Increase the number of new customers. This indicator directly affects the result of the MRR assessment.
Try to implement new services and more expensive packages for old users. This will allow you to increase profitability with the same number of clients.
Strive to minimize the customer churn rate. This is facilitated by measures to increase the customer lifetime.
Reduce the costs associated with attracting new customers. With the SaaS business model, they are already relatively low, but this area can also have the potential to optimize costs and increase profitability.
Read also!
"USP examples to help you come up with your own that's even better"
Read more
Strategies to Increase ARR and CARR
Several strategies can be taiwan email list used to increase the first indicator:
Expanding the functionality of the product or adding new features to it. This will increase the value of the product for the customer. Otherwise, buyers may lower the rating if the benefit they receive from paying for a subscription is not sufficient.
Check if all paying customers are included in the ARR calculation. If a customer pays 1000 rubles MRP for five years, then they must be included in the ARR so that the corresponding MRP is taken into account when calculating the latter.
Automate the increase and decrease of the level. The discount in MRR is taken into account only when the level is decreased. With an unchanged metric, it becomes difficult to determine the dynamics and increase it. Automation of the change of levels will allow you to update the MRP. To do this, you should use special software that provides management of customer levels under certain conditions.
Results of the performance evaluation
Source: sales-generator.ru
The following strategies will help increase your CARR (annual contract value churn rate):
All customers included in the ARR calculation must also be included in the CARR calculation. Each customer in MRR with an active subscription, if not included in CARR, reduces the MRR.
There must be a match between the product and the market. If the project has grown slightly over time compared to the state at the start, not every MRP and MRR will be taken into account in CARR. Due to the lack of buyers, not all MRPs will eventually turn into MRR, and they will not be included in CARR.
The same is true for MRR. With a zero unsubscribe rate at the start of each billing period, each customer only brings in 1 MRR, even if they pay for the entire period of using the product in advance. Thus, a balance between MRR and MRP is very important for optimizing CARR.
Attracting new customers. Let's assume that the current MRR is $100,000 and by the end of the year this figure should grow to $1,000,000. This will most likely require increasing the MRP or expanding the product's functionality, which will negatively affect the ARR. As an alternative, we suggest paying more attention to attracting new customers who will increase the ARR. At the same time, it is imperative to ensure that each MRP and MRR is taken into account when calculating CARR.