Find Your Company

Why This Page Exists

The eight findings prove a pattern across the survey median: gross retention flat, net retention falling, the expansion premium compressing, downsell hidden inside a single NDR line. They don’t tell you where your company sits in it. A median read in the abstract is easy to nod at and hard to act on, because the number belongs to no one in particular. This page gives you your own position on five certified cuts before you read what to do about it. Inference

Locate your company on each of the five cuts below. None of them combine into a single score, the data does not support one, but together they narrow which findings apply to you with the most force and which prescription chapters to read first.

The five sections that follow are the certified data behind each cut, in full. Read them if you want the whole distribution rather than the band you selected, or if you sit near a boundary and want to see what the neighbouring band looks like.

Your ARR Band: Expansion Reality

Expansion share of new ARR rises with company size. Companies above $50M ARR run the most expansion-led growth mix in the dataset; companies under $10M sit closest to a 50/50 split between expansion and new logos. Inference

If you’re under $10M ARR, your growth mix runs closest to 50/50; expansion isn’t yet the majority of your growth. If you’re above $50M, expansion already carries most of it, so the expansion-premium compression documented in the NDR finding shows up in your numbers first. See The Expansion Myth for the full pattern and Growth and New-ARR Composition for the certified data behind this table. Inference

Your Growth Band: Loss Composition

The read here is counterintuitive: your fastest-growing peers lose revenue almost entirely to churn, not downsell, while mid-pace growers lose more of theirs to downsell. Growth rate doesn’t protect against churn. In this data it comes with more of it. Inference

If you sit in the 20 to 30% growth band, downsell is your largest loss category at 41%, the highest of any band, which points toward a pricing or packaging conversation before a retention-motion conversation. See Downsell: The Unreported Loss for the finding and Retention: GDR, NDR, and Loss Composition for the certified data. Inference

Your Contract Posture: Churn Differential

Contract length is the strongest single churn predictor in the dataset, and the differential is not subtle: a customer on a three-year term churns at roughly a fifth the rate of a month-to-month customer. Inference

If most of your book runs month-to-month or annual, contract length is the biggest churn lever you have and the one that costs the least to pull, and the report finds industry adoption moving the wrong way on it. See Contracts: The Abandoned Lever for the full finding. Inference

Your PS Attach: The Optimal Zone

Professional Services attach follows a curve, not a line: too little PS and churn runs high, too much PS and churn runs high again, with an optimal band in the middle. Inference

Zero PS attach and heavy PS attach converge on the same churn rate, roughly two and a half times the optimal zone. If you run no PS and your churn is elevated, that is not automatically a CS problem. See GTM Spotlight: Professional Services for the function the survey measures four ways and recognizes zero times. Inference

Your AI Classification: The Paradox

AI-Native and AI-Enabled companies post the strongest gross retention in the dataset and the weakest net retention, sitting exactly at the boundary between expansion and contraction. Inference

If you classify as AI-Native or AI-Enabled, you keep customers at a higher rate than the rest of the survey and grow no net revenue from the ones you keep, exactly 100% NDR, the line between expansion and contraction. If your pricing still runs primarily on seats, that exposure compounds as AI changes what a seat means. See AI and Seat-Pricing Exposure and AI Investment and Exposure for the certified data. Inference

What Your Combination Means

No single cut above is your diagnosis; the combination is. A large, AI-Enabled company on annual contracts with light PS attach reads differently than a small, fast-growing company on multi-year terms with heavy PS attach, even where both post the same headline NDR. The report cannot run this combination for you: it depends on your own contract mix, your own PS investment, and your own segment, none of which the survey median can substitute for. What it can do is explain why the pattern persists once you’ve located yourself in it. Inference