What This Is

Average Revenue Per Account shows how much revenue you earn, on average, from each active account.

This helps you understand account value, not just total revenue.

Why This Matters

Total revenue can grow while account value stays flat or even declines.

Average Revenue Per Account helps you:

• Measure the quality of your revenue

• Spot upsell and expansion opportunities

• Identify hidden revenue risk behind stable totals

This is especially useful for agencies managing many accounts at different price points.

Where to Find It

Path: Dashboard → Revenue Intelligence → Sub-accounts

How It Works

GoCSM calculates this metric by dividing total revenue by the number of active accounts.

It changes when:

• New accounts are added

• Accounts upgrade or downgrade

• Accounts cancel

Because revenue includes subscriptions and usage-based spend, changes may not always come from plan changes alone.

How to Read This Metric

• Rising average = accounts are expanding in value

• Flat average = growth is coming mostly from new accounts

• Declining average = contraction or pricing pressure

This helps you understand how revenue is changing, not just how much.

When This Metric Matters Most

• During upsell and expansion planning

• When evaluating pricing and packaging

• When total revenue looks healthy but churn is increasing

Tips

• Pair this metric with Product Adoption to find expansion-ready accounts

• Review alongside MRR for a complete picture

• Watch for gradual declines, they often signal future churn

Who Should Use This

• Agency owners

• Customer Success Managers

• Account managers

Related Articles

• Track Monthly Recurring Revenue (MRR)

• See Where Revenue Is Gained or Lost

• Review Revenue at the Account Level

• How Revenue Data Impacts Customer Health