Guide
← All servicesNRR above 120% means revenue grows without new sales. That's the holy grail. Build systematic retention to get there.
NRR = (Beginning ARR + Expansion - Churn) / Beginning ARR
Example: start with £1m. Add £300k expansion. Lose £100k to churn. NRR = (£1m + £300k − £100k) / £1m = 120%
NRR compounds, which is why it is the number to watch. A business holding 120% grows off its existing base before a single new logo is signed. A business at 90% has to sell that gap back every year before it grows at all.
Prevent cancellations. Health scoring, CS proactive outreach, retention playbooks.
Measured on: gross revenue retention
Upsell and cross-sell existing customers. Expansion playbooks, scoring, sales involvement.
Measured on: expansion revenue per account
Grow seat count in existing accounts. Activity tracking, usage-based pricing, incentives.
Measured on: seats per account over time
Build your NRR strategy
Work with a consultant to improve NRR and build revenue growth from existing customers.
Get NRR Strategy SessionOr start with the revenue operations overview that the rest of these hang off.
That is usually where we can help.
Tell us what is not working, what is still manual, or what you cannot currently see clearly. If it is not something we should take on, we will tell you that too.
Engagements are scoped to an outcome and priced as a fixed scope or a retainer, not by the hour. If the work is small enough to bill hourly, it is not work we should be taking.
hello@core-x.solutionsStart with whichever is true
Taking on new work.