How to Use Revenue per Recipient Benchmarks to Plan Sales Performance

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Revenue per Recipient (RPR) measures the success of a campaign or flow. In this article, you will learn how to calculate RPR, what this number means for campaign and flow performance, and how to improve going forward. RPR is a great way to analyze performance and set a benchmark for growth.

Before getting started, integrate your account with an ecommerce platform and send a campaign or flow so that you have data to generate RPR.

Calculate Revenue Per Recipient

You can find RPR in your dashboard; however, you can also calculate it yourself from campaign reporting. The calculation for RPR is as follows:


The resulting calculation will tell you how much revenue you gained per recipient for a given email. As such, you will learn how well your emails perform in practice and allow you to strategize to boost success in the future.

Find Historic RPR for Campaigns and Flows

To find the historic RPR for a given campaign, head to your Analytics Dashboard by selecting Dashboard > Analytics.

From there, select Add Card in the upper right-hand corner. A popup will prompt you to choose a metric, add a modifier, and select how you want to visualize your data.

Choose Revenue Per Recipient as your metric. Then select your choice of four ways to view the data (i.e. as a table, bar graph, line graph, or number). In the example below, we choose to visualize it in table form:


Click Create and your resulting average daily RPR will appear in a table format within your card.

Plan Your Campaign Calendar with RPR

By establishing RPR expectations, you can productively plan each month and leverage discounts (or other incentives) more deliberately. For example, if you offer a coupon code of 10% in a campaign, you can calculate the RPR of this email and measure that against how much was spent to offer the discount, highlighting if the discount benefits your business or not.

You will also see what type of emails do best with your audience and update your content calendar to reflect such trends. RPR is important for campaign analysis to make sure your business achieves its revenue goals for each campaign. Stores in the top 25% of campaign performance are making about 2.5-3x the revenue per email.

Measure Flow Performance with RPR

Similarly, you can measure flow performance with this calculation to check that your emails hit their full potential to drive business. Make sure to assess which emails within the flow perform well and which are lacking. You can focus on characteristics within profitable flows to make others with a low RPR more successful.

For example, for businesses making $1- $1M in revenue and have an average order value of less than $28, the top 25% of those businesses are making at least 81 cents for each abandoned cart email they send. This 81 cents is their RPR for that specific flow. 

If you find that one of your flows is performing below-average, run A/B tests to see where you can improve. Consider testing different subject lines, timing, number of emails, and more. For more information on measuring flow performance, check out our guide to performance benchmarks for Flows.

Next Steps

Improve RPR

Analyzing RPR will help you iterate and understand what your audiences respond to, and conversely, what is not working for your business. If your RPR is lower than desired, consider the following changes:

  • List Clean for campaigns, or send flows to a more specific, engaged audience.
  • Use segmentation to send campaigns to a highly engaged audience, and continue checking the level of engagement with Segment Engagement Reports.
  • Follow email trends of what works best in your emails and update your content calendar to improve campaigns that aren't performing as well as you'd like.
  • Check to make sure your incentives help more than harm your business (for example, if a 10% discount creates a marginal profit, it may not be worth the incentive).
  • Use your Performance Reports and Custom Reports to find out what is working for your business and what needs to be adjusted.

Knowing that RPR is tied to conversion rate and order size, you can experiment with different ideas to boost email performance and adjust your current email channels to leverage growth through email.

Plan Your Sending Strategy

In addition, use your engaged list size and RPR to plan your month’s campaign strategy. Based on the calculation, make changes that reflect what seems to work for you. If RPR is lower than expected, consider the following questions:

  • How often do I need to message subscribers?
  • What specific characteristics, styles, and blocks work best in my emails?
  • How engaged is the audience I send to?
  • Are my incentives worth the cost of offering them?

You can likewise find your expected email revenue by multiplying your email list size by the number of mailings and then multiply that number by your RPR.

Additional Resources

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