Articles by Trey Pruitt

How Should Your SaaS Company Measure ARR with Usage-Based Pricing? A Look at Public Company Practices
What is the Difference Between Gross Revenue Retention (GRR) and Net Revenue Retention (NRR)?
Good Questions to Ask About Cohort Analysis
Cohort Tables Demystified: How to Read and Interpret Retention Data
How to Identify Your Best Customers
Do 20 Percent of Customers Really Generate 80 Percent of Revenue?
Your Best (Worst) Customers Are Worth A LOT MORE (LESS) Than Average
How to Build a Revenue Forecast Using Historical Customer Cohort Data
What Happens When You Ignore Your Customer Cohorts?
What is the Role of the VP Analytics?
Why Hire a Fractional VP of Analytics?
When to Make the Switch to Cohort-Based Forecasting
Maximizing Revenue with Data: The Value of Upgrading Your Prediction Model
How Much Should I Focus On Acquiring New Customers vs. Retaining/Upselling Existing Customers?
My Top 3 Factors to Predict Subscription Churn
What to Look For in Budgeting and Financial Forecasting Software
ARR vs. Bookings ACV Explained
How To Present Sales Data
How to Measure Target vs. Actual Sales
A Crash Course in Unit Economics
5 Things to Know About Customer Lifetime Value
'Nobody Knows Anything' ... But Some Predictions Are Better Than Others