I blew it. And I knew it. Back in 2010 I had an interview with the CEO of a rocket ship startup out of the southeast. He grilled me on retention metrics. Gross, net, customer retention, etc. I fumbled. Stumbled. Tried to explain myself. But the truth is I didn’t know the business side of SaaS like I thought I did. For the record, here’s the difference between gross and net retention: **Gross Retention** Based on a group of customers at the beginning of a period, how much of the original revenue remains from that set of customers at the end of the same period? This number can’t be higher than 100%. (<— rule of thumb) Downsells and cancellations impact gross retention. **Net Retention** Like Gross Retention, but also includes Expansion Bookings (upsell, cross-sell) and price increases. Can (and should!) be north of 100%. I vowed never to blow it again. And made myself a student of SaaS metrics and finance. If you want to make an impact and earn a “seat at the table,” you need to know the business. Cold. No matter what department you sit in. On Apr 11 we are hosting a free event for people who want to level up their financial acumen and grow their leadership capacity. Come join us 👇