Churn is one of the most hotly debated questions of all SaaS. Bessemer Venture Partners says an “acceptable” churn rate could be as high as 7% annually, though there are many SaaS CEOs who consider anything above 5% unacceptable. So… is negative churn even possible? Yes. It’s the “holy grail” of SaaS metrics in fact – and when it’s negative, this is a really POSITIVE thing! In this presentation we’ll assess negative churn, why it’s such a powerful growth mechanism, and how to get there with these four “account expansion” strategies.
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