SaaS Metrics 2.

0 Bookings Metrics
For companies that book primarily monthly contracts

http://www.forentrepreneurs.com/ by David Skok, General Partner at Matrix Partners

MRR Bookings Ending MRR

Bookings Jan Feb Mar Apr May Jun $35.0 $600.0
Bookings $,000's (new custs) $ 121 $ 161 $ 123 $ 169 $ 157 $ 180 Value of all closed contracts during the month (with varying durations) $500.0
Average Deal Size $'s $ 3,025 $ 3,833 $ 2,849 $ 3,674 $ 3,263 $ 3,458 Average size of deal for full duration $30.0
New MRR $400.0
Average Contract Length Average duration of contract signed by the new customers
$25.0 $300.0
Average Months paid upfront 5.5 7.0 5.0 6.5 5.8 6.2 Average number of months paid upfront by new customers
ARPA (Average MRR) for new custs $ 550 $ 548 $ 570 $ 565 $ 563 $ 558 ARPA = Avg Revenue Per Acct - Avg MRR across the new customers $20.0 $200.0
ARPA - across the installed base $ 514 $ 521 $ 530 $ 538 $ 552 $ 562 Average MRR per customer across the installed base Net New MRR $100.0
$15.0
$-
MRR Jan Feb Mar Apr May Jun Jan Feb Mar Apr May Jun
$10.0
New MRR $ 22.0 $ 23.0 $ 24.5 $ 26.0 $ 27.0 $ 29.0 New MRR added from new customers signed in the month
Expansion MRR
Churned MRR $ (8.4) $ (11.2) $ (9.0) $ (8.9) $ (8.9) $ (8.8) Lost MRR from customers who churned in the month $5.0 Bookings $,000's
Expansion MRR $ 2.0 $ 2.5 $ 2.1 $ 1.3 $ 7.0 $ 3.4 Expansion MRR from the installed base of existing customers (from new custs)
Net New MRR $ 15.6 $ 14.3 $ 17.6 $ 18.4 $ 25.1 $ 23.6 $-
Jan Feb Mar Apr May Jun $200
$(5.0) $150
Starting MRR $ 400.0 $ 415.6 $ 429.9 $ 447.5 $ 465.9 $ 491.0
$100
Ending MRR $ 415.6 $ 429.9 $ 447.5 $ 465.9 $ 491.0 $ 514.6 $(10.0) Churned MRR
$50
ARR (Annualized Run Rate) $ 4,987 $ 5,158 $ 5,370 $ 5,591 $ 5,892 $ 6,175 This is simply MRR x 12
$(15.0) $-
Jan Feb Mar Apr May Jun
Churn Metrics Jan Feb Mar Apr May Jun
Total # of Customers 808 825 845 866 890 916
# of new Customers 40 42 43 46 48 52 Churn and Expansion as % of MRR % Net MRR Churn
# of churned Customers (24) (25) (23) (25) (24) (26) 3.5% 2.5%
Net New Customers 16 17 20 21 24 26 # of new Customers - # of churned Customers
3.0%
2.0%
% Customer Churn 3.0% 3.1% 2.8% 3.0% 2.8% 2.9% # of churned Customers / Total # of Customers (from last month) 2.5%
% MRR Churn 2.1% 2.7% 2.1% 2.0% 1.9% 1.8% Churned MRR / Last month's Ending MRR % Customer Churn
1.5%
% MRR Expansion 0.5% 0.6% 0.5% 0.3% 1.5% 0.7% Expansion MRR / Last month's Ending MRR 2.0% % MRR Churn

Axis Title
% Net MRR Churn 1.6% 2.1% 1.6% 1.7% 0.4% 1.1% (Churned MRR - Expansion MRR)/Last months Ending MRR % MRR Expansion
1.5%
1.0%
Customer Engagement Score 121 120 125 126 130 135 The average Customer Engagement Score across the customer base 1.0%
Net Promoter Score 28 27 29 32 33 35 0.5%
0.5%

Unit Economics (new customers) Jan Feb Mar Apr May Jun 0.0% 0.0%
LTV $ 21,738 $ 16,834 $ 22,519 $ 23,457 $ 24,572 $ 25,716 ARPA * Gross Margin % / %MRR Churn Rate Jan Feb Mar Apr May Jun Jan Feb Mar Apr May Jun

CAC $ 8,750 $ 8,571 $ 8,605 $ 8,261 $ 8,125 $ 7,692 Adjusted Sales & Marketing expense / # of new Customers
LTV to CAC Ratio 2.5 2.0 2.6 2.8 3.0 3.3 LTV/CAC
Months to Recover CAC 19 19 18 18 17 17 CAC/(ARPA * GM%) Average Deal Size $'s Avg MRR Average Months
$4,500 (for new customers) paid upfront
$4,000 $575 8.0

$3,500 $570 7.0

Summary Financial Metrics $000's Jan Feb Mar Apr May Jun $3,000 $565 6.0
Billings (what's invoiced this month) $ 505 $ 515 $ 520 $ 490 $ 540 $ 560 Custs may be billed in advance of when revenue can be recognized $2,500 $560 5.0
Revenue $ 416 $ 430 $ 447 $ 466 $ 491 $ 515 Revenue is typically recognized monthly, so may vary from Billings $2,000 $555 4.0
Cost of Goods Solds - COGS $ 71 $ 73 $ 76 $ 79 $ 83 $ 87 $1,500 $550 3.0
Gross Margin $ 345 $ 357 $ 371 $ 387 $ 408 $ 427 $1,000 $545 2.0
Gross Margin % 83% 83% 83% 83% 83% 83% $500 $540 1.0
$- $535 -
Total Expenses $ 640 $ 650 $ 660 $ 670 $ 680 $ 690 Jan Feb Mar Apr May Jun Jan Feb Mar Apr May Jun Jan Feb Mar Apr May Jun

Sales & Marketing $ 350 $ 360 $ 370 $ 380 $ 390 $ 400

Research & Development $ 180 $ 180 $ 180 $ 180 $ 180 $ 180 Funnel Metrics (your key funnel stages will likely vary)
General & Administrative $ 110 $ 110 $ 110 $ 110 $ 110 $ 110
Vistors to Web Site
EBITDA $ (295) $ (293) $ (289) $ (283) $ (272) $ (263) Based on GAAP recognized revenue
5,400
Billings-based operating profit/loss $ (221) $ (223) $ (228) $ (263) $ (232) $ (225) Given that cash will be collected based on Billings, this is a useful way
to judge how the business is doing on cash basis 5,200

Cash & Deferred Revenue Jan Feb Mar Apr May Jun 5,000
Change in Cash
Ending Cash 4,800

Deferred Revenue Tracks what has been billed, but can't yet be recognized as revenue
4,600
Conversion from Visitors to Trials
5.4%
4,400
Funnel Metrics Jan Feb Mar Apr May Jun 5.2%
Vistors to Web Site 4,700 5,178 4,574 4,923 5,000 5,170 4,200
Jan Feb Mar Apr May Jun 5.0%
Conversion from Visitors to Trials 5.0% 4.5% 4.7% 5.2% 4.8% 5.3%
Trials in progress 235 233 215 256 240 274 4.8%
Conversion from Trials to Purchase 17% 18% 20% 18% 20% 19%
Trials in progress 4.6%

300 4.4%
Sales Metrics Jan Feb Mar Apr May Jun
250 4.2%
No of FTE Sales reps 6 6.5 7 7.5 8 8.5 FTE = Full Time Equivalent (equivalent # of fully productive reps)
Quota per sales rep $ 4.2 $ 4.2 $ 4.2 $ 4.2 $ 4.2 $ 4.2 MRR value of new customers signed 200 4.0%
Jan Feb Mar Apr May Jun
Forecasted Sales Capacity $ 25.0 $ 27.1 $ 29.2 $ 31.3 $ 33.3 $ 35.4 # of FTE reps * quota (should translate into New MRR Bookings)
Coverage ratio for plan 1.2 1.2 1.2 1.2 1.2 1.2 Forcasted Sales Capacity / Bookings plan 150

100 Conversion from Trials to Purchase

Productivity per FTE sales rep $ 3.7 $ 3.5 $ 3.5 $ 3.5 $ 3.4 $ 3.4 MRR value of new customers signed
22%
50

- 20%
Jan Feb Mar Apr May Jun

18%
# of new Customers
60
16%
50

14%
40 Jan Feb Mar Apr May Jun

30

20

10

-
Jan Feb Mar Apr May Jun

No of FTE Sales reps Productivity per FTE sales rep

9 $3.7
8

7 $3.6

6
$3.5
5

4
$3.4
3

2 $3.3
1

0 $3.2
Jan Feb Mar Apr May Jun Jan Feb Mar Apr May Jun

Unit Economics

LTV and CAC

$30,000

$25,000

$20,000
LTV
CAC
$15,000

$10,000

$5,000

$-
Jan Feb Mar Apr May Jun

LTV to CAC Ratio Months to Recover

4.0 CAC
3.5 20
3.0
19
2.5
2.0 18

1.5 17
1.0
16
0.5
- 15
Jan Feb Mar Apr May Jun Jan Feb Mar Apr May Jun

Customer Engagement and Customer Happiness (both are churn predictors)

Customer Engagement Score Net Promoter Score

140 40
35
135
30
130 25
125 20
15
120
10
115 5
110 -
Jan Feb Mar Apr May Jun Jan Feb Mar Apr May Jun
 Bookings Metrics

MRR Bookings Ending MRR

$35.0 $600.0

$30.0 New MRR

$500.0
$25.0

$20.0
$400.0
Net New MRR
$15.0

$10.0 $300.0

Expansion MRR
$5.0
$200.0
$-
Jan Feb Mar Apr May Jun
$(5.0) $100.0

$(10.0) Churned MRR

$-
$(15.0) Jan Feb Mar Apr May

Churn and Expansion as % of MRR Bookings $,000's

3.5%
(from new custs)
$200
3.0%
$180
2.5% $160
% Customer Churn $140
2.0% % MRR Churn
Axis Title

$120
% MRR Expansion
1.5% $100
$80
1.0% $60
$40
0.5%
$20
0.0% $-
Jan Feb Mar Apr May Jun Jan Feb Mar Apr May

Average Deal Size $'s ARPA (Average MRR) Average Months

$4,500 for new custs paid upfront
$4,000 $575 8.0
$3,500 $570 7.0
$3,000 $565 6.0
$2,500 $560 5.0
$2,000 $555 4.0
$1,500 $550 3.0
$1,000 $545 2.0
$500 $540 1.0
$4,000 $575 8.0
$3,500 $570 7.0
$3,000 $565 6.0
$2,500 $560 5.0
$2,000 $555 4.0
$1,500 $550 3.0
$1,000 $545 2.0
$500 $540 1.0
$- $535 -
Jan Feb Mar Apr May Jun Jan Feb Mar Apr May Jun Jan Feb Mar Apr May

Funnel Metrics (your key funnel stages will likely vary)

Vistors to Web Site

5,400

5,200

5,000

4,800

4,600
Conversion from Visitors to Trials
5.4%
4,400
5.2%
4,200
Jan Feb Mar Apr May Jun 5.0%

4.8%

Trials in progress 4.6%

300 4.4%

250 4.2%

200 4.0%
Jan Feb Mar Apr May J

150

100
Conversion from Trials to Purchase
22%
50

- 20%
Jan Feb Mar Apr May Jun

18%
# of new Customers
60
16%
50

14%
40 Jan Feb Mar Apr May J

30

20
60
16%
50

14%
40 Jan Feb Mar Apr May J

30

20

10

-
Jan Feb Mar Apr May Jun

No of FTE Sales reps Sales Capacity Productivity per FTE

9 $40.0
sales rep
8 $45.0
$35.0
7 $44.0
$30.0
6 $43.0
$25.0
5
$20.0 $42.0
4
$15.0 $41.0
3
$10.0 $40.0
2
1 $5.0 $39.0

0 $- $38.0
Jan Feb Mar Apr May Jun Jan Feb Mar Apr May Jun Jan Feb Mar Apr May

Unit Economics

LTV and CAC

$30,000

$25,000

$20,000
LTV
CAC
$15,000

$10,000

$5,000

$-
Jan Feb Mar Apr May Jun

LTV to CAC Ratio Months to Recover

4.0 CAC
3.5 20
3.0
19
2.5
2.0 18
 LTV to CAC Ratio Months to Recover
4.0 CAC
3.5 20
3.0
19
2.5
2.0 18

1.5 17
1.0
16
0.5
- 15
Jan Feb Mar Apr May Jun Jan Feb Mar Apr May Jun

Customer Engagement and Customer Happiness (both are churn predictors)

Customer Engagement Score Net Promoter Score

140 40
35
135
30
130
25
125 20
15
120
10
115
5
110 -
Jan Feb Mar Apr May Jun Jan Feb Mar Apr May Jun
 Ending MRR

Feb Mar Apr May Jun

Bookings $,000's
(from new custs)

Feb Mar Apr May Jun

Average Months
paid upfront
8.0
7.0
6.0
5.0
4.0
3.0
2.0
1.0
8.0
7.0
6.0
5.0
4.0
3.0
2.0
1.0
-
Jan Feb Mar Apr May Jun

ary)

om Visitors to Trials

Mar Apr May Jun

m Trials to Purchase

Mar Apr May Jun

Mar Apr May Jun

Productivity per FTE

sales rep
0

0
Jan Feb Mar Apr May Jun
urn predictors)
SaaS Metrics 2.0 Scroll right to see the dashboard ----> Bookings Metrics
For companies that book annual contracts

ARR Bookings Ending ARR

Bookings Jan Feb Mar Apr May Jun $400.0 $7,000
Bookings $,000's (new custs) $ 264 $ 276 $ 294 $ 312 $ 324 $ 348 Value of all closed contracts during the month (annualized) $6,000
Average ACV (new contracts) $ 6,600 $ 6,571 $ 6,837 $ 6,783 $ 6,750 $ 6,692 Average ACV for new customers New ARR $5,000
Average Contract Term 1.3 1.4 1.4 1.5 1.4 1.6 Average duration of contract signed by the new customers $300.0
$4,000
Average Months Paid Upfront 5.5 7.0 5.0 6.5 5.8 6.2 Average number of months paid upfront by new customers $3,000
ARPA - Avg MRR (for new Custs) $ 550 $ 548 $ 570 $ 565 $ 563 $ 558 Average Revenue per Account - Avg MRR (for the new customers) $2,000
$200.0 Net New ARR
ARPA - across installed base $ 514 $ 521 $ 530 $ 538 $ 552 $ 562 Average MRR across the installed base
$1,000
$-
ARR Jan Feb Mar Apr May Jun $100.0 Jan Feb Mar Apr May Jun
New ARR $ 264.0 $ 276.0 $ 294.0 $ 312.0 $ 324.0 $ 348.0 New ARR added from new customers signed in the month Expansion ARR
Churned ARR $ (100.8) $ (134.7) $ (108.3) $ (107.4) $ (106.2) $ (106.1) Lost ARR from customers who churned in the month Bookings $,000's
$-
Expansion ARR $ 24.0 $ 29.9 $ 25.8 $ 16.1 $ 83.9 $ 41.2 Expansion ARR from the installed base of existing customers Jan Feb Mar Apr May Jun (from new custs)
Net New ARR $ 187.2 $ 171.3 $ 211.5 $ 220.7 $ 301.6 $ 283.2 $400
$(100.0) $300
Starting ARR $ 4,800 $ 4,987 $ 5,158 $ 5,370 $ 5,591 $ 5,892 Churned ARR $200
Ending ARR $ 4,987 $ 5,158 $ 5,370 $ 5,591 $ 5,892 $ 6,175 $100
$(200.0) $-
Jan Feb Mar Apr May Jun
Churn Metrics Jan Feb Mar Apr May Jun
Total # of Customers 808 825 845 866 890 916
# of new Customers 40 42 43 46 48 52 Churn and Expansion as % of ARR % Net ARR Churn
# of churned Customers (24) (25) (23) (25) (24) (26) 3.5% 2.5%
Net New Customers 16 17 20 21 24 26 # of new Customers - # of churned Customers
3.0%
2.0%
% Customer Churn 3.0% 3.1% 2.8% 3.0% 2.8% 2.9% # of churned Customers / Total # of Customers (from last month)
2.5%
% ARR Churn 2.1% 2.7% 2.1% 2.0% 1.9% 1.8% Churned MRR / Last month's Ending MRR
% Customer Churn
% ARR Expansion 0.5% 0.6% 0.5% 0.3% 1.5% 0.7% Expansion MRR / Last month's Ending MRR 2.0%
1.5%
% ARR Churn

Axis Title
% Net ARR Churn 1.6% 2.1% 1.6% 1.7% 0.4% 1.1% (Churned MRR - Expansion MRR)/Last months Ending MRR % ARR Expansion
1.5%
1.0%
Renewal rate (# of Custs) Slightly different to Churn, as it measures Renewal against contracts
Renewal rate (ARR $'s) that are up for renewal. (Churn is against the whole customer base) 1.0%
0.5%
0.5%
Customer Engagement Score 121 120 125 126 130 135 The average Customer Engagement Score across the customer base
Net Promoter Score 28 27 29 32 33 35 0.0% 0.0%
Jan Feb Mar Apr May Jun Jan Feb Mar Apr May Jun

Unit Economics (new customers) Jan Feb Mar Apr May Jun
LTV $ 21,738 $ 16,834 $ 22,519 $ 23,457 $ 24,572 $ 25,716 ARPA * Gross Margin % / %MRR Churn Rate
CAC $ 8,750 $ 8,571 $ 8,605 $ 8,261 $ 8,125 $ 7,692 Adjusted Sales & Marketing expense / # of new Customers ARPA - Avg MRR (for new Custs) Average Months Paid Up-
LTV to CAC Ratio 2.5 2.0 2.6 2.8 3.0 3.3 LTV/CAC $575
front
Months to Recover CAC 19 19 18 18 17 17 CAC/(ARPA * GM%) 8.0
$570
7.0
$565
6.0
$560
5.0
$555
Summary Financial Metrics $000's Jan Feb Mar Apr May Jun 4.0
Billings (what's invoiced this month) $ 505 $ 515 $ 520 $ 490 $ 540 $ 560 Custs may be billed in advance of when revenue can be recognized $550 3.0
Revenue $ 4,987 $ 5,158 $ 5,370 $ 5,591 $ 5,892 $ 6,175 Revenue is typically recognized monthly, so may vary from Billings $545 2.0
Cost of Goods Solds - COGS $ 848 $ 877 $ 913 $ 950 $ 1,002 $ 1,050 $540 1.0
Gross Margin $ 4,139 $ 4,282 $ 4,457 $ 4,640 $ 4,891 $ 5,126 $535 -
Gross Margin % 83% 83% 83% 83% 83% 83% Jan Feb Mar Apr May Jun Jan Feb Mar Apr May Jun

Total Expenses $ 640 $ 650 $ 660 $ 670 $ 680 $ 690 Funnel Metrics (your key funnel stages will likely vary)
Sales & Marketing $ 350 $ 360 $ 370 $ 380 $ 390 $ 400
Research & Development $ 180 $ 180 $ 180 $ 180 $ 180 $ 180
Raw Leads / Enquiries
General & Administrative $ 110 $ 110 $ 110 $ 110 $ 110 $ 110
6,000

EBITDA $ 3,499 $ 3,632 $ 3,797 $ 3,970 $ 4,211 $ 4,436 Based on GAAP recognized revenue
5,000
Billings-based operating profit/loss $ (221) $ (223) $ (228) $ (263) $ (232) $ (225) Given that cash will be collected based on Billings, this is a useful way
to judge how the business is doing on cash basis 4,000

3,000
Cash & Deferred Revenue Jan Feb Mar Apr May Jun
Change in Cash
2,000
Conversion Raw Leads to MQLs
Ending Cash 2.5%
Deferred Revenue Tracks what has been billed, but can't yet be recognized as revenue 1,000

2.0%
-
Jan Feb Mar Apr May Jun
Funnel Metrics Jan Feb Mar Apr May Jun
1.5%
Raw Leads / Enquiries 3,611 3,429 5,200 5,357 4,684 4,400
Conversion Raw Leads to MQLs 1.8% 2.1% 1.5% 1.4% 1.9% 2.0%
Opportunities 1.0%
Opportunities 65 72 78 75 89 88
100
Conversion: Oppties to Win 62% 58% 55% 61% 54% 59%
Win/Losss ratio 75% 82% 65% 79% 85% 78% 90 0.5%
80

Sales Metrics Jan Feb Mar Apr May Jun 70 0.0%

Jan Feb Mar Apr May Jun
No of FTE Sales reps 6 6.5 7 7.5 8 8.5 FTE = Full Time Equivalent (equivalent # of fully productive reps) 60
Quota per sales rep $ 4.2 $ 4.2 $ 4.2 $ 4.2 $ 4.2 $ 4.2 MRR value of new customers signed 50
Sales Capacity $ 25.0 $ 27.1 $ 29.2 $ 31.3 $ 33.3 $ 35.4 # of FTE reps * quota (should translate into New MRR Bookings) 40
Conversion: Oppties to Win
Coverage ratio for plan 1.2 1.2 1.2 1.2 1.2 1.2 Forcasted Sales Capacity / Bookings plan 30
64%
20
Productivity per FTE sales rep $ 44.0 $ 42.5 $ 42.0 $ 41.6 $ 40.5 $ 40.9 MRR value of new customers signed 10 62%
-
Jan Feb Mar Apr May Jun 60%

58%

# of new Customers 56%

60 54%

50 52%

50%
40 Jan Feb Mar Apr May Jun

30

20
Win/Losss ratio
90%
10 80%
70%
- 60%
Jan Feb Mar Apr May Jun
50%
40%
30%
20%
10%
0%
Jan Feb Mar Apr May Jun

Win/Losss ratio

No of FTE Sales reps Sales Capacity Productivity per FTE

9 $40.0
sales rep
8 $45.0
$35.0
7 $44.0
$30.0
6 $43.0
$25.0
5
$20.0 $42.0
4
$15.0 $41.0
3
$10.0 $40.0
2
1 $5.0 $39.0

0 $- $38.0
Jan Feb Mar Apr May Jun Jan Feb Mar Apr May Jun Jan Feb Mar Apr May Jun

Unit Economics

LTV and CAC

$30,000

$25,000

$20,000
LTV
CAC
$15,000

$10,000

$5,000

$-
Jan Feb Mar Apr May Jun

LTV to CAC Ratio Months to Recover

4.0 CAC
3.5 20
3.0
19
2.5
2.0 18

1.5 17
1.0
16
0.5
- 15
Jan Feb Mar Apr May Jun Jan Feb Mar Apr May Jun

Customer Engagement and Customer Happiness (both are churn predictors)

Customer Engagement Score Net Promoter Score

140 40
35
135
30
130
25
125 20
15
120
10
115
5
110 -
Jan Feb Mar Apr May Jun Jan Feb Mar Apr May Jun
Customer Lifetime Value Charts

Simple Calculation
Initial Cohort Size 100
Churn Rate 3%

Time in Months 1 2 3 4 5 6 7 8 9 10 11 12 13 14
Cohort Size 100 97 94 91 89 86 83 81 78 76 74 72 69 67

Cohort Size
100
90
80
70
60
50
40
30
20
10 Months
0
1 6 11 16 21 26 31 36 41 46 51 56 61 66 71

Initial ARPC 100

Monthly ARPC growth 5
Monthly Customer Churn 3.0%

Time in Months 1 2 3 4 5 6 7 8 9 10 11 12 13 14
Cohort Size 100 97 94 91 89 86 83 81 78 76 74 72 69 67
Cohort Payment 10000 ### ### ### ### ### ### ### ### ### ### ### ### ###

Cohort Payment
$12,000

$10,000

$8,000

$6,000

$4,000

$2,000
Months
$0
1 5 9 13 17 21 25 29 33 37 41 45 49 53 57 61 65 69
$6,000

$4,000

$2,000
Months
$0
1 5 9 13 17 21 25 29 33 37 41 45 49 53 57 61 65 69
15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33
65 63 61 60 58 56 54 53 51 50 48 47 45 44 43 41 40 39 38

15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33
65 63 61 60 58 56 54 53 51 50 48 47 45 44 43 41 40 39 38
### ### ### ### ### ### ### ### ### ### ### ### ### ### ### ### ### 9919 9810
 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48 49
37 36 34 33 32 31 30 30 29 28 27 26 25 25 24 23

34 35 36 37 38 39 40 41 42 43 44 45 46 47 48 49
37 36 34 33 32 31 30 30 29 28 27 26 25 25 24 23
9699 9585 9470 9353 9234 9114 8993 8871 8749 8625 8501 8377 8253 8129 8004 7880
 50 51 52 53 54 55 56 57 58 59 60 61 62 63 64 65 66
22 22 21 21 20 19 19 18 18 17 17 16 16 15 15 14 14

50 51 52 53 54 55 56 57 58 59 60 61 62 63 64 65 66
22 22 21 21 20 19 19 18 18 17 17 16 16 15 15 14 14
7756 7632 7509 7386 7264 7143 7022 6902 6783 6665 6548 6432 6317 6203 6091 5979 5869
 67 68 69 70 71 72
13 13 13 12 12 12

67 68 69 70 71 72
13 13 13 12 12 12
5760 5652 5545 5440 5336 5234