What is a good gross margin for a SaaS company?

75-85% is excellent, 70-75% is good, 60-70% is acceptable. Below 60% suggests your cost structure needs attention - either pricing is too low or hosting/customer support costs are too high.

What costs should be included in COGS for SaaS?

Cloud infrastructure (AWS, GCP, Azure), hosting fees, CDN costs, database licenses, payment processing fees, customer support salaries, and onboarding costs. Exclude R&D, sales & marketing, and G&A. [ProfitWell](https://www.profitwell.com) helps track COGS and margin trends.

How is gross margin different from net margin?

Gross margin only subtracts direct costs (COGS). Net margin subtracts all expenses including R&D, sales & marketing, and G&A. Gross margin shows product profitability; net margin shows overall business profitability.

Why do SaaS companies have high gross margins?

Software has near-zero marginal cost of reproduction. Once built, serving additional customers costs very little (just hosting and support), enabling 70-85% margins that are impossible for physical goods businesses.

How does pricing affect gross margin?

Higher pricing directly improves gross margin if COGS stays constant. Usage-based pricing can compress margins at scale if infrastructure costs grow proportionally with revenue.

Can gross margin decrease as you scale?

Yes. Enterprise deals often require more support and onboarding, reducing gross margin. Multi-tenant SaaS typically maintains margins better than single-tenant deployments.

How should I track gross margin trends?

Track gross margin monthly and look for trends: declining margins may indicate rising cloud costs or increased support needs. Improving margins suggest economies of scale. Tools like [Baremetrics](https://baremetrics.com?via=saastainednumbers) can track this automatically.

What is the difference between gross margin and contribution margin?

Gross margin subtracts COGS from revenue. Contribution margin subtracts all variable costs including variable sales commissions and variable support costs. Contribution margin is broader.

粗利益率計算機

粗利益率、粗利益、売上原価率を計算してビジネスの収益性を把握します。