Annual Contract Value Weight Planner
Balance your revenue mix between SMB and enterprise contracts.
A balanced mix, 41% SMB / 59% enterprise spreads concentration risk while keeping efficient, high-value anchor accounts.
Concentration cuts both ways: enterprise-heavy means fewer, larger points of failure; SMB-heavy means higher churn and cost-to-serve. Watch both extremes.
About this calculator
Two SaaS companies can report identical ARR with completely different risk profiles depending on whether that revenue sits in a few enterprise logos or thousands of small accounts. This planner splits your base into SMB and enterprise segments by customer count and average contract value, then shows exactly where your revenue really comes from and how concentrated it is.
How to use it
- Enter your SMB customer count and average SMB annual contract value (ACV).
- Enter your enterprise customer count and average enterprise ACV.
- Read the revenue split between the two segments, total ARR, and the blended revenue per customer.
- Check the concentration verdict, whether your revenue is dangerously weighted toward one segment.
Methodology
SMB revenue is SMB customer count times SMB ACV; enterprise revenue is the same calculation for the enterprise segment. Total ARR is the sum of both, and each segment's share is simply its revenue divided by that total.
Blended revenue per customer is total ARR divided by total customer count across both segments, a single average that's useful for context but hides how differently the two segments actually behave.
The tool flags concentration in either direction: enterprise revenue at 60% or more of total, or SMB revenue at 85% or more, both trigger a caution verdict, since either extreme carries a distinct risk (fewer, larger points of failure on one side; higher churn and cost-to-serve on the other).
This is a snapshot model based on current customer counts and average ACVs, it doesn't project how the mix shifts as you add customers in either segment, or account for variance within a segment (a few outsized enterprise deals can concentrate risk even within an "enterprise" bucket that looks diversified on paper).
FAQ
This tool flags enterprise revenue at 60%+ of total ARR or SMB revenue at 85%+ of total ARR as worth a closer look. Neither is automatically bad, but both mean a disruption to that segment (a couple of enterprise logos churning, or a systemic SMB downturn) hits your ARR disproportionately hard.
Enterprise concentration means a small number of accounts matter enormously (single points of failure). Heavy SMB concentration means the opposite problem: high volume, higher aggregate churn, and a higher cost-to-serve per dollar of ARR, still a form of fragility, just distributed rather than concentrated.
Only as a sanity check. Because it averages two very differently sized segments, it doesn't represent what either a typical SMB or typical enterprise customer actually pays, look at the segment-level ACVs for decisions about pricing or packaging.
Quarterly is reasonable for most B2B SaaS companies, revenue mix shifts slowly unless you land or lose a handful of large accounts. Recheck sooner after any major enterprise deal closes or churns, since those single events can swing the concentration split materially.