Michael Gilroy

speaker

885 appearances 1 recordings 1 series first heard Jul 2026 last heard 20 Jul

Michael Gilroy’s voice in public audio — every appearance, attributed to the second.

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recordings per month · last 12 months

Recordings per month over the last 12 months — 1 in all, peaking in Jul 2026 with 1.

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So a great example, I'll walk through it.

If you ask anybody who's ever worked with me, what is the one metric Michael likes the most?

You'll hear NDR within a split second of asking the question.

Why?

Okay.

So NDR tells us, especially at the early stage... Net dollar retention.

Net dollar retention.

All it means is, okay, we're sitting here in June.

If I'm a business that's selling into the SMB, say we send 100 customers in June.

Now, there are 100 bucks of revenue.

They're paying a dollar a month each.

In December...

If they're suddenly paying $200 across that same cohort of 100 users, maybe 20 of them churn, they went somewhere else, but those 80 spent more.

Now we have a 200% NDR.

So what does that tell you?

That tells you that the business without any new customers is growing at 100%.

Pretty awesome.

It also tells you that these 80 customers, they must love the product, right?

They doubled their money that they're spending on the product overnight.

And so it's not me saying, hey, at the Series A, it needs to be 250% NDR and da, da, da, right?

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