¿MRR incluye one-off fees?

No. MRR solo subscription recurring. Setup fees + professional services + training = one-off no recurring. Incluirlos infla MRR falsíficamente y rompe NRR/churn calculations.

MRR vs ARR B2B SaaS · Definición + fórmula + benchmarks

Q: ¿Diferencia MRR y ARR?

MRR mensual normalizado, ARR = MRR × 12 vista anual. MRR para reporting operativo + sales velocity. ARR para valuation + finance + board. Annual contracts MRR = ACV/12.

Q: ¿Componentes MRR walk?

5 componentes: New (nuevos clientes) + Expansion (upsell/cross-sell) + Reactivation (churned que vuelven) - Contraction (downgrades) - Churned (cancelaciones). Net New MRR = suma con signos.

Q: ¿Benchmarks ARR growth rate?

SMB 50M€ 25-60% YoY. Public >100M€ 20-40% industry-leading. Rule of 40: Growth + Profit Margin >40 healthy.

MRR (Monthly Recurring Revenue) y ARR (Annual Recurring Revenue) son las dos métricas foundational B2B SaaS para medir revenue predictible. MRR para reporting operativo + sales velocity, ARR para valuation + finance + board reporting.

MRR · Definición

Revenue mensual normalizado de subscriptions activas. Annual contracts dividen por 12. MRR excluye one-off fees (setup, training, professional services).

ARR · Definición

ARR = MRR × 12 · normaliza a vista anual. Métrica preferida finance + valuation por suavidad mensual.

5 componentes MRR walk

New MRR · nuevos clientes adquiridos en el mes.
Expansion MRR · upsells + cross-sells + seat additions.
Reactivation MRR · clientes churned que vuelven.
Contraction MRR · downgrades + seat reductions (negative).
Churned MRR · cancelaciones totales (negative).

Net New MRR = New + Expansion + Reactivation - Contraction - Churned

Benchmarks ARR growth rate B2B SaaS

SMB SaaS <5M€ ARR · growth 100-300% YoY healthy.
Mid-market 5-50M€ ARR · growth 40-100% YoY healthy.
Enterprise >50M€ ARR · growth 25-60% YoY healthy.
Public B2B SaaS >100M€ ARR · growth 20-40% YoY industry-leading.
Rule of 40 · Growth Rate + Profit Margin >40 = healthy SaaS.

Diferencias MRR vs Bookings vs Revenue GAAP

Bookings · contratos firmados (incluye multi-year + non-recurring).
MRR/ARR · solo subscription recurring normalizado.
Revenue GAAP · recognition contable (ASC 606), puede diferir significativamente.
Cash collected · cobros real (depende billing terms).

Errores frecuentes

Incluir one-off en MRR. Setup fees + professional services NO son MRR.
Annual contracts mal normalizados. Contract 36K€/año = 3K€/mes MRR.
Confundir Bookings con ARR. Bookings incluye multi-year + non-recurring.
MRR walk sin Reactivation. Customers que vuelven post-churn son net positive.
Reportar ARR sin grupo NRR. ARR growth puede esconder churn alto.

Términos relacionados

NRR — mide retention sobre MRR base.
Churn Rate — componente Churned MRR.
LTV — calculado a partir MRR + churn.
Cohort Analysis — MRR cohorts retention.
CAC — CAC payback = CAC / Monthly Contribution Profit.

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