Question 1

What is a good NRR and GRR for a startup?

Accepted Answer

Above 100% NRR, the base grows with no new customers; below 100%, new sales run just to stand still. For a reference point, SaaS Capital's 2026 survey puts median NRR at 103% and median GRR at 91% for bootstrapped B2B SaaS companies between $3M and $20M ARR. Venture-backed, enterprise and SMB companies differ, so compare with your own segment, and watch the trend as much as the level.

Question 2

What is the difference between NRR and GRR?

Accepted Answer

GRR measures the dollars you keep before expansion and can never exceed 100%. NRR counts expansion too, so it can exceed 100%. The gap between them is expansion. A strong NRR can hide a weak GRR when big expansions mask churn, so read both plus logo churn.

Question 3

Does the Retention & NRR Workbook work in Google Sheets?

Accepted Answer

Yes. It's an Excel workbook (.xlsx) that opens in Google Sheets via File → Import, with the NRR/GRR/churn math, cohort view, churn breakdown, plain-English reads and LTV sizer intact.

Question 4

Should I focus on retention or acquisition?

Accepted Answer

If the base leaks, retention first. Pouring traffic into a leaky funnel just raises CAC. Because LTV is proportional to 1/churn, halving churn roughly doubles lifetime value. Fix involuntary churn and activation first, then build the expansion motion that pushes NRR past 100%.

The Retention & NRR Workbook

What this resource helps you do

More in Retention, Expansion & Advocacy