Expansion, upsell and churn

Growing revenue inside accounts you already have, and stopping the leaks.

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What is the difference between gross retention and net retention, and which one should I watch? Gross retention counts only what you lost: churn and downgrades, capped at 100 percent. Net retention adds expansion on top, so it can go above 100... Breaking into GTM 5 resources → What does land and expand mean, and does it apply to my company? Land and expand means you deliberately sell a small first deal to one team, prove it works, and grow from there into more seats, more teams or more... Breaking into GTM 5 resources → How do I move net revenue retention from around 100 percent to 120 percent? Do it in the right order. First stop the leak, because expansion built on a leaky base is exhausting: fix involuntary churn, then find the segment ... Leading a GTM team 5 resources → Who should own expansion: sales, customer success, or a dedicated team? Split it by how hard the sale is. Simple expansions that follow naturally from usage (more seats, the next tier) should sit with CS, because they a... Leading a GTM team 5 resources → How did Snowflake reach 158 percent net revenue retention, and what is actually copyable? Consumption pricing did it. Customers paid for what they ran, so as they moved more workloads onto the platform their spend grew with no upsell con... How the best do it 4 resources → Does usage-based pricing really lift expansion, and should we switch? The numbers say yes: top quartile net retention for largely usage-based companies runs around 122 percent versus about 109 percent for those with n... How the best do it 5 resources →

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