","title":{"rendered":"What is Net Revenue Retention? A Key to Sustainable Revenue"},"content":{"rendered":"<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_11 counter-hierarchy counter-decimal ez-toc-grey\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\"><i class=\"ez-toc-glyphicon ez-toc-icon-toggle\"><\/i><\/a><\/span><\/div>\n<nav><ul class=\"ez-toc-list ez-toc-list-level-1\"><li class=\"ez-toc-page-1 ez-toc-heading-level-2\"><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/www.mooninvoice.com\/blog\/net-revenue-retention\/#What_Is_NRR_(Net_Revenue_Retention)\" title=\"What Is NRR (Net Revenue Retention)?\">What Is NRR (Net Revenue Retention)?<\/a><\/li><li class=\"ez-toc-page-1 ez-toc-heading-level-2\"><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/www.mooninvoice.com\/blog\/net-revenue-retention\/#How_To_Calculate_Net_Revenue_Retention\" title=\"How To Calculate Net Revenue Retention?\">How To Calculate Net Revenue Retention?<\/a><\/li><li class=\"ez-toc-page-1 ez-toc-heading-level-2\"><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/www.mooninvoice.com\/blog\/net-revenue-retention\/#Difference_Between_Gross_Revenue_Retention_and_NRR\" title=\"Difference Between Gross Revenue Retention and NRR\">Difference Between Gross Revenue Retention and NRR<\/a><\/li><li class=\"ez-toc-page-1 ez-toc-heading-level-2\"><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/www.mooninvoice.com\/blog\/net-revenue-retention\/#Net_Revenue_Retention_Benchmarks\" title=\"Net Revenue Retention Benchmarks\">Net Revenue Retention Benchmarks<\/a><\/li><li class=\"ez-toc-page-1 ez-toc-heading-level-2\"><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/www.mooninvoice.com\/blog\/net-revenue-retention\/#What_Is_an_Ideal_Net_Revenue_Retention_Rate_to_Consider\" title=\"What Is an Ideal Net Revenue Retention Rate to Consider?\">What Is an Ideal Net Revenue Retention Rate to Consider?<\/a><\/li><li class=\"ez-toc-page-1 ez-toc-heading-level-2\"><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/www.mooninvoice.com\/blog\/net-revenue-retention\/#Tips_to_Increase_Net_Revenue_Retention_Rates_in_SaaS_Companies\" title=\"Tips to Increase Net Revenue Retention Rates in SaaS Companies\">Tips to Increase Net Revenue Retention Rates in SaaS Companies<\/a><\/li><li class=\"ez-toc-page-1 ez-toc-heading-level-2\"><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/www.mooninvoice.com\/blog\/net-revenue-retention\/#Why_Is_Net_Revenue_Retention_a_Valuable_Term_for_SaaS_Business\" title=\"Why Is Net Revenue Retention a Valuable Term for SaaS Business?\">Why Is Net Revenue Retention a Valuable Term for SaaS Business?<\/a><\/li><li class=\"ez-toc-page-1 ez-toc-heading-level-2\"><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/www.mooninvoice.com\/blog\/net-revenue-retention\/#Conclusion\" title=\"Conclusion\">Conclusion<\/a><\/li><li class=\"ez-toc-page-1 ez-toc-heading-level-2\"><a class=\"ez-toc-link ez-toc-heading-9\" href=\"https:\/\/www.mooninvoice.com\/blog\/net-revenue-retention\/#FAQs\" title=\"FAQs\">FAQs<\/a><\/li><\/ul><\/nav><\/div>\n<h2><span class=\"ez-toc-section\" id=\"What_Is_NRR_(Net_Revenue_Retention)\"><\/span>What Is NRR (Net Revenue Retention)?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>The NRR meaning is associated with the revenue of the company. Net Revenue Retention is defined as a SaaS metric that calculates the recurring revenue from the current customer. This calculation is for a particular period.<\/p>\n<p>Its other name is Net Dollar Retention (NDR) and includes downgrade, upgrade, and churn of customers. Thus, it presents the business growth potential from the existing customer base. New customers are excluded from NRR.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"How_To_Calculate_Net_Revenue_Retention\"><\/span>How To Calculate Net Revenue Retention?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"alignnone size-full wp-image-20126\" src=\"https:\/\/mi-blogs.s3.amazonaws.com\/mi-live\/blog\/wp-content\/uploads\/2024\/06\/17061920\/How-To-Calculate-Net-Revenue-Retention.jpg\" alt=\"How To Calculate Net Revenue Retention\" width=\"1100\" height=\"570\" srcset=\"https:\/\/mi-blogs.s3.amazonaws.com\/mi-live\/blog\/wp-content\/uploads\/2024\/06\/17061920\/How-To-Calculate-Net-Revenue-Retention.jpg 1100w, https:\/\/mi-blogs.s3.amazonaws.com\/mi-live\/blog\/wp-content\/uploads\/2024\/06\/17061920\/How-To-Calculate-Net-Revenue-Retention-300x155.jpg 300w, https:\/\/mi-blogs.s3.amazonaws.com\/mi-live\/blog\/wp-content\/uploads\/2024\/06\/17061920\/How-To-Calculate-Net-Revenue-Retention-1024x531.jpg 1024w, https:\/\/mi-blogs.s3.amazonaws.com\/mi-live\/blog\/wp-content\/uploads\/2024\/06\/17061920\/How-To-Calculate-Net-Revenue-Retention-768x398.jpg 768w, https:\/\/mi-blogs.s3.amazonaws.com\/mi-live\/blog\/wp-content\/uploads\/2024\/06\/17061920\/How-To-Calculate-Net-Revenue-Retention-150x78.jpg 150w\" sizes=\"auto, (max-width: 1100px) 100vw, 1100px\" \/><\/p>\n<p>After identifying the net revenue retention meaning, it is also important to know how to perform NRR calculations. Suppose there is a net increase in the revenue of the company from its current customer for a specific time. Afterward, divide it by the beginning period revenue from those same customers.<\/p>\n<p><strong>The NRR formula is as follows:<\/strong><\/p>\n<div class=\"formula-box formula-blue\">\n  <strong>Net Revenue Rate = Starting MRR &#8211; Downgrade MRR &#8211; Churn MRR + Expansion MRR \/ Starting MRR x 100<\/strong>\n<\/div>\n<div style=\"height:10px;\"><\/div>\n<p><em><a href=\"https:\/\/www.mooninvoice.com\/blog\/monthly-recurring-revenue\/\">Monthly recurring revenue (MRR)<\/a>: This represents the amount of recurring revenue the company expects to earn every month.<\/em><\/p>\n<p><strong>Expansion MRR:<\/strong> This metric is useful to calculate the expansion amount from cross-sells and upsells in a month from current customers.<\/p>\n<p><strong>Downgrade MRR:<\/strong> This is inconsistent with expansion MRR. This metric is useful to calculate the revenue decline occurring in a month by existing customers.<\/p>\n<p><strong>Churn MRR:<\/strong> It measures the amount of lost revenue within a month due to customer cancellation.<\/p>\n<p>Lets understand the calculation of NRR with an example.<\/p>\n<p>The company had $100,000 in recurring revenue at the beginning of March from the existing customers. At the March end, the company generated a revenue of $120,000 from the same customers. At the same time, the company lost $5000 in MRR due to customer churn and $1000 in MRR as a result of downgrades. Along with it, the company earned $8000 from upgrades.<\/p>\n<p>Now the net revenue retention is calculated as follows<\/p>\n<p>NRR = ($120,000-$5000-$1000+$8000)\/ $100,000 x 100<\/p>\n<p>NRR = 1,22,000\/$100,000 x 100<\/p>\n<p>NRR = 122%<\/p>\n<p>This Net Revenue Rate can be calculated quarterly, monthly, or annually as per the company&#8217;s business nature.<\/p>\n<div class=\"cta-sc\">\n<p class=\"cta-ttl\"><strong class=\"cta-ttl\">Struggling to Get Payment On Time?<\/strong><\/p>\n<p class=\"cta-cnt\">Generate invoice in 60 seconds and share it with your client to accelerate your billing.<\/p>\n<p><a class=\"btn\">Sign Up Now!<\/a>\n<\/div>\n<h2><span class=\"ez-toc-section\" id=\"Difference_Between_Gross_Revenue_Retention_and_NRR\"><\/span>Difference Between Gross Revenue Retention and NRR<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>NRR and gross revenue retention are non-identical metrics. The following points justify the differentiation between these two.<\/p>\n<p>Gross Revenue Retention (GRR) computes the annual revenue loss from existing customers.<\/p>\n<p>Gross Revenue Retention is always measured on MRR, Contraction MRR and Churn MRR like Net Revenue Retention. It excludes Expansion MRR.<\/p>\n<p>There is always confusion and conflict in deciding which metric is more appropriate. NRR includes more information, but when it comes to long-term business growth, Gross Revenue Retention is a better option.<\/p>\n<p><strong>Net Revenue Retention Formula &#8211;<\/strong><\/p>\n<div class=\"formula-box formula-blue\">\n  <strong>NRR = Starting MRR &#8211; Downgrade MRR &#8211; Churn MRR + Expansion MRR \/ Starting MRR x 100<\/strong>\n<\/div>\n<div style=\"height:10px;\"><\/div>\n<p><strong>Gross Revenue Retention Formula &#8211;<\/strong><\/p>\n<div class=\"formula-box formula-blue\">\n  <strong>GRR = Monthly Recurring revenue at the beginning of the month &#8211; churn &#8211; downgrades \/ MRR at the beginning of the month x 100<\/strong>\n<\/div>\n<h2><span class=\"ez-toc-section\" id=\"Net_Revenue_Retention_Benchmarks\"><\/span>Net Revenue Retention Benchmarks<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Benchmarks for a good NRR (Net Revenue Retention) vary depending on the size of the business. Small, medium, and large enterprises have different benchmarks.<\/p>\n<p>A 90-100% NRR rate is good for small and medium businesses, while enterprise businesses need an NRR of above 100% that indicates good growth.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"What_Is_an_Ideal_Net_Revenue_Retention_Rate_to_Consider\"><\/span>What Is an Ideal Net Revenue Retention Rate to Consider?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>As discussed above, the NRR benchmark varies according to the business size. Following are the different NRR tiers.<\/p>\n<ul class=\"custom-disc-list\">\n<li><strong>Less than 80%<\/strong> &#8211; It is considered to be low and indicates the company\u2019s struggle to retain customers. In this scenario, companies should find different ways to refine retention efforts.<\/li>\n<li><strong>80 to 100%<\/strong> &#8211; It is a satisfactory NRR rate, and it means the business can retain most of the customers but is not able to grow its revenue. In this scenario, Customer lifetime value and churn rate should be considered by business professionals.<\/li>\n<li><strong>More than 100%<\/strong> &#8211; It is a higher net revenue retention. This indicates that the business is successfully able to retain most of its existing customers along with revenue growth from expansions and upsells.<\/li>\n<\/ul>\n<p>In some conditions, businesses are still considered to be healthy even with a net retention rate of below 100%. Let&#8217;s have a look at those conditions as follows.<\/p>\n<h3>Upselling<\/h3>\n<p>If there is a successful upselling of the existing customers to higher-priced products, then there could be a revenue increment.<\/p>\n<p><strong>Example<\/strong> &#8211; Suppose a company has 10 customers, and each pays $200 per month for the basic service. It upsells 5 out of those customers to the premium service, and it costs $200 per month. There could be a loss of 4 customers, but still the company will avail the revenue.<\/p>\n<h3>Price increase<\/h3>\n<p>The price increment in the product and service can lead to revenue increment from the existing customers. It is applicable even if a business loses 4 customers who have not upgraded it.<\/p>\n<p><strong>Example<\/strong> &#8211; Imagine a company has 10 customers who pay $100. Later on, the company increased the cost to $150 and lost one customer then also the company will observe the overall revenue retention.<\/p>\n<h3>Getting new customers with higher revenue potential<\/h3>\n<p>If the company loses some customers but gets new customers who have higher revenue potential, then it sees a hike in net revenue retention.<\/p>\n<p><strong>Example<\/strong> &#8211; Suppose a company loses 4 customers who pay $100 per month but get 2 new customers who pay $200 per month. It will be a net revenue increment.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Tips_to_Increase_Net_Revenue_Retention_Rates_in_SaaS_Companies\"><\/span>Tips to Increase Net Revenue Retention Rates in SaaS Companies<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>We have already covered the roles and value of NRR in the business. An NRR rate is good, but the question here is how to hike it. So, here are the points for increasing net revenue retention.<\/p>\n<ul class=\"custom-disc-list\">\n<li>Modify your onboarding process to satisfy the needs of each customer.<\/li>\n<li>Determine the chances to upsell or cross-sell additional features that complement the customer&#8217;s current subscription.<\/li>\n<li>Analyze the customer behavior and also identify the signals of potential churn.<\/li>\n<li>Product improvement based on customer feedback and other market insights.<\/li>\n<li>Introduce a customized package that enables customers to scale their usage as per their needs and budgets.<\/li>\n<li>Offer proactive support and resources to let your client utilize maximum benefit from your product or service.<\/li>\n<\/ul>\n<h2><span class=\"ez-toc-section\" id=\"Why_Is_Net_Revenue_Retention_a_Valuable_Term_for_SaaS_Business\"><\/span>Why Is Net Revenue Retention a Valuable Term for SaaS Business?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"alignnone size-full wp-image-20127\" src=\"https:\/\/mi-blogs.s3.amazonaws.com\/mi-live\/blog\/wp-content\/uploads\/2024\/06\/17062230\/Why-Is-Net-Revenue-Retention-a-Valuable-Term-for-SaaS-Business.jpg\" alt=\"Why Is Net Revenue Retention a Valuable Term for SaaS Business\" width=\"1100\" height=\"570\" srcset=\"https:\/\/mi-blogs.s3.amazonaws.com\/mi-live\/blog\/wp-content\/uploads\/2024\/06\/17062230\/Why-Is-Net-Revenue-Retention-a-Valuable-Term-for-SaaS-Business.jpg 1100w, https:\/\/mi-blogs.s3.amazonaws.com\/mi-live\/blog\/wp-content\/uploads\/2024\/06\/17062230\/Why-Is-Net-Revenue-Retention-a-Valuable-Term-for-SaaS-Business-300x155.jpg 300w, https:\/\/mi-blogs.s3.amazonaws.com\/mi-live\/blog\/wp-content\/uploads\/2024\/06\/17062230\/Why-Is-Net-Revenue-Retention-a-Valuable-Term-for-SaaS-Business-1024x531.jpg 1024w, https:\/\/mi-blogs.s3.amazonaws.com\/mi-live\/blog\/wp-content\/uploads\/2024\/06\/17062230\/Why-Is-Net-Revenue-Retention-a-Valuable-Term-for-SaaS-Business-768x398.jpg 768w, https:\/\/mi-blogs.s3.amazonaws.com\/mi-live\/blog\/wp-content\/uploads\/2024\/06\/17062230\/Why-Is-Net-Revenue-Retention-a-Valuable-Term-for-SaaS-Business-150x78.jpg 150w\" sizes=\"auto, (max-width: 1100px) 100vw, 1100px\" \/><\/p>\n<p>Revenue retention is helpful to <a href=\"https:\/\/www.mooninvoice.com\/blog\/how-to-calculate-revenue\/\">calculate revenue<\/a>, and businesses can identify where the money is coming from and where it is going.<\/p>\n<p>In the case of SaaS businesses, this revenue metric helps in identifying which products and services are thriving or faltering in market segments. It also unveils shortcomings in marketing, user acquisition, and sales.<\/p>\n<p>The following reasons justify the importance of NRR in SaaS businesses.<\/p>\n<h3>Indicating the Future Growth Potential<\/h3>\n<p>NRR is mainly used in conjunction with other metrics like LTV and churn rate. This offers better insight into the company\u2019s achievements and status.<\/p>\n<h3>Early Detection of Issues<\/h3>\n<p>NRR offers a business view of its revenue performance over time. This helps to identify issues early. Businesses offering subscription-based services prevent revenue loss while identifying retention issues.<\/p>\n<h3>Measuring the Effectiveness of Retention Efforts<\/h3>\n<p>A low NRR shows the company\u2019s struggle to retain customers. It needs to improve customer satisfaction.<\/p>\n<div class=\"cta-sc\">\n<p class=\"cta-ttl\"><strong class=\"cta-ttl\">Ramp Up Your Billing Process For Every Sale<\/strong><\/p>\n<p class=\"cta-cnt\">Discover 66+ invoice templates and streamline your billing process.<\/p>\n<p><a class=\"btn\">Get it Now!<\/a>\n<\/div>\n<h2><span class=\"ez-toc-section\" id=\"Conclusion\"><\/span>Conclusion<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Net revenue retention is a crucial standard metric for businesses including SaaS professions. It helps you to understand your customers&#8217; views about your business. Moreover, it also helps to identify your company\u2019s current performance situation and future goals. Hope, you have a solid understanding of net revenue retention.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"FAQs\"><\/span>FAQs<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<div id=\"1-link-20050\" class=\"sh-link 1-link sh-hide\"><h3 onclick=\"showhide_toggle('1', 20050, 'How to calculate Net Revenue Retention?', 'How to calculate Net Revenue Retention?'); return false;\" aria-expanded=\"false\"><span id=\"1-toggle-20050\" class=\"sh-toggle\" data-more=\"How to calculate Net Revenue Retention?\" data-less=\"How to calculate Net Revenue Retention?\">How to calculate Net Revenue Retention?<\/span><\/h3><\/div><div id=\"1-content-20050\" class=\"sh-content 1-content sh-hide\" style=\"display: none;\">Consider the net increment in revenue from the current customer of the company. Later on divide it by the beginning of the period&#8217;s revenue from the same customer.<\/p>\n<p><\/div>\n<div id=\"2-link-20050\" class=\"sh-link 2-link sh-hide\"><h3 onclick=\"showhide_toggle('2', 20050, 'Why is net revenue retention important?', 'Why is net revenue retention important?'); return false;\" aria-expanded=\"false\"><span id=\"2-toggle-20050\" class=\"sh-toggle\" data-more=\"Why is net revenue retention important?\" data-less=\"Why is net revenue retention important?\">Why is net revenue retention important?<\/span><\/h3><\/div><div id=\"2-content-20050\" class=\"sh-content 2-content sh-hide\" style=\"display: none;\">Net revenue retention is a reliable metric that judges the company\u2019s ability to upsell customers.<\/p>\n<p><\/div>\n<div id=\"3-link-20050\" class=\"sh-link 3-link sh-hide\"><h3 onclick=\"showhide_toggle('3', 20050, 'What is the meaning of 100% net retention?', 'What is the meaning of 100% net retention?'); return false;\" aria-expanded=\"false\"><span id=\"3-toggle-20050\" class=\"sh-toggle\" data-more=\"What is the meaning of 100% net retention?\" data-less=\"What is the meaning of 100% net retention?\">What is the meaning of 100% net retention?<\/span><\/h3><\/div><div id=\"3-content-20050\" class=\"sh-content 3-content sh-hide\" style=\"display: none;\">100% net retention means there is a good net retention rate. The NRR above 100% shows consistent growth from the customer base and the revenue earned from cross-sells and upsells is larger than the revenue lost due to churn.<\/p>\n<p><\/div>\n<div id=\"4-link-20050\" class=\"sh-link 4-link sh-hide\"><h3 onclick=\"showhide_toggle('4', 20050, 'What is revenue retention gross vs net?', 'What is revenue retention gross vs net?'); return false;\" aria-expanded=\"false\"><span id=\"4-toggle-20050\" class=\"sh-toggle\" data-more=\"What is revenue retention gross vs net?\" data-less=\"What is revenue retention gross vs net?\">What is revenue retention gross vs net?<\/span><\/h3><\/div><div id=\"4-content-20050\" class=\"sh-content 4-content sh-hide\" style=\"display: none;\">The focus of GRR is on the percentage of recurring revenue that is retained by customers. It excludes revenue from expansion or upgrades. On the other hand, NRR offers a comprehensive view by covering cross-sell revenues and upsell revenues to the retained revenue.<\/p>\n<p><\/div>\n","protected":false},"excerpt":{"rendered":"<p>Table of Contents What Is NRR (Net Revenue Retention)?How To Calculate Net Revenue Retention?Difference Between Gross Revenue Retention and NRRNet Revenue Retention BenchmarksWhat Is an Ideal Net Revenue Retention Rate to Consider?Tips to Increase Net Revenue Retention Rates in SaaS CompaniesWhy Is Net Revenue Retention a Valuable Term for SaaS Business?ConclusionFAQs What Is NRR (Net&hellip; <a class=\"more-link\" href=\"https:\/\/www.mooninvoice.com\/blog\/net-revenue-retention\/\">Continue reading <span class=\"screen-reader-text\">What is Net Revenue Retention? A Key to Sustainable Revenue<\/span><\/a><\/p>\n","protected":false},"author":11,"featured_media":20125,"comment_status":"open","ping_status":"open","sticky":false,"template":"single-custom-post.php","format":"standard","meta":{"footnotes":""},"categories":[1380],"tags":[],"class_list":["post-20050","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-financial-metrics","entry"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v15.0 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Free Invoicing, Finance Tips &amp; Insights for Small Business<\/title>\n<meta name=\"description\" content=\"Get insights on invoicing, finance, and startup tips for small businesses, freelancers, and payment at Moon Invoice Blog.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"What is Net Revenue Retention: Tips to Calculate and Increase NRR\" \/>\n<meta property=\"og:description\" content=\"What is Net Revenue Retention (NRR)? 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