Chelsey Fang
Last updated: 6 March 2025
SaasGrid's MRR Waterfall template comes pre-formatted with a few sections - see below for a description of what to enter into each sheet.
You can fill out the templates directly, or add additional tabs to the template (e.g. a P&L or Salesforce export), and write formulas to the Customer Revenue and Expenses tabs. While other sheets can have formulas or mappings for your data, SaaSGrid only reads the data on the four default tabs. Please don't change the names of the default tabs!
On the "Customer Revenue" sheet, SaaSGrid will pull all revenue associated with a customer. The first section, Non-Recurring Revenue, is the month's aggregate of non-recurring revenue for all customers.
Total MRR will automatically sum all your customer revenue, and can serve as an audit for your data.
If your business is measured in ARR, you can create a new tab and populate it with your ARR data. Set your cells to be divided by 12, and write the formulas to the Customer Revenue tab.
On the “Expenses “ sheet, Ending Cash Balance is the company’s cash balance as of the end of each month. Cash From Financing is cash you receive from fundraising that is excluded from your Burn calculations. Both must be aggregated for the month.
Below, classify your expenses into one of the four categories. These categories should be mutually exclusive and collectively exhaustive of all costs. The category totals will sum automatically. The four cost categories are:
Cost of Goods Sold (COGS): COGS are the costs directly associated with operating the product. For pure SaaS companies this typically consists of web hosting, purchased data necessary for the product to run, and the cost of the customer support team. For more detail on what to include in COGS, see our blog.
Sales & Marketing (S&M): All the costs associated with go-to-market efforts, including salaries for marketers and sellers, commissions, and paid marketing campaigns.
Research & Development (R&D): All costs associated with the product, design, and engineering teams, including salaries.
General & Administrative (G&A): A catch-all for all remaining operating costs.
Each category can be split into up to 10 subcategories when inputted. Click on the ‘+’ button to expand the subcategories.
On the “Headcount” sheet, fill out the number of employees for the four cost categories mentioned above. Check out this article for more information on Headcount and Headcount metrics.
The last sheet is “Attributes.” Here you can add attributes (customer metadata tags) which can be used to create customer Segments. You can add as many Attributes as you would like - these Attributes can be used to segment your customers by categories, such as size and region.
