Expansion ARR
Industry:
SaaS
Growth
Financial
Retention
Aliases:
New ARR
New Customer ARR
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Short Definition
Annual Recurring Revenue (ARR) is the annualized value of all active, committed recurring contracts at a point in time. It excludes one-time fees, setup charges, and non-recurring services. (For monthly plans, ARR = MRR × 12.)
Short Definition
Annual Recurring Revenue (ARR) is the annualized value of all active, committed recurring contracts at a point in time. It excludes one-time fees, setup charges, and non-recurring services. (For monthly plans, ARR = MRR × 12.)
Short Definition
Annual Recurring Revenue (ARR) is the annualized value of all active, committed recurring contracts at a point in time. It excludes one-time fees, setup charges, and non-recurring services. (For monthly plans, ARR = MRR × 12.)
Why it matters for Investors
Measure of scale: ARR is the clearest snapshot of durable, contractually recurring revenue.
Quality of revenue: ARR, since it excludes one-offs and other usage-without-commitment, correlates well with margin predictability and valuation.
Accurate growth signal: Revenue accrues over time, ARR adjusts instantly. For e.g. when a big contract is signed, change in revenue will take time to show, while ARR instantly gives a measure of the upside.
Why it matters for Investors
Measure of scale: ARR is the clearest snapshot of durable, contractually recurring revenue.
Quality of revenue: ARR, since it excludes one-offs and other usage-without-commitment, correlates well with margin predictability and valuation.
Accurate growth signal: Revenue accrues over time, ARR adjusts instantly. For e.g. when a big contract is signed, change in revenue will take time to show, while ARR instantly gives a measure of the upside.
Why it matters for Investors
Measure of scale: ARR is the clearest snapshot of durable, contractually recurring revenue.
Quality of revenue: ARR, since it excludes one-offs and other usage-without-commitment, correlates well with margin predictability and valuation.
Accurate growth signal: Revenue accrues over time, ARR adjusts instantly. For e.g. when a big contract is signed, change in revenue will take time to show, while ARR instantly gives a measure of the upside.
Formula
Where ACV = Annualized recurring contract value, for all active contracts (n)
Practical considerations -
For monthly plans: ARR contribution = MRR × 12
For multi-year contracts: ARR contribution = contractual annual price for the current year’s committed amount
For ramped contracts: Use this period’s committed annual amount (not total TCV ÷ years)
For usage-based pricing with minimums: Count the committed minimum; treat excess usage as non-recurring unless under a committed schedule
Exclusions: One-time fees, PS, hardware pass-throughs, refunds/credits not tied to ongoing commitment
Formula
Where ACV = Annualized recurring contract value, for all active contracts (n)
Practical considerations -
For monthly plans: ARR contribution = MRR × 12
For multi-year contracts: ARR contribution = contractual annual price for the current year’s committed amount
For ramped contracts: Use this period’s committed annual amount (not total TCV ÷ years)
For usage-based pricing with minimums: Count the committed minimum; treat excess usage as non-recurring unless under a committed schedule
Exclusions: One-time fees, PS, hardware pass-throughs, refunds/credits not tied to ongoing commitment
Formula
Where ACV = Annualized recurring contract value, for all active contracts (n)
Practical considerations -
For monthly plans: ARR contribution = MRR × 12
For multi-year contracts: ARR contribution = contractual annual price for the current year’s committed amount
For ramped contracts: Use this period’s committed annual amount (not total TCV ÷ years)
For usage-based pricing with minimums: Count the committed minimum; treat excess usage as non-recurring unless under a committed schedule
Exclusions: One-time fees, PS, hardware pass-throughs, refunds/credits not tied to ongoing commitment
Worked Example
Starting ARR (Feb 28): $1,200,000
Contract log (March):
Acct | Event | Effected by Mar 31? | ARR @ Mar 31 | Δ ARR in March | Category | Notes |
|---|---|---|---|---|---|---|
A | New logo, annual $24k, starts Mar 4 | Yes | $24,000 | +24,000 | New | Live this month → included |
B | New logo, annual $36k, starts Apr 1 | No | $0 | 0 | Booking / CARR | Signed ≠ effective → not in ARR |
C | Expansion on existing acct (+$18k) eff. Mar 15 | Yes | +$18,000 | +18,000 | Expansion | Committed price increased |
D | Cancellation effective Mar 31 (−$40k) | Yes | $0 | −40,000 | Churn | Not active at snapshot |
E | Year-2 ramp from $20k → $35k on Mar 1 | Yes | +$15,000 | +15,000 | Expansion (ramp) | Use current-year committed amount |
ARR bridge:
New Logo ARR: +$24,000 (A)
Expansion ARR: +$18,000 (C) + $15,000 (E) = +$33,000
Churned ARR: −$40,000 (D)
Operational Net New ARR: +$17,000
End-of-month ARR: $1,200,000 + $17,000 = $1,217,000
Notes
Signed this month, starts later (B): not ARR until the effective date (belongs to Bookings/CARR).
Ramps (E): count the current committed annual amount, not term average.
Churn (D): remove from ARR.
Expansions (C): include when the new commitment takes effect.
Worked Example
Starting ARR (Feb 28): $1,200,000
Contract log (March):
Acct | Event | Effected by Mar 31? | ARR @ Mar 31 | Δ ARR in March | Category | Notes |
|---|---|---|---|---|---|---|
A | New logo, annual $24k, starts Mar 4 | Yes | $24,000 | +24,000 | New | Live this month → included |
B | New logo, annual $36k, starts Apr 1 | No | $0 | 0 | Booking / CARR | Signed ≠ effective → not in ARR |
C | Expansion on existing acct (+$18k) eff. Mar 15 | Yes | +$18,000 | +18,000 | Expansion | Committed price increased |
D | Cancellation effective Mar 31 (−$40k) | Yes | $0 | −40,000 | Churn | Not active at snapshot |
E | Year-2 ramp from $20k → $35k on Mar 1 | Yes | +$15,000 | +15,000 | Expansion (ramp) | Use current-year committed amount |
ARR bridge:
New Logo ARR: +$24,000 (A)
Expansion ARR: +$18,000 (C) + $15,000 (E) = +$33,000
Churned ARR: −$40,000 (D)
Operational Net New ARR: +$17,000
End-of-month ARR: $1,200,000 + $17,000 = $1,217,000
Notes
Signed this month, starts later (B): not ARR until the effective date (belongs to Bookings/CARR).
Ramps (E): count the current committed annual amount, not term average.
Churn (D): remove from ARR.
Expansions (C): include when the new commitment takes effect.
Worked Example
Starting ARR (Feb 28): $1,200,000
Contract log (March):
Acct | Event | Effected by Mar 31? | ARR @ Mar 31 | Δ ARR in March | Category | Notes |
|---|---|---|---|---|---|---|
A | New logo, annual $24k, starts Mar 4 | Yes | $24,000 | +24,000 | New | Live this month → included |
B | New logo, annual $36k, starts Apr 1 | No | $0 | 0 | Booking / CARR | Signed ≠ effective → not in ARR |
C | Expansion on existing acct (+$18k) eff. Mar 15 | Yes | +$18,000 | +18,000 | Expansion | Committed price increased |
D | Cancellation effective Mar 31 (−$40k) | Yes | $0 | −40,000 | Churn | Not active at snapshot |
E | Year-2 ramp from $20k → $35k on Mar 1 | Yes | +$15,000 | +15,000 | Expansion (ramp) | Use current-year committed amount |
ARR bridge:
New Logo ARR: +$24,000 (A)
Expansion ARR: +$18,000 (C) + $15,000 (E) = +$33,000
Churned ARR: −$40,000 (D)
Operational Net New ARR: +$17,000
End-of-month ARR: $1,200,000 + $17,000 = $1,217,000
Notes
Signed this month, starts later (B): not ARR until the effective date (belongs to Bookings/CARR).
Ramps (E): count the current committed annual amount, not term average.
Churn (D): remove from ARR.
Expansions (C): include when the new commitment takes effect.
Benchmarks
Benchmarks vary by sector/ACV mix. These ones —treat these as directional ranges:
ARR scale by round (typical): Seed: $0.2–1M; Series A: $1–3M; Series B: $5–15M; Series C: $15–50M+.
YoY growth expectations: <$1M ARR: 100%+; $1–5M: 60–100%; $5–20M: 40–80%; $20M+: 30–60%.
Retention context (pairs with ARR): NDR 110–130% (SMB/mid-market), 120–140% (enterprise) is strong.
Gross margin (pure software): 70–85%+ supports healthy ARR quality.
Benchmarks
Benchmarks vary by sector/ACV mix. These ones —treat these as directional ranges:
ARR scale by round (typical): Seed: $0.2–1M; Series A: $1–3M; Series B: $5–15M; Series C: $15–50M+.
YoY growth expectations: <$1M ARR: 100%+; $1–5M: 60–100%; $5–20M: 40–80%; $20M+: 30–60%.
Retention context (pairs with ARR): NDR 110–130% (SMB/mid-market), 120–140% (enterprise) is strong.
Gross margin (pure software): 70–85%+ supports healthy ARR quality.
Benchmarks
Benchmarks vary by sector/ACV mix. These ones —treat these as directional ranges:
ARR scale by round (typical): Seed: $0.2–1M; Series A: $1–3M; Series B: $5–15M; Series C: $15–50M+.
YoY growth expectations: <$1M ARR: 100%+; $1–5M: 60–100%; $5–20M: 40–80%; $20M+: 30–60%.
Retention context (pairs with ARR): NDR 110–130% (SMB/mid-market), 120–140% (enterprise) is strong.
Gross margin (pure software): 70–85%+ supports healthy ARR quality.
Best Practices
Contract nuances
For ramped contracts, use current committed annual value; disclose CARR separately if showing future ramps.
For usage-based, separate Committed ARR (minimums/committed tiers) from Run-rate revenue (recent actuals).
Document policies for pauses, credits, and trial conversions.
Reporting & interpretation
Net New ARR split into New / Expansion / Contraction / Churn should be required reporting. These breakups significantly improve the interpretability of the ARR. ARR Waterfall is a common way to view and understand changes in ARR.
Reconcile MRR × 12 to ARR to catch inconsistencies.
Keep a clear change log for large upsells/downsells and one-time adjustments.
Best Practices
Contract nuances
For ramped contracts, use current committed annual value; disclose CARR separately if showing future ramps.
For usage-based, separate Committed ARR (minimums/committed tiers) from Run-rate revenue (recent actuals).
Document policies for pauses, credits, and trial conversions.
Reporting & interpretation
Net New ARR split into New / Expansion / Contraction / Churn should be required reporting. These breakups significantly improve the interpretability of the ARR. ARR Waterfall is a common way to view and understand changes in ARR.
Reconcile MRR × 12 to ARR to catch inconsistencies.
Keep a clear change log for large upsells/downsells and one-time adjustments.
FAQs
1) Is ARR the same as GAAP revenue?
No. ARR is a run-rate of contracted recurring value; GAAP revenue is recognized over time per accounting rules.
2) Should we count onboarding or implementation fees in ARR?
No—exclude one-time or non-recurring services.
3) How do we treat ramped multi-year deals?
Use this period’s committed annual amount for ARR; disclose CARR if you include contractually committed future ramps.
4) Can we compute ARR as last month’s revenue × 12?
Only if last month was purely recurring and reflects the end-of-month contract state. Prefer MRR × 12 from the subscription ledger, not cash revenue.
5) What about usage-based products?
Count committed minimums in ARR. Report non-committed usage separately (or as Run-rate ARR) to avoid inflating quality.
6) ACV vs ARR—are they the same?
ACV is the contract’s annual value for a specific customer. ARR is the sum across all customers at a point in time. ACV can feed into ARR.
7) Should discounts and credits reduce ARR?
Yes—ARR reflects net contractual price after discounts/credits that persist beyond a billing correction.
8) How often should we report ARR?
Monthly snapshots are standard for operators; investors typically see quarterly with month-end detail on request.
FAQs
1) Is ARR the same as GAAP revenue?
No. ARR is a run-rate of contracted recurring value; GAAP revenue is recognized over time per accounting rules.
2) Should we count onboarding or implementation fees in ARR?
No—exclude one-time or non-recurring services.
3) How do we treat ramped multi-year deals?
Use this period’s committed annual amount for ARR; disclose CARR if you include contractually committed future ramps.
4) Can we compute ARR as last month’s revenue × 12?
Only if last month was purely recurring and reflects the end-of-month contract state. Prefer MRR × 12 from the subscription ledger, not cash revenue.
5) What about usage-based products?
Count committed minimums in ARR. Report non-committed usage separately (or as Run-rate ARR) to avoid inflating quality.
6) ACV vs ARR—are they the same?
ACV is the contract’s annual value for a specific customer. ARR is the sum across all customers at a point in time. ACV can feed into ARR.
7) Should discounts and credits reduce ARR?
Yes—ARR reflects net contractual price after discounts/credits that persist beyond a billing correction.
8) How often should we report ARR?
Monthly snapshots are standard for operators; investors typically see quarterly with month-end detail on request.
Related Metrics
Parents: Recurring Revenue, Subscription Revenue
Children / Components:
MRR (Monthly Recurring Revenue)
New Logo ARR, Expansion ARR, Contraction ARR, Churned ARR
Net New ARR, CARR (Contracted ARR)
Commonly mistaken for:
GAAP Revenue (recognized revenue)
Bookings (signed TCV/ACV, not necessarily live)
Billings (invoiced amounts)
TCV/ACV (contract values; ACV can map to ARR but isn’t the same as total ARR)
Revenue run-rate (may include non-recurring/usage without commitment)
GMV (for marketplaces; not revenue)
Related Metrics
Parents: Recurring Revenue, Subscription Revenue
Children / Components:
MRR (Monthly Recurring Revenue)
New Logo ARR, Expansion ARR, Contraction ARR, Churned ARR
Net New ARR, CARR (Contracted ARR)
Commonly mistaken for:
GAAP Revenue (recognized revenue)
Bookings (signed TCV/ACV, not necessarily live)
Billings (invoiced amounts)
TCV/ACV (contract values; ACV can map to ARR but isn’t the same as total ARR)
Revenue run-rate (may include non-recurring/usage without commitment)
GMV (for marketplaces; not revenue)
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