Cost of Revenue Explained: 2025 Guide for Australian Businesses

Cost of revenue isn’t just accounting jargon—it’s a financial lifeline for businesses navigating Australia’s competitive economy in 2025. With the ATO’s renewed focus on compliance and rising operational costs, understanding and optimising this metric can be the difference between profit and loss.

What Is Cost of Revenue and Why Does It Matter?

In simple terms, the cost of revenue captures all direct expenses a business incurs to generate income. Unlike the more traditional cost of goods sold (COGS), cost of revenue includes not only raw materials and labour but also direct costs like distribution, sales commissions, and support services. For digital-first businesses or those with complex service models, this number paints a much clearer picture of true profitability.

• Retailers: Includes stock, warehousing, delivery, and returns.

• Service providers: Covers staff salaries, technology, and client support.

• Online platforms: Encompasses hosting, payment processing, and digital advertising tied to sales.

Getting this figure right isn’t just about compliance—it’s about smart decision-making. In 2025, as Australian consumer expectations rise and supply chains remain volatile, tracking cost of revenue helps leaders:

• Identify profit leaks

• Negotiate better supplier terms

• Price products and services competitively

2025 Updates: Policy, Technology, and Reporting Trends

This year, several key shifts are impacting how businesses calculate and report cost of revenue:

• ATO Data Matching: The ATO is ramping up data-matching programs, cross-referencing supplier invoices and payment platforms. Accurate cost reporting is under the spotlight.

• Mandatory eInvoicing: From 1 July 2025, eInvoicing is compulsory for all federal government suppliers and strongly encouraged across the private sector. This means real-time reporting and fewer opportunities to fudge the numbers.

• Rising Labour and Input Costs: With Australia’s Fair Work Commission lifting minimum wages by 4.2% in July 2025, staff costs are hitting record highs. Businesses must now consider automation and outsourcing to keep their cost of revenue in check.

Technology is also playing a bigger role. Cloud-based ERP and accounting platforms like Xero and MYOB are rolling out new analytics tools that break down cost of revenue by channel, product, and customer segment. These insights are invaluable for leaders looking to fine-tune their spending.

How to Calculate and Optimise Your Cost of Revenue

To get your cost of revenue right, you need more than just a spreadsheet. Here’s a practical 2025 approach:

• List all direct costs: Include inventory, wages for sales and delivery staff, transaction fees, returns, and customer support.

• Exclude indirect overheads: Rent, utilities, and general admin costs stay out—focus only on expenses directly tied to sales.

• Leverage automation: Use accounting software to track and allocate costs in real time. New AI-driven tools can flag anomalies and suggest cost-saving opportunities.

• Benchmark regularly: Compare your cost of revenue to industry peers using tools like the ABS’ Business Benchmarks or sector reports from the Australian Small Business and Family Enterprise Ombudsman.

For example, an Australian ecommerce startup might discover that shipping costs jumped 12% this year due to fuel price hikes. By switching to a local 3PL provider and renegotiating courier rates, they could trim their cost of revenue and pass savings onto customers—or boost their margins.

Real-World Examples: Australian Businesses Getting It Right

Let’s look at how some local businesses are tackling cost of revenue in 2025:

• A Melbourne-based SaaS company adopted a usage-based cloud hosting model, slashing unnecessary capacity costs and improving gross margins by 6%.

• A Queensland food distributor integrated eInvoicing and automated inventory, cutting order errors and saving $150,000 annually in direct costs.

• Regional retail chains are pooling logistics with competitors to access bulk freight discounts, lowering per-unit delivery costs.

These strategies show that with the right systems and proactive management, Australian businesses can thrive—even in a climate of rising costs and tighter regulation.