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SaaS Marketing

Grow MRR: 5 Proven Tactics for Monthly Revenue Increase

Perry Steward
-
April 23, 2024
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Grow MRR: 5 Proven Tactics for Monthly Revenue Increase

In the SaaS industry, MRR growth is vital for sustained success. 

SaaS businesses can reap many benefits by increasing Monthly Recurring Revenue (MRR). These include enhanced cash flow, improved valuation, increased customer lifetime value, financial stability and scalability. Most importantly, MRR growth is a key metric when pitching to potential investors. 

As a leading SaaS SEO agency, we know a thing or two about the best strategies to improve the MRR of your SaaS business.

In this guide, we've compiled our top five proven tactics. 

Let's explore them further. 

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What We'll Cover:

Why Net MRR Growth Rate Matters

Net MRR growth rate matters because it shows how fast a business is growing. A high MRR growth rate means that more customers are joining.

Ignoring MRR growth can cause a company's recurring revenue to stop growing. If a SaaS business doesn't work on gaining new customers or keeping the ones they have, its MRR growth rate might slow down. This can hurt the company's long-term success. It also harms your chances of investment. If you have investors onboard or are trying to entice them, a drop in MRR can cause them to lose trust.

We only need to look at Netflix and Salesforce, which prioritize MRR growth, to see how essential it is for business growth and investor appeal. Following the strategies of these successful companies ensures steady expansion and investor interest.

a chart showing the report for Comparison of MMR Growth Trends

How to Calculate Net MRR Growth Rate

To calculate Net Monthly Recurring Revenue (MRR) Growth Rate, follow this simple formula:

  1. Subtract the MRR from the previous period to find the net increase in MRR.
  2. Divide the net increase by the MRR from the previous period.
  3. To express it as a percentage, multiply the number by 100.

For example, if your MRR last month was $10,000 and this month it's $12,000, the net increase is $2,000. Dividing $2,000 by $10,000 gives you 0.2, which, when multiplied by 100, equals a 20% growth rate.

Key SaaS metrics like customer churn rate, expansion MRR, and contraction MRR play vital roles. Regular monitoring of these metrics and the MRR growth rate gives a clearer view of your business's health and direction. It helps make informed decisions and identifies areas to improve.

3 steps on how to calculate Net MRR Growth

The Pros and Cons of MRR Growth Rate

To succeed, SaaS companies must understand the pros and cons of the MRR Growth Rate. This knowledge helps them improve strategies, seize growth chances, and manage risks better. 

In this section, we'll delve into the advantages and potential challenges.

Pros

Imagine your business income steadily growing each month. That's the power of MRR (Monthly Recurring Revenue) growth. It shows investors you're attracting new customers and growing revenue faster than costs. 

A high MRR growth rate means your business model can handle significant future expansion. Investors love businesses with predictable, growing income. They see high returns and a company capturing a bigger market share. Less reliance on one-time sales means a steady income stream, making financial planning easier.


For instance, SaaS companies like Zoom focus on recurring subscriptions, leading to rapid growth and investor interest.


Tips to leverage MRR Growth:

  • Attract loyal customers: Invest in strategies that bring in customers who will pay over and over again.
  • Keep them happy: Provide excellent service and value to retain happy, subscribing customers.
  • Product improvement: Continue to improve your product based on customer feedback. This would keep them engaged and spending more.

By focusing on MRR growth, you build a scalable, attractive-to-investors, and stable financial business.

3 people on top of the arrow going up, a hand with diamond and leaf, #1 and #2 with 2  cog heels and a check mark inside

Cons

Focusing on short-term metrics like sales figures can be a tempting trap. These numbers offer a quick view, but they might overlook customer satisfaction. Prioritizing discounts for immediate sales could harm brand value and loyalty later. Disgruntled customers become walking negative reviews, harming your long-term growth strategy.

The key lies in striking a balance. Here's how:

  1. Track the right metrics: Sales matter, but also track customer lifetime value, repeat purchases, and satisfaction scores. These metrics show how well you're nurturing customer relationships, which is vital for steady growth.
  2. Invest in the long-term: Focus on strategies that build customer loyalty. Focus on product quality, exceptional service, and fostering a positive brand experience. Happy customers become advocates, driving organic growth through word-of-mouth recommendations.

Achieving sustainable growth means balancing short-term wins with long-term investments in customer satisfaction.

Remember: happy customers are your most valuable asset. Nurture them, and they'll nurture your success.

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5 Proven Tactics to Increase MRR Growth

Are you not seeing your MRR climb? Here's the secret weapon you've been missing: strategic customer focus. 

In this section, we'll unveil 5 proven tactics that leverage your existing customer base to unlock explosive MRR growth.

Increasing Expansion MRR

You can leverage customer data to identify upselling opportunities. 

Are users hitting usage limits? Recommend upgrades. Are they struggling with specific tasks? Suggest complementary services. This personalized approach positions you as a trusted advisor, not a pushy salesperson.

Showcase real customer success stories and testimonials. Seeing how others benefit from higher tiers or additional features builds trust and encourages existing users to explore these options themself. Social proof is powerful!

It's important not to get too comfortable. In other words, don't maintain, innovate! Introduce valuable product upgrades or features based on customer feedback. Highlight how these improvements address customer needs and pain points. By offering the latest innovations, you keep your users engaged and eager to upgrade. It also drives product-led growth, where your product itself becomes a selling tool.

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Reducing Churn Rate

You need effective retention strategies to reduce the churn rate in a SaaS business. The two most successful are:

  • Offer personalized onboarding experiences and proactive customer support to enhance user satisfaction
  • Provide regular product updates and new features to keep customers engaged and interested


Customer feedback loops are vital for churn rate reduction. Actively request feedback through surveys, user interviews, and monitoring social media. Examine this feedback to identify pain points and areas for improvement. Use insights gained to tailor products and services to meet customer needs and reduce churn.

Customer support and engagement play crucial roles in churn rate management. Provide support promptly via live chat, email, and phone. Ensure help is both timely and useful across different channels. Foster a sense of community by organizing user forums or webinars. This encourages interaction and collaboration among customers.

Strategy report

Optimizing Value Proposition

Crafting a compelling value proposition means knowing what your customers need and want. This involves understanding their pain points and desires. Start by carrying out extensive market research to pinpoint customers' needs. Then, explain how your SaaS product solves their problems or fulfills their desires better than competitors. Keep the value proposition concise, clear, and customer-centric.

To align with the evolving SaaS market, you must be aware of industry trends and customer feedback. Adapt your value proposition to reflect changing needs and emerging opportunities, and emphasize unique features or benefits that set your SaaS apart in a crowded market.

Customize your value proposition to tackle specific pain points and market needs. This makes your SaaS marketing more effective, driving customer engagement and revenue growth.

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Customer Retention Strategies

Creating strong, lasting relationships with customers is vital. It's not only beneficial for them but crucial for your business growth, too.

Happy, engaged customers are more likely to stick around and keep paying, which leads to MRR (Monthly Recurring Revenue) growth. Instead of always finding new customers to replace lost ones, focus on keeping your current base happy. Retention leads to stable and predictable revenue.

For example, Acme Corp., a SaaS company, implemented a customer success program. It included onboarding calls, educational webinars, and personalized support. Within a year, their customer retention rate increased by 10%, which resulted in a 12% jump in MRR.

Retaining customers unlocks a powerful engine for long-term financial success. It's more cost-effective to keep existing customers than acquire new ones. Happy customers often become brand advocates, bringing in new business through positive word-of-mouth.

Pricing Optimization for Upselling

Pricing structures wield significant strategic importance in driving upsells and bolstering revenue streams. By planning price adjustments, businesses can stimulate customer interest in higher-tier offerings. As a result, this augments their monthly and annual recurring revenue amount.

Think about this: If a software company offers a new mid-level package with a slightly higher price, current customers might want to upgrade. This upgrade would give them better features and more value, and they'd end up spending more. Also, this structured approach enriches customer experience and amplifies revenue potential.

For instance, a popular video streaming service implemented a tiered pricing model. It offers a basic, standard, and premium plan. By positioning features and adjusting prices, they encouraged users to upgrade. This results in a considerable boost in MRR.

In SaaS pricing, thoughtful optimization is important. It empowers businesses to cultivate stronger customer relationships. It also capitalizes on untapped opportunities and drives sustained growth.

a lady sitting on a big laptop using her small laptop with different types of charts

Benchmarks and Industry Insights

Benchmarks are performance indicators that tell you how your business compares to others. Two significant metrics to follow are: 

  1. Customer Acquisition Cost (CAC)
  2. Customer Lifetime Value (CLTV) 

Both help you understand how efficiently you acquire new paying customers and retain customers, impacting MRR growth.

The SaaS landscape keeps on evolving. For example, there's a growing focus on premium-tier free trials and freemium models, now offered by 44% and 19% of SaaS businesses, respectively. Understanding these shifts allows you to adapt your strategy and stay ahead of the curve.

By analyzing benchmarks and industry trends, you can make informed decisions. High customer churn might suggest a need for improved onboarding or customer support. Using freemium models can bring in new users. Then, these users will turn into paying customers, which helps increase MRR.

In short, benchmarks and industry insights are powerful tools for SaaS businesses. To drive sustainable MRR growth, learn about these key factors. Then, use that knowledge to develop and put into action effective strategies.

Accelerate Your MRR Growth

MRR growth is a metric that can't be ignored. Once you tap into this growth stream, you open your SaaS business up to a world of benefits – including potential investment. 

If you want to increase your MRR growth but don't know where to start, reach out to MADX. Our proven methodologies align with the tactics discussed in this guide. 

You can also explore MADX's blog, resources, or consultation services and receive tailored strategies and expert guidance in SaaS SEO.

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