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ARR waterfall. Board-ready bridge.
Start, new, expansion, contraction, churn, end. The single chart every SaaS board asks for.
Inputs ($)
Waterfall
Net new ARR
$365,000
period total
Growth
15.2%
vs start
NRR
99.4%
incl. expansion
GRR
93.1%
excl. expansion
Benchmark
Leaky bucket
NRR below 100% (99.4%) — net contraction. Fix retention before scaling acquisition.
How it works.
Track NRR and GRR separately. NRR includes expansion magic; GRR strips it out to show true retention. Both numbers belong in board decks.
FAQ.
What is an ARR waterfall?+
A bridge that shows how starting ARR became ending ARR across a period: + New + Expansion − Contraction − Churn = Ending. Every SaaS board deck has one.
What's net new ARR?+
Net new = New + Expansion − Contraction − Churn. The single most-watched SaaS growth metric — it captures every dollar movement in one number.
Healthy NRR for SaaS?+
NRR (Net Revenue Retention) = (start ARR + expansion − contraction − churn) / start ARR. 110%+ is best-in-class. 100%+ means expansion offsets churn. <90% is a leaky bucket.
Gross retention vs net retention?+
Gross = (start − contraction − churn) / start. Strips out expansion. Best signal for product-fit health. NRR can hide churn behind expansion; GRR can't.
How often should I report ARR waterfall?+
Monthly internally, quarterly to board. Don't wait for quarterly — monthly cadence catches churn spikes early when they're still cheap to fix.