TL;DR: A thorough SaaS diligence process examines revenue quality across 5 dimensions: (1) Revenue concentration — how dependent is the business on top customers? (2) Logo retention — are customers sticking around? (3) Churn segmentation — is churn concentrated in specific cohorts? (4) Inactive accounts — how much MRR is zombie revenue? (5) MRR trajectory — is growth accelerating or decelerating?.
A thorough SaaS diligence process examines revenue quality across 5 dimensions: (1) Revenue concentration — how dependent is the business on top customers? (2) Logo retention — are customers sticking around? (3) Churn segmentation — is churn concentrated in specific cohorts? (4) Inactive accounts — how much MRR is zombie revenue? (5) MRR trajectory — is growth accelerating or decelerating?
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Try ChurnLens Free →These guides are designed for SaaS acquirers, PE analysts, and founders preparing for exit. The frameworks apply across B2B and B2C SaaS, at deal sizes from $500K to $50M+.