Customer Success Expansion Metrics Outcome

Expansion Revenue Rate

Expansion Revenue Rate: Expansion MRR as a percentage of beginning MRR.

Formula

Expansion Rate = Expansion MRR / Beginning MRR × 100

Computable definition

The canonical formula in the GASP formula grammar. The MCP server compiles it to SQL over the datasets listed below.

metric.expansion_mrr / metric.mrr at period_start

Unit: percent (the formula yields an unscaled ratio)

Breakdowns

by_segment: one row per segment value

Notes: by_segment returns one row per customer segment, since expansion headroom differs by segment.

Data requirements

Grain: Per event, aggregate monthly · Frequency: Monthly · Aggregation: aggregate (month) · Staged: no · Main source: Billing.

Field	Dataset	Type
`event_date`	revenue_event	date
`event_type`	revenue_event	string
`mrr`	subscription	decimal
`mrr_change`	revenue_event	decimal
`snapshot_date`	subscription	date
`subscription_status`	subscription	string

Example SQL (Postgres)

SELECT (CAST(((SELECT COALESCE(SUM(mrr_change), 0) FROM revenue_event WHERE event_date >= :period_start AND event_date <= :period_end AND event_type = 'expansion')) AS DOUBLE PRECISION) / NULLIF(((SELECT COALESCE(SUM(mrr), 0) FROM subscription WHERE snapshot_date = :period_start AND subscription_status = 'active')), 0)) AS expansion_rate

Access: recommended sensitivity tier confidential, access scope department-scoped. Guidance your policy engine enforces.

From an agent: with the GASP MCP server, call lookup_metric({ "name": "Expansion Revenue Rate" }) or generate_query({ "metric": "Expansion Revenue Rate", "adapter": "<your adapter JSON>" }).

Benchmarks

Below 10%: Limited expansion motion
10-20%: Moderate, typical for early-stage
20-30%: Strong, solid benchmark for growth stage
30-40%: Excellent, typical at $15M+ ARR
40%+: Exceptional, common in usage-based or high-ARPA models

What It Tells You

How fast existing customers grow their spend. As companies mature, expansion becomes the largest source of growth.

Connected in the GASP relationship graph.

Upstream: what drives this

Expansion MRR component of Expansion Revenue Rate (Core)
MRR component of Expansion Revenue Rate (Core)

Downstream: what this drives

Expansion Revenue Rate measures Customer (Entity)
Expansion Revenue Rate measures Subscription (Entity)

Sources

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