What Should We Really Be Measuring?

What Should We Really Be Measuring?

$150M cost to change the bins

..but this was only 10% of the cost of delayed flights from 2010-2015

Cause? 2014: the year that overhead luggage sales surpassed checked luggage sales

What is causing the disruption?

10% growth = 1X in value

1

Lost

Churn from Partner Revenue

5% of ARR

10% of ARR

15% of ARR

Yr 1

Yr 2

Yr 3

Laws of the Software Universe FAVORED MODEL

Agile ISRs

SALES CYCLE

6 months

ARR

$75,000

QUOTA

$600,000

CLTV

36 months

CAC

CHURN

CS RATIO

ANNUAL UPSELL

$6000

Net MRR +3% Logo