sales funnel

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Loyal Customers Feed the Funnel: The Math Goes a Long Way

Once upon a time, in the world of perpetual licenses and revenue streams coming predominantly from new logo acquisitions, pipelines looked like this: In today’s subscription economy, existing customers represent 70+% of total ARR, and have a significant effect on revenue – both recurring and new. Consider the math. In the calculations below, COMPANY has an Existing ARR (EARR) of $0 and generates $1,000,000 in New ARR (NARR) in Year 1. NARR grows at a [...]

By | 2018-03-12T18:00:22+00:00 November 1st, 2017|Assurance Services|0 Comments