A talk by Dave Kellogg
Fmr. CEO,
Host Analytics
Categories covered by this talk
About this talk
There are a lot of problems with calculating churn rates (ATR vs. ARR, net vs. gross, or count/$, multi-year deals, arbitrary LTs on negative churn...). Moreover, public companies don't generally release churn rates. Thus we're moving from a world of LTV/CAC and CAC payback period to a world of net dollar retention rates (NDRR). Learn what they are and how to calcuate them correctly (i.e., not survivor biased). And learn about the move RPO (remaining performance obligation) when it comes to mult-year deals. Learn about all these rates and concepts for trying to figure out what your ARR base is worth and how to maximize it.