Question 1

What's the difference between NRR and GRR?

Accepted Answer

Net Revenue Retention (NRR) accounts for both churn and expansion—it shows net revenue retained after all movements. Gross Revenue Retention (GRR) shows only churn and doesn't account for expansion. The difference equals your expansion rate.

Question 2

Why do I need revenue intelligence if I already have a dashboard?

Accepted Answer

Dashboards report what happened; revenue intelligence predicts and acts on signals automatically. A dashboard shows churn increased; revenue intelligence explains why, which customers are at risk next, and what actions to take.

Question 3

How should I track MRR if I have multi-year contracts?

Accepted Answer

Recognize revenue monthly even though payment is upfront. Calculate MRR as total contract value divided by contract duration in months. Reconcile MRR and bookings to ensure alignment.

Question 4

What's the ideal Net Revenue Retention (NRR)?

Accepted Answer

For early-stage SaaS (pre-Series B), NRR above 100% indicates strong product-market fit. For growth-stage (Series B+), investors expect 110%+. Companies with 120%+ demonstrate exceptional PMF.

Revenue Intelligence Glossary: 66 SaaS Terms Defined (2026)