ANNUAL STRATEGIC PLAN Role and target performance of each package documented Target value ra琀椀o for each package set Monthly or quarterly reviews scheduled MONTHLY OR QUARTERLY REVIEWS Role and target performance of each package tracked NDR waterfall calculated Focus for improvement chosen Pricing and packaging ac琀椀ons iden琀椀fied MONTHLY OR QUARTERLY REVIEWS Pricing system instrumented to detect changes NDR components, value ra琀椀os and package performance Compe琀椀tors monitored for pricing and packaging ac琀椀ons Customers monitored for responses to pricing and packaging ac琀椀ons Ibbaka’s Checklist for Pricing & Net Dollar Retention April 2023