Webb: SolarWinds uses normalized available to renew for perpetual license business
Andrea Webb · 10 Rules for Defining Churn with ForgeRock and Solarwinds | SaaStr Software Community · Jan 14, 2021 · at 7:20
Andrea Webb (SVP of Customer Success & Retention at SolarWinds) describes how she measures her retention team's performance in their perpetual licensing model.
0:00 / 0:23exact quote · 23.1s
▶ Watch the full episode on YouTube → 720p mp4 · rendered on demand · StarZero watermark
“In our perpetual business, we use the available to renew. And we normalize things like FS, FX impact and price increases because it's really important to me to ensure That we look at the picture of what's available to renew and what we're renewing against that. And that's what I use as the baseline metric to measure the team”
quote is from the automated transcript, cleaned for reading: filler sounds and stutters are removed, nothing is rephrased. names can be misheard (the analysis reads context, assessments check outside sources). how →
More from Andrea Webb
Webb: SolarWinds uses varied churn grace periods ranging from real-time to months
“In our case, we have different timing across different business units. One of our business units uses three months. One of our business units uses 30 days. And the other one is more of a real time whether we take, take churn on it or not, and then classify it …”