New ARR Mix by Source Calculator

What is New ARR Mix?

New ARR mix shows what share of net new ARR came from each sourcing channel, inbound, outbound, partner, expansion, and PLG/self-serve. The calculator also surfaces concentration: the largest single-source percentage, a quick read on GTM dependency risk.

Formula

Version v1. See methodology and the public formula repo for sources and change history.

Worked example

Using the default example inputs (Inbound ARR: $400,000; Outbound ARR: $300,000; Partner ARR: $150,000; Expansion ARR: $250,000; PLG / self-serve ARR: $100,000), New ARR Mix equals 33% (Largest source share). A diversified new ARR mix lowers single-channel dependency risk; track which sources are growing or shrinking each quarter.

What good looks like

Healthy teams avoid over-reliance on one motion. Concentration above roughly 60% from a single source is a planning flag, not a failure. Directional peer bands help frame the conversation; your CRM source fields are the source of truth.

Directional guidance only, not a cohort benchmark claim. Premium cohort bands appear when sample thresholds are met for your profile.

FAQ

What is New ARR Mix?

New ARR mix shows what share of net new ARR came from each sourcing channel, inbound, outbound, partner, expansion, and PLG/self-serve. The calculator also surfaces concentration: the largest single-source percentage, a quick read on GTM dependency risk.

What is the New ARR Mix formula?

New ARR mix = Each source ARR / Total new ARR × 100; concentration = largest single-source share

How is expansion ARR treated?

Expansion ARR is its own slice of new ARR from existing customers. Do not double-count it inside inbound or outbound unless your finance definition already nets channels that way.

What does the concentration percentage mean?

It is the largest channel's share of total new ARR in the period. Above 60% signals that revenue growth is heavily dependent on one motion.

Can partner-influenced ARR overlap other channels?

Yes. Pick one attribution rule per period (first touch, last touch, or finance-allocated) and apply it consistently before comparing quarters.