Chapter 2

The software calculates it, so why should I?

Phần mềm đã tính sẵn, sao tôi phải tự tính?

The chapter's question

How do I calculate revenue retention from start to finish?

Big idea

Only when you can calculate it by hand in a spreadsheet do you understand the number the software gives you.

In this chapter

  1. Part 2.1

    Starting Revenue

    Which contracts count towards opening revenue?

  2. Part 2.2

    Churn and Contraction

    How do I separate losses from churn and losses from downgrades?

  3. Part 2.3

    Expansion

    Where does growth from existing customers get added?

  4. Part 2.4

    Two Rates Side by Side

    Why do I need both gross and net retention?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of The Money That Stays is free to read right here.

Read in Conan School

Chapters of The Money That Stays

  1. 1.Is retention a feeling, or is it money?
  2. 2.The software calculates it, so why should I?
  3. 3.Could a healthy retention rate hide customers leaving?
  4. 4.Is renewal forecasting science, or educated guessing?
  5. 5.Does leadership need more numbers, or fewer?