Free Public Webinar: Five Proven Things You Can Do to Improve NRR in 2021
All eyes are on NRR these days as the magic metric that signals health and vibrance in any recurring revenue business. When economies contract, acquisition funnels tend to do the same—which makes leaning into existing customer relationships even more important.
In reality, many companies are still deeply addicted to the drug of new-logo acquisition, which may be more exciting on the sales floor, but can easily lull you into a false sense of confidence that your business is much healthier than it actually is.
The truth is that most companies aren’t very good at optimizing net revenue retention, which is really nothing more than a fancy way of saying: growth minus churn. In other words, during a given period, the sum of the revenue you yield once you’ve calculated expansion dollars from existing customers, less the revenue you lost from the customers who chose to leave.
Next week, I have the privilege of presenting on NRR with one of the smartest people I know on the topic in a webinar entitled “Five Proven Things You Can Do to Improve NRR in 2021.”
Ross Fulton is the founder and CEO of Valuize, a very well regarded boutique consultancy focused on revenue optimization for B2B SaaS companies. I’ve been really impressed by Ross and his team and I think you will be, too.
It’s a free webinar and we’d love it if you could join the conversation. Register here.
Rather than boring you with a bunch of definitions of things you probably already understand, we’re going to get to the brass tacks of what you can do as a revenue leader to optimize NRR in your organization. We’ll move beyond the platitudes that the admittedly clickbaity title probably implies to an actionable framework that will help you diagnose and remediate the contributors to your NRR woes based on your specific situation.
For example, maybe your retention is solid, but you’ve failed to unlock the expansion motion in your business. That’s not an uncommon scenario and the strategy you’d execute to overcome it would be quite different than the one you’d employ if you were churning lots of customers.
We’ll present a framework that delivers targeted suggestions for specific scenarios, and we’ll help you think through a blueprint for your own NRR optimization strategies.
Hope to see you there.