Most MRR calculators give you a total. The useful question is which tier the total comes from — because the plan with the most customers is frequently not the plan paying the bills.
SaaS Tier Mix Calculator
Drag your customer mix and see which tier actually pays the bills.
Drag the mix to see how revenue concentration shifts between tiers.
Monthly recurring revenue$27,275$327,300 ARR from 725 customers
- Average revenue per customer
- $37.62
- Basic — 400 customers
- $7,60028%
- Pro — 250 customers
- $12,25045%
- Business — 75 customers
- $7,42527%
Basic has the most customers, but Pro brings in the most revenue — 45% of your MRR.
Where the money actually comes from
| Tier | Customers | Share of customers | MRR | Share of revenue |
|---|---|---|---|---|
| Basic $19 | 400 | 55% | $7,600 | 28% |
| Pro $49 | 250 | 34% | $12,250 | 45% |
| Business $99 | 75 | 10% | $7,425 | 27% |
| Total | 725 | 100% | $27,275 | 100% |
Basic has more than half the customers and just over a quarter of the revenue. Business has one customer in ten and nearly as much revenue as Basic. Those two facts should shape what gets built next.
Why this changes decisions
- Roadmap. A feature request from a Business customer represents far more revenue than the same request from a Basic customer.
- Support. Load scales with customer count, so the lowest tier usually generates the most tickets per dollar.
- Pricing changes. Raising the top tier touches 10% of customers and moves a quarter of revenue.
- Churn. Losing 10 Business customers costs more than losing 40 Basic ones.
Watch the drift
Tier mix moves slowly and rarely gets tracked. Two patterns matter.
Downward drift — a growing share on the cheapest plan — usually means the tiers are not differentiated enough, and it quietly pulls ARPU down even while customer count grows. Upward drift means the value ladder is working, and it raises revenue with no new customers at all.
GOOD QUESTIONS
Frequently asked
What is a healthy tier distribution?+
There is no universal answer, but a common healthy shape has the middle tier contributing the most revenue, with the top tier growing as a share over time. If almost everyone sits on the cheapest plan, the tiers are usually not differentiated enough to justify upgrading.
Should I use ARPU or my headline price in other calculators?+
ARPU, always. If you have tiers, no single price describes your business. Total MRR divided by total customers is the figure that makes the customers-needed and revenue-goal calculations correct.
How many tiers should I have?+
Three is the common default because it gives a clear middle option without overwhelming the buyer. More than four rarely helps self-serve conversion, though enterprise plans often sit outside the published ladder entirely.
Does the cheapest tier cost more to support?+
Per dollar of revenue, usually yes. Support load tracks customer count rather than revenue, so a tier holding half your customers and a quarter of your revenue consumes a disproportionate share of the support budget.