Seat utilisation

Active seats in the trailing 30 days over contracted seats, per SaaS account, trended over two quarters and joined to the renewal date. Under threshold inside 120 days of renewal is downgrade risk; over cap is expansion with the evidence attached.

DefinitionActive seats in the trailing 30 days over contracted seats, per SaaS account, trended over two quarters and joined to the renewal date. Under threshold inside 120 days of renewal is downgrade risk; over cap is expansion with the evidence attached.

Active means an action

Logins alone overcount. A stated meaningful action in the window is the bar.

ARR identity

Contracted seats times price sums to the ARR ledger, so the risk figure reconciles.

How it is computed

Active seats, meaning users with a qualifying action in the last thirty days, divided by contracted seats, read against the curve for the contract's age.

Example

An account has 100 seats. 96 logged in within ninety days, 81 within thirty, and 58 did something the product is for. Utilisation is 58 percent.

Where it goes wrong

Articles that use this term

Forecast and pipeline

Pipeline coverage by industry: what the pipeline is when there are no deals

Pipeline coverage is open pipeline over remaining target, and on many desks there is no CRM pipeline at all: the pipeline is renewals due, tenders in flight, RFQs open, applications pending, or the season's filings. This hub gives, for twelve industries, what stands in for the pipeline, where it lives, how it is weighted, and the multiple the desk actually needs, with the guide for each.

16 Sept 20263 min read Forecast and pipeline · SaaS

Seat utilisation before renewal: active seats against contracted seats in SaaS

How a SaaS revenue team turns product usage and the contract register into a renewal risk and expansion list: active seats against contracted seats per account, the utilisation trend over the last two quarters, the accounts under a threshold with a renewal inside 120 days, the accounts at or above their seat cap, and the identity that ties the seat table to ARR.

16 Sept 20262 min read Forecast and pipeline

Ten questions a customer success leader asks, and the signal that answers each

The ten questions a head of customer success asks about the base, which accounts are at risk, which are under-using what they bought, which renewals are inside the window untouched, which accounts are surging or silent on support, which have to call twice, which onboardings are behind the milestone that matters, which are over their seat cap, which cost more to serve than they pay, which churned last quarter and why, and what the health score got wrong, each with the computed signal that answers it and the list it produces.

16 Sept 20263 min read Forecast and pipeline · SaaS

Ten questions a SaaS CRO asks about the base, and the table that answers each

The ten questions a SaaS chief revenue officer puts to the sales and success teams about existing customers, what is net revenue retention by cohort and which cohort broke, which accounts renew inside 120 days under their seats, is the expansion pipeline on the accounts with whitespace, which onboardings are behind the milestone that predicts renewal, what is whitespace reconciled to ARR, which accounts are over their cap, which accounts have gone untouched, what do bookings, billings and revenue each say, which deals slipped three times, and what changed, each with the table from the subscription ledger, the usage export and the CRM, and the answer to send back.

16 Sept 20262 min read Coverage and territory

The weekly list by industry: what row one says on twelve desks

Every desk's analytics ends in a list, ranked by value, with a reason on each row and an owner. This hub gives, for twelve industries, what the weekly list is, what row one typically says, how it is ranked, who works it, and the guide that builds it, so that a reader can see the shape of the output before they see the arithmetic behind it.

16 Sept 20263 min read Forecast and pipeline · SaaS

Time to value and retention: the onboarding milestone that predicts the first renewal

How a SaaS customer success team finds the onboarding milestone that most separates renewed from churned accounts, from the usage export, the onboarding log and the renewal outcomes: days to each milestone per account, first-renewal retention by whether and when the milestone was reached, the milestone with the largest separation, the accounts in onboarding now that are past its typical day without reaching it, and the honest statement that it is an association.

16 Sept 20263 min read