THE VALUE & PRICING BLOG
The latest stories, blog articles, and pricing news from the Ibbaka team
Maximizing NRR: Introducing Ibbaka’s Revenue Retention Maturity Model
NRR (Net Revenue Retention) is a critical metric for today’s SaaS companies. To help companies improve NRR, Ibbaka is introducing a Revenue Retention Maturity Model that will help companies improve their NRR performance. Learn about this critical new tool in SaaS management.
Protect Revenue Retention - Look at Churn
Churn is the first of the six Net Revenue Retention Levers to look at. Begin by understanding the natural rate of churn for your solution. If you are above the natural rate of return, then churn is where you need to focus. Ibbaka can help you use value and pricing to reduce churn.
Differential Diagnosis of Pricing Symptoms for Churn
Many companies start worrying about pricing when they encounter a symptom that they associate with a pricing problem. A classic example is churn. But pricing is only one of the possible causes of churn. Trying to fix churn by changing pricing will only work in certain circumstances.
What is driving your Net Revenue Retention (NRR)? Poll Results
NRR is the critical metric for SaaS companies and measures the organic growth from within the customer base. There are different ways to drive NRR: reduce churn, grow revenue with current customers and discourage revenue shrinkage. As we near the end of Q1 2024, what are SaaS companies prioritizing?
PeakSpan Master Class: Optimize Pricing & Packaging to Minimize Churn led by Karen Chiang & Steven Forth
Churn sucks the life out of SaaS business models. In this PeakSpan Masterclass Karen Chiang and Steven Forth will diagnose the root causes of churn and how to use packaging and pricing to reduce churn and improve Gross Revenue Retention (GRR).
SaaS Valuation and Early Exits: An Interview with David Rowat of Strategic Exits
When should you sell your SaaS business? What will determine the value? How important is Net Revenue Retention? How is AI and generative AI changing the environment? Get insights from David Rowat of Strategic Exits.
Pricing and Planning for 2024
Pricing is a critical business input and needs to be planned. Here is some guidance on how to plan pricing for 2024. Align Goals. Establish a baseline. Plan actions.
Pricing and Planning: Should You Increase Prices?
One of the most common questions that people ask Ibbaka is whether they should raise prices. B2B SaaS companies need to be careful about how they answer this question. The impact on Net Revenue Retention and usage needs to be considered.
Questions (and answers) from the PeakSpan Ibbaka webinar on Net Revenue Retention
On October 4th, PeakSpan and Ibbaka gave a webinar on Net Revenue Retention with Sanket Merchant, Srinivas Somayajula and Steven Forth. Here are some of the questions that came up and our answers, as well as a few additional observations.
Pricing and NRR: Five Questions About The PeakSpan Ibbaka NRR Survey Results
The PeakSpan - Ibbaka survey on NRR performance has attracted a lot of interest. Here are five of the most common questions about the report together with the answers. Managing NRR is critical to SaaS performance.
Pricing and NRR: The PeakSpan Ibbaka NRR Survey Results
The PeakSpan - Ibbaka survey on NRR performance was conducted in May and June of 2023 and gathered deep data on Net Revenue Retention (NDR or NRR) performance. Data are analyzed by SaaS vertical, packaging architecture, pricing metrics, organizational design and business focus. Overall, NRR is expected to decline slightly in 2023, but with a clear divergence between the best and the rest.
Pricing and NRR: The Six Factors to Manage
The PeakSpan - Ibbaka survey on NRR performance uses the six NRR factors to get deeper insights than is possible with a more generic approach. You have to understand how much each of the factors is impacting NRR in order to put together an effective strategy.
Pricing and NRR: What are the key questions?
At SaaStr, Ibbaka and PeakSpan will be releasing a major survey on Net Revenue Retention (NRR also known NDR for Net Dollar Retention). What are the key business questions that SaaS leaders should be asking about NRR? What are the critical benchmarks?
How you do anything is how you do everything
Change is everything, and everything is changing. Nothing stands still. Observing the change and acting upon the insights is critical, especially in the dynamic world of SaaS companies. That is why we are adding a new analytics module to the Ibbaka Valio platform.
Prioritizing NDR growth choices
With six levers to use to improve NDR where should you focus your effort? Make sure churn is under control then look for where you can have the biggest impact.
NDR Growth Tactics 6: Managing Churn
The sixth NDR lever is churn management. Churn is the great enemy of SaaS businesses and understanding why churn is happening and how to reduce it is a critical part of managing a SaaS business. Churn is the denominator in the equation for customer lifetime value.
NDR Growth Tactics 5: Reduce Package Down-sell
The fifth NDR lever is reducing downsell, where customers move from a more expensive to less expensive package. How can one avoid this, or at least minimize the impact? We explore this challenge here.
NDR Growth Tactics 4: Avoid Package Shrinkage
The fourth NDR lever is avoiding, or minimizing, package shrinkage. One thing that can reduce NDR is reduction in revenue from an existing package. What can we do to eliminate, or at least minimize, in package shrinkage?
NDR Growth Tactics Webinar | May 11, 2023
Join Karen Chiang and Steven Forth for a webinar on tactics to improve Net Dollar Retention, sponsored by Vantec, WUTIF and EFund. May 11, 2023 at 8:00 AM Pacific Time.
NDR Growth Tactics 3: Promote Cross-Sell
The third NDR level is to promote cross sell. NDR applies at the customer level so cross selling will improve NDR. Cross sell can include both value added services and additional product lines. Both can have a big impact on revenue and profitability.
Never miss an update
Subscribe to the Value & Pricing Newsletter to get insights that help you supercharge your growth.