If you run a subscription-based business, knowing your Monthly Recurring Revenue (MRR) and Annual Recurring Revenue (ARR) is critical. These numbers help you track growth, forecast income, and make better business decisions.
Salesforce Revenue Cloud makes this easier—if you know where to look.
At SOLVD.cloud, we help mid-market SaaS teams automate revenue operations using Salesforce. In this post, we’ll walk you through how to track MRR and ARR using Revenue Cloud Advanced—even if you’re not using the CPQ module.
Let’s start with the basics:
MRR (Monthly Recurring Revenue)
This is the predictable revenue you expect each month from active subscriptions.
If a customer pays $500 per month, your MRR is $500.
ARR (Annual Recurring Revenue)
Simply your MRR multiplied by 12.
If your MRR is $500, your ARR is $6,000.
These metrics give you real-time insight into the health and momentum of your business.
In Salesforce, MRR and ARR are usually calculated using Quote Lines. Each Quote represents a customer agreement, and Quote Lines represent individual products or services.
Key fields on each quote line typically include:
These fields are essential for calculating recurring revenue.
The most common formula we use is:
MRR = Total Price ÷ Term (in months)
Important: It doesn’t matter how the customer is billed (monthly, quarterly, or annually). MRR is based on the total contract value spread evenly over the contract term.
Example:
If the total price is $12,000
And the term is 12 months
Then:
MRR = 12,000 ÷ 12 = $1,000
You’ll typically configure this in two main places:
1. On the Quote Line Object
Create a formula field (e.g., MRR__c) using:
MRR__c = SBQQ__NetTotal__c / Term_Months__c
If Term_Months__c doesn’t already exist, create a formula field:
Term_Months__c = (EndDate__c – StartDate__c) / 30
✅ Be sure to account for partial months if precise accuracy is needed for financial reporting.
Use Roll-Up Summary Fields to total the MRR from all quote lines:
ARR__c = Total_MRR__c * 12
“We typically roll up MRR from quote lines to the quote header using standard Salesforce roll-up summaries.” – Connor Sandstrom, SOLVD Consultant
Ensure your Quote Lines have accurate pricing, dates, and durations.
Until the opportunity is closed-won and the revenue is recognized, MRR and ARR are estimates based on quote terms.
“ARR and MRR derived from quotes are great for forecasting, but don’t reflect actual bookings until the deal closes.” – Connor Sandstrom, SOLVD Consultant
A SaaS company signs a 1-year, $24,000 deal. The quote has:
MRR = $2,000, ARR = $24,000
These numbers roll up to the quote object and can feed dashboards, forecasting reports, or be included in approval workflows.
Setting up MRR and ARR tracking in Revenue Cloud is straightforward once your fields and formulas are configured correctly. Once it’s running, it gives your team the visibility they need to forecast, grow, and plan with confidence.
“It’s easy to set up MRR and ARR when you know which fields to use—and what to look out for.”— Connor Sandstrom, SOLVD Consultant
We help SaaS teams use Revenue Cloud to automate quoting, forecasting, and revenue reporting—so you always know where your numbers stand.
Let’s make your revenue engine smarter, faster, and easier to scale.
From my initial call with Spencer through project implementation with John and Evan, my experience with the SOLVD team was excellent. They were quick to understand our business needs, clear when explaining the reasoning behind proposed solutions, transparent when reporting on progress and timeline, and all around enjoyable to work with. Would highly recommend and looking forward to continue working with them in the future!
SOLVD was very straight forward with everything needed to complete the project. No surprises, no issues, and cost was aligned with the estimate. They made implementation easy and quick.
As a rule, I'm pretty stingy with my recommendations. So it's a pleasure for me to recommend Solvd as a top-flight Salesforce consultancy. Solvd recently led our company's conversion to the Lightning interface and did it on time, on budget and made it easy for me and my team. I know I'll use their services again, and am confident they can do the same for you.
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