Organiza琀椀on Design A dedicated team, responsible for NRR performance, is the best organiza琀椀onal design. If this is not possible, a partnership between sales and customer success can also work well, as can making customer success responsible for NRR. The least successful approach is to have sales responsible, though even here, there are some companies with excellent NRR performance where sales are responsible. Comparing the top NRR performers with the lowest NRR performers - by Organization Design Figure 26: NRR Performance by Organiza琀椀on Design PeakSpan & Ibbaka Net Revenue Reten琀椀on Research Report September 2023 32