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Subject: The churn number sellers don't show you You're evaluating a SaaS acquisition. The seller says 2% monthly churn. Ask for the raw CSV. Run it through ChurnLens. I just ran one and found 9.4% real churn — a $340K gap on a $1M deal. The tool is free to start: https://churnlens.site/get-the-checklist
1/ The seller says 2% monthly churn. The CSV says 9.4%. That gap cost one buyer $340K. Most SaaS acquisition due diligence is theater. You trust a summary number the seller computed using their own methodology. Don't. Run it yourself: churnlens.site
80% of SaaS acquirers overpay because they trust the seller's churn number. I was one of them. The deal looked perfect on paper — 2.3% reported churn, growing MRR, sticky customer base. The real churn was 9.4%. The gap cost me $340K. Here's what I learned: there's no "industry standard" for churn calculation. Every seller chooses a methodology that flatters their number. The only fix is to compute it yourself from raw data. That's why I built ChurnLens — a buyer-side tool that catches hidden churn, concentration risk, and revenue decay sellers don't disclose. Get the free 23-point checklist → churnlens.site/get-the-checklist No finance degree required. Just the CSV and 10 minutes.
Thinking of buying a SaaS business? Don't trust the churn number in the CIM. In this video, I show you the 23-point buyer-side churn audit that caught a $340K gap the seller didn't disclose. Get the free checklist → https://churnlens.site/get-the-checklist ChurnLens: https://churnlens.site
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Hidden churn is revenue decay that headline metrics conceal: customers on annual plans who have already stopped using the product, paid accounts sitting inactive, or revenue concentrated in a few logos about to leave. A SaaS business can show flat MRR while its real retention is collapsing. ChurnLens surfaces these signals before you buy, so you price the deal on true revenue quality.
ChurnLens analyzes five dimensions: revenue concentration, logo retention, annual-plan churn risk, inactive paid accounts, and MRR decline patterns. Each is weighted into a single 0-100 revenue-quality score benchmarked against comparable SaaS businesses. The score tells an acquirer whether reported MRR is durable or propped up by customers who are one renewal away from leaving, all before the deal closes.
Purchase price is usually a multiple of recurring revenue, so overstated retention directly inflates what you pay. A business with 20% hidden annual-plan churn is worth far less than its MRR implies. Buyers who skip churn diligence discover the decay only after closing, when it is too late to renegotiate. ChurnLens gives that visibility during the evaluation window instead.
Watch for revenue concentrated in a handful of accounts, a widening gap between signups and active users, annual contracts that never renew, and MRR that grows only through discounting. Each pattern signals fragile revenue. ChurnLens automatically flags these red flags from uploaded revenue data and ranks them by how much they threaten the durability of the recurring revenue base.
| Risk dimensions scored | 5 |
|---|---|
| Revenue-quality score range | 0-100 |
| Built for | Acquirers, PE, founders |
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