NDR (Net Dollar Retention)

Why it matters

Shows if existing customers expand enough to offset losses. > 100% implies net expansion.

Benchmarks

Early B2B 100–110%; Mid-stage 110–120%; Late 120–130%+. Segment by ICP/plan.

Worked example

Start $100k; Expansion $15k; Contraction $3k; Churn $5k → ((100+15−3−5)/100)=107%.

Common pitfalls

Using bookings instead of MRR; not excluding one-offs; ignoring seasonality.

How to show in your deck

Traction slide: show NDR and GDR side-by-side with time window.

Formulas

FAQs

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