NRR Lever The strong NRR performers are more focused on increasing upsell and on growing in package (two of the posi琀椀ve levers). The weak performers are primarily focused on reducing churn and then on reducing shrinkage in package. This does not mean that you win by ignoring churn. The strong performers have already dealt with churn and moved to work on the posi琀椀ve growth levers. Comparing the top NRR performers with the lowest NRR performers - by NRR Lever Figure 28: NRR Performance and NRR Growth Levers PeakSpan & Ibbaka Net Revenue Reten琀椀on Research Report September 2023 34