What is MRR Growth? (Explained With Examples)

08 November 2023

What is MRR Growth? (Explained With Examples)

MRR Growth stands for Monthly Recurring Revenue Growth. It is a key metric used by businesses to measure the rate at which their revenue is increasing on a monthly basis. For companies with subscription-based business models, MRR growth is crucial as it indicates the success and sustainability of their operations.

1°) What is MRR Growth?

MRR growth is the percentage increase in a company's monthly recurring revenue over a specific period of time. It reflects how well a business is acquiring new customers, retaining existing customers, and upselling or cross-selling to its customer base.

1.1 - Definition of MRR Growth

Monthly Recurring Revenue (MRR) is the total amount of revenue a business receives from its active subscription-based customers each month. MRR growth, therefore, refers to the rate at which this revenue is growing over time. It can be calculated by subtracting the MRR from the previous period from the MRR of the current period, dividing the result by the MRR from the previous period, and multiplying by 100.

1.2 - Advantages of MRR Growth

MRR growth provides several advantages for businesses:

  • Measuring Success: MRR growth helps businesses assess their performance and determine if they are on track to meet their revenue goals.
  • Identifying Trends: By tracking MRR growth over time, businesses can identify trends and patterns in their revenue streams, allowing them to make informed decisions and adjust their strategies accordingly.
  • Attracting Investors: Strong MRR growth is an attractive metric for potential investors as it demonstrates the business's ability to generate consistent revenue and scale.

Furthermore, MRR growth can also provide valuable insights into the overall health of a business. By analyzing the factors contributing to MRR growth, such as customer acquisition, retention, and upselling, businesses can gain a deeper understanding of their market position and competitive advantage.

For instance, a high MRR growth rate may indicate that a business is successfully acquiring new customers and retaining existing ones. This could be a result of effective marketing strategies, exceptional customer service, or a unique product offering. On the other hand, a low MRR growth rate may suggest that the business is facing challenges in attracting and retaining customers, prompting a need for strategic adjustments.

1.3 - Disadvantages of MRR Growth

While MRR growth is an important metric, it does have some limitations:

  • Short-Term Focus: MRR growth often focuses on short-term revenue increases, which may not reflect the long-term health and sustainability of a business.
  • Churn Masking: MRR growth can mask underlying customer churn issues. A high growth rate may be the result of aggressive customer acquisition, but if customer churn is also high, the business's revenue growth may not be sustainable.
  • Complexity: Calculating and analyzing MRR growth can be complex, especially for businesses with multiple pricing plans or discounts.

It is important for businesses to consider these limitations and complement MRR growth analysis with other metrics and indicators to gain a comprehensive understanding of their financial performance and customer dynamics. By combining MRR growth with metrics such as customer lifetime value, customer acquisition cost, and churn rate, businesses can develop a more holistic view of their revenue generation and customer management strategies.

2°) Examples of MRR Growth

2.1 - Example in a Startup Context

In a startup context, MRR growth is often a critical measure of success. For example, a software-as-a-service (SaaS) startup might aim for 15% MRR growth per month. To achieve this, they could focus on acquiring new customers through targeted marketing campaigns while also improving customer retention through excellent customer support and product enhancements.

One way a startup could acquire new customers is by leveraging social media platforms. By creating engaging content and running targeted ads, they can attract potential customers who are interested in their product. Additionally, they could collaborate with influencers in their industry to reach a wider audience and generate more leads.

Another strategy for improving customer retention is by implementing a robust onboarding process. By providing new customers with a seamless and personalized experience, the startup can increase customer satisfaction and reduce churn rate. They could also offer incentives, such as discounts or exclusive access to new features, to encourage customers to stay subscribed.

2.2 - Example in a Consulting Context

In the consulting industry, MRR growth can indicate the level of demand for the services offered. A consulting firm may track its MRR growth to evaluate the effectiveness of its business development efforts and identify opportunities for upselling or expanding its service offerings to existing clients.

To attract new clients and drive MRR growth, a consulting firm could invest in thought leadership initiatives. By publishing insightful articles, whitepapers, and case studies, they can establish themselves as industry experts and build credibility. This can lead to increased visibility and attract potential clients who are seeking their expertise.

Additionally, the consulting firm could leverage client testimonials and success stories to showcase the value they provide. By highlighting the positive outcomes they have achieved for their clients, they can instill confidence in potential clients and increase their chances of winning new business.

2.3 - Example in a Digital Marketing Agency Context

For a digital marketing agency, MRR growth is influenced by factors such as client retention, successful campaign outcomes, and referrals. By consistently delivering measurable results and exceeding client expectations, a digital marketing agency can drive MRR growth through upselling services or securing long-term contracts.

One way a digital marketing agency can improve client retention is by providing regular performance reports and transparent communication. By keeping clients informed about the progress of their campaigns and demonstrating the value they are receiving, the agency can build trust and strengthen the client-agency relationship.

Referrals can also play a significant role in driving MRR growth for a digital marketing agency. By delivering exceptional results and providing exceptional customer service, satisfied clients are more likely to recommend the agency to their network. Implementing a referral program can incentivize clients to refer new business, further fueling MRR growth.

2.4 - Example with Analogies

To better understand the concept of MRR growth, let's consider an analogy. Imagine you have a garden where you grow vegetables. Each month, you harvest a certain amount of vegetables, and this represents your MRR. If you implement new gardening techniques, use fertilizers, and optimize your watering schedule, you may experience a higher monthly harvest, indicating MRR growth. On the other hand, if pests attack your garden or unfavorable weather conditions persist, your MRR may decline, highlighting the importance of ongoing efforts to maintain and improve growth.

Similarly, in a business context, MRR growth can be influenced by various factors. Just as you would continuously tend to your garden by removing pests and adapting to changing weather conditions, businesses must consistently adapt their strategies to address challenges and seize opportunities. This could involve refining marketing tactics, enhancing customer experience, or exploring new market segments.

In conclusion, MRR growth is a vital metric for businesses operating on a subscription-based model. It provides insights into revenue trends, success, and scalability. However, it's crucial to consider its limitations and focus on sustainable growth strategies to ensure long-term business viability.

About the author
Arnaud Belinga
Arnaud Belinga
Arnaud Belinga is the Co-Founder & CEO at Breakcold. He talks about Sales CRM use, marketing & sales. He loves Surfing 🏄‍♂️ & Skateboarding 🛹️.
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