The Concentration Vulnerability Index

Flags when a small number of customers represent a disproportionate share of MRR., the target stops being a SaaS business overnight. Indexed and scored, not just flagged — the score reflects both concentration depth and customer-level retention risk.

Part of the ChurnLens 5-Risk Buyer-Side Method →

What it is

Flags when a small number of customers represent a disproportionate share of MRR., the target stops being a SaaS business overnight. Indexed and scored, not just flagged — the score reflects both concentration depth and customer-level retention risk.

What it looks for in the data

The index computes each customer's share of total MRR, sorts descending, and measures the cumulative concentration curve. It flags thresholds (e.g., top-3 share, top-10 share, single-customer share) and combines them with per-customer retention risk signals into a single vulnerability score.

Buyer-side signal: this lens surfaces a risk that sellers rarely volunteer because it makes their headline number look worse. In a SaaS acquisition, the gap between what this lens finds and what the CIM discloses is directly negotiation-relevant.

Related diagnostic lenses

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Related

9%
Median B2B SaaS revenue churn
88%
Median gross revenue retention
23
Audit Checklist Points

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