Gross Profit Margin

What's a Good Gross Margin?

SaaS companies typically achieve 70-80% gross margins. Ecommerce ranges from 25-50%. Manufacturing often runs 25-35%. Higher margins indicate pricing power and operational efficiency.

How to Calculate Gross Profit Margin Step by Step

Step 1: Determine total revenue for the period.

• Revenue: $420,000 (monthly)

Step 2: Identify all COGS. Include only direct costs of producing/delivering your product. For SaaS: hosting, APIs, support, payment processing. For ecommerce: product cost, shipping, packaging, fulfillment.

SaaS example:

• Cloud infrastructure: $21,000
• Third-party APIs: $8,400
• Customer support: $25,000
• Payment processing (2.9%): $12,180
• Total COGS: $66,580

Step 3: Calculate gross profit and margin.

• Gross Profit = $420,000 - $66,580 = $353,420
• Gross Profit Margin = $353,420 ÷ $420,000 = 84.1%

Step 4: Compare to benchmarks for your business model.

• SaaS: 70-85% is healthy, 85%+ is excellent
• Ecommerce: 30-50% is typical, 50%+ is strong
• Marketplace: 60-70% on take rate
• Services-heavy SaaS: 50-65% (the services component drags it down)

Step 5: Identify what's dragging margin. Look at each COGS component as a percentage of revenue to find optimization opportunities. Customer support at 6% of revenue might signal you need better self-serve documentation.

Common mistakes founders make:

• Not including customer support in COGS (investors will add it back)
• Including R&D in COGS (it's an operating expense, not COGS)
• Mixing product lines without tracking margin per product (your core product might be 90% margin while a services add-on is 30%)

Improving Gross Margin

Increase prices, reduce direct costs, negotiate better supplier terms, improve production efficiency, or shift product mix toward higher-margin offerings. Use our pro forma income statement generator to project how margin improvements impact your bottom line.