Customer Concentration

What is Customer Concentration?

Customer Concentration measures how much of your revenue comes from your largest customers. High concentration means a few accounts drive most of your business, creating both opportunity and risk.

Why Customer Concentration Matters

For SaaS founders, high customer concentration often signals product-market fit with a specific segment but also creates vulnerability. Losing your largest customer could force layoffs or worse.

Enterprise SaaS commonly shows higher concentration than SMB-focused products. This is natural given deal sizes, but requires active management through customer success investment and contract structures that reduce churn risk.

Managing Concentration

Tactics include diversifying customer acquisition across segments, building multi-year contracts with large customers, investing heavily in customer success for concentrated accounts, and developing expansion revenue to grow the base beneath top customers.

Your SaaS company has 50 customers totaling $2,000,000 ARR:

• Top customer: $300,000 (15%)
• Top 5 customers: $800,000 (40%)
• Top 10 customers: $1,100,000 (55%)

Your top 10 customers (20% of accounts) generate 55% of revenue. This is moderate concentration typical of mid-market SaaS but warrants customer success focus on those accounts.