You are on page 1of 19

SaaS Metrics 2.

Bookings Metrics

For companies that book primarily monthly contracts

MRR Bookings
Bookings
Bookings $,000's (new custs)
Average Deal Size $'s
Average Contract Length
Average Months paid upfront
ARPA (Average MRR) for new custs
ARPA - across the installed base

$
$

$35.0

$
$

Feb
Mar
Apr
May
Jun
161 $
123 $
169 $
157 $
180 Value of all closed contracts during the month (with varying durations)
3,833 $ 2,849 $ 3,674 $ 3,263 $ 3,458 Average size of deal for full duration
Average duration of contract signed by the new customers
7.0
5.0
6.5
5.8
6.2 Average number of months paid upfront by new customers
548 $
570 $
565 $
563 $
558 ARPA = Avg Revenue Per Acct - Avg MRR across the new customers
491 $
475 $
459 $
450 $
438 Average MRR per customer across the installed base

$10.0

$
$
$
$

$ 429.9
$ 447.5
$ 5,370

Jan
121 $
3,025 $

$
$

5.5
550
514

New MRR
Churned MRR
Expansion MRR
Net New MRR

$
$
$
$

Jan
22.0
(8.4)
2.0
15.6

$
$
$
$

Feb
23.0
(11.2)
2.5
14.3

Starting MRR
Ending MRR
ARR (Annualized Run Rate)

$
$
$

400.0
415.6
4,987

$
$
$

415.6
429.9
5,158

MRR

Mar
24.5
(9.0)
2.1
17.6

$
$
$
$

Apr
26.0
(8.9)
1.3
18.4

$
$
$
$

May
27.0
(8.9)
7.0
25.1

$
$
$
$

Ending MRR
$600.0
$500.0

$30.0

New MRR

$400.0

$25.0

$300.0
$200.0

$20.0

Jun
29.0 New MRR added from new customers signed in the month
(8.8) Lost MRR from customers who churned in the month
3.4 Expansion MRR from the installed base of existing customers
23.6

$100.0

Net New MRR

$15.0

$Jan

Expansion MRR

$5.0
$Jan

Feb

Mar

Apr

May

Jun

$ 465.9
$ 491.0
$ 5,892

Churn Metrics
Total # of Customers
# of new Customers
# of churned Customers
Net New Customers

Jan
808
40
(24)
16

Feb
875
42
(25)
17

Mar
943
43
(25)
18

Apr
1,016
46
(27)
19

May
1,092
48
(28)
20

% Customer Churn
% MRR Churn
% MRR Expansion
% Net MRR Churn

3.0%
2.1%
0.5%
1.6%

3.1%
2.7%
0.6%
2.1%

2.9%
2.1%
0.5%
1.6%

2.9%
2.0%
0.3%
1.7%

2.8%
1.9%
1.5%
0.4%

$ 491.0
$ 514.6
$ 6,175 This is simply MRR x 12

Mar

Apr

May

Jun

May

Jun

$200

$(5.0)

$ 447.5
$ 465.9
$ 5,591

Feb

Bookings $,000's
(from new custs)
$100

$(10.0)

Churned MRR
$-

$(15.0)

Jun
1,176
52
(32)
20 # of new Customers - # of churned Customers

Jan

Churn and Expansion as % of MRR

Feb

Mar

Apr

% Net MRR Churn

3.5%

2.5%

3.0%
2.0%
2.5%

# of churned Customers / Total # of Customers (from last month)


Churned MRR / Last month's Ending MRR
Expansion MRR / Last month's Ending MRR
(Churned MRR - Expansion MRR)/Last months Ending MRR

Axis Title

2.9%
1.8%
0.7%
1.1%

2.0%

1.5%

% Customer Churn
% MRR Churn

1.5%

1.0%

% MRR Expansion

Customer Engagement Score


Net Promoter Score
Unit Economics (new customers)
LTV
CAC
LTV to CAC Ratio
Months to Recover CAC

121
28

120
27

125
29

126
32

130
33

1.0%

135 The average Customer Engagement Score across the customer base
35

0.5%

0.5%
0.0%

Jan
Feb
Mar
Apr
May
Jun
$ 21,738 $ 16,834 $ 22,519 $ 23,457 $ 24,572 $ 25,716 ARPA * Gross Margin % / %MRR Churn Rate
$ 8,750 $ 8,571 $ 8,605 $ 8,261 $ 8,125 $ 7,692 Adjusted Sales & Marketing expense / # of new Customers
2.5
2.0
2.6
2.8
3.0
3.3 LTV/CAC
19
19
18
18
17
17 CAC/(ARPA * GM%)

0.0%
Jan

Feb

Mar

Apr

May

Jun

Jan

Average Deal Size $'s


$4,500

Summary Financial Metrics $000's


Billings (what's invoiced this month)
Revenue
Cost of Goods Solds - COGS
Gross Margin
Gross Margin %

$
$
$
$

Total Expenses
Sales & Marketing
Research & Development
General & Administrative

$
$
$
$

EBITDA
Billings-based operating profit/loss

$
$

Jan
505
416
71
345
83%

$
$
$
$

640
350
180
110

$
$
$
$

Feb
515
430
73
357
83%

$
$
$
$

650
360
180
110

$
$
$
$

Mar
520
447
76
371
83%

$
$
$
$

660
370
180
110

$
$
$
$

Apr
490
466
79
387
83%

$
$
$
$

670
380
180
110

$
$
$
$

May
540
491
83
408
83%

$
$
$
$

680
390
180
110

$
$
$
$

Jun
560 Custs may be billed in advance of when revenue can be recognized
515 Revenue is typically recognized monthly, so may vary from Billings
87
427
83%

Feb

$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

$500

$540

$-

$535
Jan

690
400
180
110

Feb Mar Apr May Jun

Mar

Apr

May

Jun

Average Months paid


upfront

Avg MRR
(for new customers)

2.0
1.0
Jan

Jan Feb Mar Apr May Jun

Feb Mar Apr May Jun

Funnel Metrics (your key funnel stages will likely vary)

Vistors to Web Site

Cash & Deferred Revenue


Change in Cash
Ending Cash
Deferred Revenue

(293) $
(223) $

(289) $
(228) $

(283) $
(263) $

(272) $
(232) $

(263) Based on GAAP recognized revenue


(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

Jan

Feb

Mar

Apr

May

Jun

Jan
4,700
5.0%
235
17%

Feb
5,178
4.5%
233
18%

Mar
4,574
4.7%
215
20%

Apr
4,923
5.2%
256
18%

May
5,000
4.8%
240
20%

Jun
5,170
5.3%
274
19%

Tracks what has been billed, but can't yet be recognized as revenue

Funnel Metrics
Vistors to Web Site
Conversion from Visitors to Trials
Trials in progress
Conversion from Trials to Purchase

Sales Metrics
No of FTE Sales reps
Quota per sales rep
Forecasted Sales Capacity
Coverage ratio for plan

(295) $
(221) $

$
$

Jan
6
4.2 $
25.0 $
1.2

Feb
6.5
4.2 $
27.1 $
1.2

Mar
7
4.2 $
29.2 $
1.2

Apr
7.5
4.2 $
31.3 $
1.2

May
8
4.2 $
33.3 $
1.2

Jun
8.5
4.2
35.4
1.2

5,300
5,200
5,100
5,000
4,900
4,800
4,700
4,600
4,500
4,400
4,300
4,200

Conversion from Visitors to Trials


5.4%
5.2%
Jan

Feb

Mar

Apr

May

5.0%

Jun

4.8%

Trials in progress

FTE = Full Time Equivalent (equivalent # of fully productive reps)


MRR value of new customers signed
# of FTE reps * quota (should translate into New MRR Bookings)
Forcasted Sales Capacity / Bookings plan

4.6%

300

4.4%

250

4.2%
4.0%

200

Jan

3.7

3.5

3.5

3.5

3.4

Mar

Apr

May

Jun

Conversion from Trials to Purchase

100

Productivity per FTE sales rep

Feb

150

3.4 MRR value of new customers signed

21%

50

20%
20%

Jan

Feb

Mar

Apr

May

Jun

19%
19%
18%

# of new Customers

18%
17%

60

17%
50

16%
16%

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

$3.7

$3.7

$3.6
$3.6

$3.5

$3.5

$3.4

$3.4

$3.3

$3.3

$3.2
Jan

Feb

Mar

Apr

May

Jun

Jan

Feb

Mar

Apr

Unit Economics

LTV and CAC


$30,000
$25,000
$20,000
LTV

$15,000

CAC

$10,000
$5,000
$Jan

Feb

Mar

Apr

May

Jun

LTV to CAC Ratio

Months to Recover CAC

4.0

20
19
19
18
18
17
17
16
16
15

3.5
3.0
2.5
2.0
1.5
1.0
0.5
Jan

Feb

Mar

Apr

May

Jan

Jun

Feb

Mar

Apr

May

Jun

Customer Engagement and Customer Happiness (both are churn predictors)

Customer Engagement Score

Net Promoter Score

140

40
35
30
25
20
15
10
5
-

135
130
125
120
115
110
Jan

Feb

Mar

Apr

May

Jun

Jan

Feb

Mar

Apr May

Jun

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

$300.0

$10.0

Expansion MRR

$5.0

$200.0

$Jan

Feb

Mar

Apr

May

Jun
$100.0

$(5.0)
$(10.0)

Churned MRR

$-

$(15.0)

Jan

3.5%

Axis Title

2.5%
2.0%

% Customer Churn

1.5%

% MRR Churn
% MRR Expansion

1.0%
0.5%
0.0%
Jan

Feb

Mar

Apr

Average Deal Size $'s


$4,500

May

Mar

Bookings $,000's
(from new custs)

Churn and Expansion as % of MRR


3.0%

Feb

$200
$180
$160
$140
$120
$100
$80
$60
$40
$20
$-

Jun

Jan

Feb

Mar

Average Month

ARPA (Average MRR) for


new custs

$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

$1,500

$550

3.0

$1,000

$545

2.0

$500

$540

1.0

$-

$535
Jan

Feb Mar Apr May Jun

Jan

Jan

Feb Mar Apr May Jun

Funnel Metrics (your key funnel stages will likely vary)

Vistors to Web Site


5,300
5,200
5,100
5,000
4,900
4,800
4,700
4,600
4,500
4,400
4,300
4,200

Conversion from Visitors to Tria


5.4%
5.2%
Jan

Feb

Mar

Apr

May

Jun

5.0%
4.8%

Trials in progress

4.6%

300

4.4%

250

4.2%
4.0%

200

Jan

Feb

Mar

Apr

150

Conversion from Trials to Purcha

100
21%

50

20%
20%

Jan

Feb

Mar

Apr

May

Jun

19%
19%
18%

# of new Customers
60

18%
17%
17%

50
40
30
20

16%
16%
Jan

Feb

Mar

Apr

20
10
Jan

Feb

Mar

Apr

May

Jun

No of FTE Sales reps

Productivity per
sales rep

Sales Capacity

$40.0

$35.0

$45.0

$30.0

$44.0

$25.0

$43.0

$20.0

$42.0

$15.0

$41.0

$10.0

$40.0

$5.0

$39.0

7
6
5
4
3

$38.0

$Jan

Feb

Mar

Apr

May

Jun

Jan Feb Mar Apr May Jun

Jan Feb

Unit Economics

LTV and CAC


$30,000
$25,000
$20,000
LTV

$15,000

CAC

$10,000
$5,000
$Jan

Feb

Mar

Apr

May

Jun

LTV to CAC Ratio


4.0
3.5
3.0
2.5
2.0
1.5
1.0

Months to Recover CAC


20
19
19
18
18
17
17
16

1.0

16
16
15

0.5
Jan

Feb

Mar

Apr

May

Jan

Jun

Feb

Mar

Apr

May

Jun

Customer Engagement and Customer Happiness (both are churn predictors)

Customer Engagement Score

Net Promoter Score

140

40
35
30
25
20
15
10
5
-

135
130
125
120
115
110
Jan

Feb

Mar

Apr

May

Jun

Jan

Feb

Mar

Apr May

Jun

Ending MRR

Mar

Apr

May

Jun

May

Jun

Bookings $,000's
(from new custs)

Mar

Apr

Average Months paid


upfront

Jan Feb Mar Apr May Jun

from Visitors to Trials

Apr

May

Jun

rom Trials to Purchase

Apr

May

Jun

Productivity per FTE


sales rep

Feb Mar Apr May Jun

hurn predictors)

SaaS Metrics 2.0

Scroll right to see the dashboard ---->

Bookings Metrics

For companies that book annual contracts

ACV Bookings
Bookings
Bookings $,000's (new custs)
Average ACV (new contracts)
Average Contract Term
Average Months Paid Upfront
ARPA - Avg MRR (for new Custs)
ARPA - across installed base

$
$

$
$

Jan
264
6,600
1.3
5.5
550
514

$
$

$
$

Feb
276
6,571
1.4
7.0
548
491

$
$

$
$

Mar
294
6,837
1.4
5.0
570
475

$
$

$
$

Apr
312
6,783
1.5
6.5
565
459

$
$

$
$

May
324
6,750
1.4
5.8
563
450

$
$

$
$

Jun
348
6,692
1.6
6.2
558
438

Ending ARR

$400.0

$7,000

$6,000

Value of all closed contracts during the month (annualized)


Average ACV for new customers
Average duration of contract signed by the new customers
Average number of months paid upfront by new customers
Average Revenue per Account - Avg MRR (for the new customers)
Average MRR across the installed base

New ACV

$5,000

$300.0

$4,000

$3,000
$200.0

$2,000

Net New ACV

$1,000

$-

ACV
New ACV
Churned ACV
Expansion ACV
Net New ACV

$
$
$
$

Jan
264.0
(100.8)
24.0
187.2

Starting ARR
Ending ARR

$
$

4,800
4,987

Feb
$ 276.0 $
$ (134.7) $
$
29.9 $
$ 171.3 $

Mar
294.0
(108.3)
25.8
211.5

$
$
$
$

Apr
312.0
(107.4)
16.1
220.7

$
$
$
$

May
324.0
(106.2)
83.9
301.6

$
$
$
$

5,158
5,370

$
$

5,370
5,591

$
$

5,591
5,892

$
$

Jan

$100.0

Jun
348.0 New ACV added from new customers signed in the month
(106.1) Lost ACV from customers who churned in the month
41.2 Expansion ACV from the installed base of existing customers
283.2

4,987
5,158

$
$

Jan

Feb

Mar

Apr

May

Jun

Churn Metrics
Total # of Customers
# of new Customers
# of churned Customers
Net New Customers

Jan
808
40
(24)
16

Feb
875
42
(25)
17

Mar
943
43
(25)
18

Apr
1,016
46
(27)
19

May
1,092
48
(28)
20

% Customer Churn
% ACV Churn
% ACV Expansion
% Net ACV Churn

3.0%
2.1%
0.5%
1.6%

3.1%
2.7%
0.6%
2.1%

2.9%
2.1%
0.5%
1.6%

2.9%
2.0%
0.3%
1.7%

2.8%
1.9%
1.5%
0.4%

Apr

May

Jun

May

Jun

$400
$200

Churned ACV

5,892
6,175

Mar

Bookings $,000's
(from new custs)

$(100.0)

$
$

Feb

Expansion ACV
$-

$$(200.0)

Jun
1,176
52
(32)
20 # of new Customers - # of churned Customers

Jan

Churn and Expansion as % of ACV

Feb

Mar

Apr

% Net ACV Churn

3.5%

2.5%

3.0%
2.0%

# of churned Customers / Total # of Customers (from last month)


Churned MRR / Last month's Ending MRR
Expansion MRR / Last month's Ending MRR
(Churned MRR - Expansion MRR)/Last months Ending MRR

2.5%

Axis Title

2.9%
1.8%
0.7%
1.1%

2.0%

1.5%

% Customer Churn
% ACV Churn

1.5%

1.0%

% ACV Expansion

Renewal rate (# of Custs)


Renewal rate (ACV $'s)

Slightly different to Churn, as it measures Renewal against contracts


that are up for renewal. (Churn is against the whole customer base)

1.0%
0.5%
0.5%

Customer Engagement Score


Net Promoter Score
Unit Economics (new customers)
LTV
CAC
LTV to CAC Ratio
Months to Recover CAC

Summary Financial Metrics $000's


Billings (what's invoiced this month)
Revenue
Cost of Goods Solds - COGS
Gross Margin
Gross Margin %

121
28

120
27

125
29

126
32

130
33

135 The average Customer Engagement Score across the customer base
35

Jan
Feb
Mar
Apr
May
Jun
$ 21,738 $ 16,834 $ 22,519 $ 23,457 $ 24,572 $ 25,716 ARPA * Gross Margin % / %MRR Churn Rate
$ 8,750 $ 8,571 $ 8,605 $ 8,261 $ 8,125 $ 7,692 Adjusted Sales & Marketing expense / # of new Customers
2.5
2.0
2.6
2.8
3.0
3.3 LTV/CAC
19
19
18
18
17
17 CAC/(ARPA * GM%)

$
$
$
$

Total Expenses
Sales & Marketing
Research & Development
General & Administrative

$
$
$
$

EBITDA
Billings-based operating profit/loss

$
$

Cash & Deferred Revenue


Change in Cash
Ending Cash
Deferred Revenue

Jan
505
4,987
848
4,139
83%
640
350
180
110

$
$
$
$

$
$
$
$

Feb
515
5,158
877
4,282
83%
650
360
180
110

$
$
$
$

$
$
$
$

Mar
520
5,370
913
4,457
83%
660
370
180
110

$
$
$
$

$
$
$
$

Apr
490
5,591
950
4,640
83%
670
380
180
110

$
$
$
$

$
$
$
$

May
540
5,892
1,002
4,891
83%
680
390
180
110

$
$
$
$

$
$
$
$

3,499 $
(221) $

3,632 $
(223) $

3,797 $
(228) $

3,970 $
(263) $

4,211 $
(232) $

Jan

Feb

Mar

Apr

May

Jun
560 Custs may be billed in advance of when revenue can be recognized
6,175 Revenue is typically recognized monthly, so may vary from Billings
1,050
5,126
83%

0.0%

0.0%
Jan

Feb

Mar

Apr

May

Jun

Jan

$575

8.0

$570

7.0

$565

6.0

$560

5.0

$555

4.0

$550

3.0

$545

2.0

Jan

Feb

690
400
180
110

Sales Metrics
No of FTE Sales reps
Quota per sales rep
Sales Capacity
Coverage ratio for plan
Productivity per FTE sales rep

$
$

Apr
5,357
1.4%
75
61%
79%

Mar

Apr

May

Jan

Jun

Jun
4,400
2.0%
88
59%
78%

4,000

Conversion Raw Leads to MQLs


2.5%

1,000

2.0%
Feb

Mar

Apr

May

Jun

1.0%
0.5%

90

80
0.0%

70

May
8
4.2 $
33.3 $
1.2

Jun
8.5
4.2
35.4
1.2

44.0

42.5

42.0

41.6

40.5

40.9 MRR value of new customers signed

Jun

1.5%

Apr
7.5
4.2 $
31.3 $
1.2
$

May

5,000

Opportunities

Mar
7
4.2 $
29.2 $
1.2
$

Apr

100

Feb
6.5
4.2 $
27.1 $
1.2
$

Mar

3,000

Jan
6
4.2 $
25.0 $
1.2
$

Feb

Raw Leads / Enquiries

Jun

May
4,684
1.9%
89
54%
85%

Jun

6,000

4,436 Based on GAAP recognized revenue


(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

Jan

Mar
5,200
1.5%
78
55%
65%

May

$535

Feb
3,429
2.1%
72
58%
82%

Apr

1.0

$540

2,000

Jan
3,611
1.8%
65
62%
75%

Mar

Funnel Metrics (your key funnel stages will likely vary)

Tracks what has been billed, but can't yet be recognized as revenue

Funnel Metrics
Raw Leads / Enquiries
Conversion Raw Leads to MQLs
Opportunities
Conversion: Oppties to Win
Win/Losss ratio

Feb

Average Months Paid Upfront

ARPA - Avg MRR (for new Custs)

Jan

60

FTE = Full Time Equivalent (equivalent # of fully productive reps)


MRR value of new customers signed
# of FTE reps * quota (should translate into New MRR Bookings)
Forcasted Sales Capacity / Bookings plan

Feb

Mar

Apr

May

Jun

50
40

Conversion: Oppties to Win

30
64%

20
10

62%

Jan

Feb

Mar

Apr

May

60%

Jun

58%

# of new Customers

56%

60

54%

50

52%
50%

40

Jan

Feb

Mar

Apr

May

Jun

May

Jun

30

Win/Losss ratio

20
100%

10

80%
Jan

Feb

Mar

Apr

May

60%

Jun

40%
20%
0%
Jan

Feb

Mar

Apr

Win/Losss ratio

No of FTE Sales reps

Productivity per FTE


sales rep

Sales Capacity

$40.0

$35.0

$45.0

7
6

5
4

$30.0

$44.0

$25.0

$43.0

$20.0

$42.0

$15.0

$41.0

$10.0

$40.0

$5.0

$39.0

$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

$15,000

CAC

$10,000
$5,000
$-

Jan

Feb

Mar

Apr

May

Jun

LTV to CAC Ratio

Months to Recover CAC

4.0

20
19
19
18
18
17
17
16
16
15

3.5
3.0

2.5
2.0
1.5
1.0

0.5
Jan

Feb

Mar

Apr

May

Jan

Jun

Feb

Mar

Apr

May

Jun

Customer Engagement and Customer Happiness (both are churn predictors)

Customer Engagement Score

Net Promoter Score

140

40
35
30
25
20
15
10
5
-

135
130

125
120

115
110
Jan

Feb

Mar

Apr

May

Jun

Jan

Feb

Mar

Apr May

Jun

Customer Lifetime Value Charts

Simple Calculation
Initial Cohort Size
Churn Rate

100
3%

Time in Months
Cohort Size

1
100

2
97

3
94

4
91

5
89

6
86

7
83

8
81

9
78

10
76

11
74

12
72

13
69

14
67

Cohort Size
100
80
60
40
20
0

Months
1 5 9 131721252933374145495357616569

Initial ARPC
Monthly ARPC growth
Monthly Customer Churn
Time in Months
Cohort Size
Cohort Payment

100
5
3.0%
1
2
3
4
5
6
7
8
9 10 11 12 13 14
100 97 94 91 89 86 83 81 78 76 74 72 69 67
10000 #### #### #### #### #### #### #### #### #### #### #### #### ####

Cohort Payment
$12,000
$10,000
$8,000
$6,000
$4,000
$2,000
$0

Months

Months

$0
1

11 16 21 26 31 36 41 46 51 56 61 66 71

15
65

16
63

17
61

18
60

19
58

20
56

21
54

22
53

23
51

24
50

25
48

26
47

27
45

28
44

29
43

30
41

31
40

32
39

15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32
65 63 61 60 58 56 54 53 51 50 48 47 45 44 43 41 40 39
#### #### #### #### #### #### #### #### #### #### #### #### #### #### #### #### #### 9919

33
38

34
37

35
36

36
34

37
33

38
32

39
31

40
30

41
30

42
29

43
28

44
27

45
26

46
25

47
25

48
24

33 34
35
36
37
38
39
40
41
42
43
44
45
46
47
48
38 37
36
34
33
32
31
30
30
29
28
27
26
25
25
24
9810 9699 9585 9470 9353 9234 9114 8993 8871 8749 8625 8501 8377 8253 8129 8004

49
23

50
22

51
22

52
21

53
21

54
20

55
19

56
19

57
18

58
18

59
17

60
17

61
16

62
16

63
15

64
15

65
14

49
50
51
52
53
54
55
56
57
58
59
60
61
62
63
64
65
23
22
22
21
21
20
19
19
18
18
17
17
16
16
15
15
14
7880 7756 7632 7509 7386 7264 7143 7022 6902 6783 6665 6548 6432 6317 6203 6091 5979

66
14

67
13

68
13

69
13

70
12

71
12

72
12

66
67
68
69
70
71
72
14
13
13
13
12
12
12
5869 5760 5652 5545 5440 5336 5234