Measuring the financial impact of retention & renewal ...

Measuring the financial impact of retention & renewal performance

?2015 Gainsight. All Rights Reserved.

MARC LINDEN CFO - Intacct

Welcome Panelists

SEAMUS GREENE Head of Recurring Revenue

Operations - Adobe

PREETHI SRINIVASAN VP Finance - CrowdFlower

FRANCOIS THROWER VP Finance - AnyPerk

?2015 Gainsight. All Rights Reserved.

Some Context

Target Market

Subscription Duration

Monthly Subscription

Customer Count

SMB

Consumer, SMB and Enterprise

Annual

Consumer = Mo./Annual. SMB/Enterprise = Annual/ Multiyear

$1,000$10,000

Consumer = < $100. SMB = $1,000 - $10,000. Enterprise = > $10,000

Tens of

Consumer = Millions.

SMB/Enterprise = Tens of

Thousands Thousands

SMB and Enterprise

Annual

$3,000$30,000

Hundreds

SMB

Annual $1,000$10,000 Thousands

?2015 Gainsight. All Rights Reserved.

Baseline Calculations

? How do you define gross & net retention? ? What is included & excluded in the numerator & denominator for

your renewal calculation and why?

?2015 Gainsight. All Rights Reserved.

Monthly Baseline Calculations

? Intacct All in Measure = Net Change in CMRR

Within term

At time of renewal

Net Change in CMRR

?2015 Gainsight. All Rights Reserved.

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