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Customer economics
Net revenue retention
Revenue from last year's customers as a share of what they paid then, after churn, downgrades, and expansion. Above 100% means the base grows without new logos.
Owned by: Senior sales analystTest band: Senior sales analyst
The formula
NRR = (Starting ARR + Expansion − Contraction − Churn) ÷ Starting ARR
In practice
NRR is the account management team's scorecard. Split it into gross retention (what you kept) and expansion (what you grew) — they are different jobs.