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Net Revenue Retention Template for PMs
Track and analyze net revenue retention (NRR) across cohorts, segments, and time periods to measure expansion revenue, contraction, and churn impact on...
Updated 2026-03-05
Net Revenue Retention
| # | Metric | Target | Current | Progress % | Owner | Status | |
|---|---|---|---|---|---|---|---|
| 1 | 140 | ||||||
| 2 | 98 | ||||||
| 3 | 84 | ||||||
| 4 | 75 | ||||||
| 5 | 75 |
#1
140
#2
98
#3
84
#4
75
#5
75
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Frequently Asked Questions
What is the difference between gross retention and net revenue retention?+
Gross retention only measures the revenue you keep, ignoring expansion. It can never exceed 100%. Net revenue retention includes expansion, so it can exceed 100%. A company with 90% gross retention and 120% NRR is losing 10% of revenue to churn and downgrades but more than making up for it with expansion from remaining accounts.
How many months of data do I need for reliable NRR tracking?+
Six months is the minimum for spotting trends. Twelve months gives you a full annual cycle and accounts for seasonality. If your sales cycle is long (enterprise), you may need 18-24 months for meaningful cohort comparisons.
Should I include pricing changes in expansion revenue?+
Yes, but track them separately. A price increase on existing accounts inflates NRR in a way that is fundamentally different from organic expansion through seat additions or plan upgrades. Separate the two so you know how much of your NRR is driven by pricing power versus product value.
How do I handle accounts that churn and then reactivate?+
Treat reactivations as new revenue, not as a reversal of churn. This keeps your NRR calculation clean and avoids artificially inflating retention. Track reactivation rates separately as a leading indicator of product-market fit and win-back effectiveness.
What NRR should my SaaS business target?+
Benchmarks vary by segment. SMB-focused SaaS typically targets 90-100% NRR. Mid-market aims for 100-110%. Enterprise SaaS with strong land-and-expand motions targets 110-130%. The top quartile of public SaaS companies report NRR above 120%.
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