TABLE OF CONTENTS Execu琀椀ve Summary 3 Key Findings & Ac琀椀ons to Take 4 What is NRR? 7 The six NRR factors 8 Ac琀椀ons to take to improve NRR 9 Address churn 9 Manage discoun琀椀ng 9 Design pricing metrics for growth in package 10 Design packaging to encourage upsell 10 Add cross sell opportuni琀椀es 11 Key Insights 12 Overall, NRR performance will be slightly worse in 2023 12 NRR performance is diverging by ver琀椀cal 13 High Performers: AI and Data Analysis 14 Laggards: EdTech and HR 14 High performers are focussed on growth 15 NRR performance is be琀琀er when a dedicated team is responsible 17 Growth Mo琀椀on and NRR 18 NRR and Package Architecture 21 NRR by Target Market 22 NRR Performance by Pricing Metric 23 How do professional services revenues impact NRR? 25 PeakSpan & Ibbaka Net Revenue Reten琀椀on Research Report September 2023 5