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Incremental ACV

topic on 1 show · 3 statements across 1 episodes

Top Founders

3 statements about Incremental ACV, every show

TOP FOUNDERS Disclosure
GitLab ignores deal size and targets doubling incremental ACV yearly
“So sales speech in sales, we don't talk about deal size. Like even it's a multi-year deal, even if it's all cash upfront, we look at that. Incremental ACV number for any deal. If it's just a renewal, you didn't actually gain anything. So we try to do that thro…”
Sid Sijbrandij Oct 27, 2018 ▶ 10:47 1190 The 1 Metric GitLab CEO Follows Thats Driven $10m+ in ARR
TOP FOUNDERS Insight
Sijbrandij: ARR is a vanity metric; track incremental ACV instead
“I think ARR is, is a vanity graph. If you're a subscription business, you should look at incremental ACV and that's the number we use throughout the company.”
Sid Sijbrandij Oct 27, 2018 ▶ 10:37 1190 The 1 Metric GitLab CEO Follows Thats Driven $10m+ in ARR
TOP FOUNDERS Assertion Not checkable as stated
GitLab doubled its incremental ACV every year for five straight years
“In the last five years, we've doubled our incremental ACV every single year, and we're on track to do that.”
Sid Sijbrandij Oct 27, 2018 ▶ 7:59 1190 The 1 Metric GitLab CEO Follows Thats Driven $10m+ in ARR

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