WHAT IS THIS? Use this checklist to make sure you are doing everything you can to drive Net Dollar Reten琀椀on NDR (also known as Net Dollar Reten琀椀on or NRR). NDR is determined by six factors, three posi琀椀ng and three nega琀椀ve. POSITIVE FACTORS NEGATIVE FACTORS Grow in Package Shrinkage in Package Upsell Package Existing Customer Revenue Churn Rate Down Sell Package Revenue Growth Rate Cross Sell Package Increased Churn HOW SHOULD THIS CHECKLIST BE USED? Use this checklist to set a baseline for performance and then update it on a regular cadence. As part of the update, iden琀椀fy which of the six factors you will focus on for the next period and what ac琀椀ons you will take. WHO SHOULD USE THIS CHECKLIST? The people responsible or accountable for revenue growth should share ownership and update this checklist together. This will generally be the key execu琀椀ves for • Pricing • Product • Marke琀椀ng • Sales • Customer success Ibbaka’s Checklist for Pricing & Net Dollar Retention April 2023