Nick Mehta

For example, Bain Consulting Group did a study for us and found that CSM teams are growing about 30% a year overall.

That includes some that are growing super fast and some just getting started.

There's a lot of data out there that helps us understand what our growth rate should be long-term.

Yeah, totally.

And by the way, one thing about net retention is there's kind of two big variables.

One is like your operations, meaning your sales and customer success and all that.

That's my world.

The other one is your business model.

So there's some companies that have a consumption-based business model.

So Snowflake, 180% net retention, right?

If you're like a classic kind of software seat model, don't compare yourself to Snowflake because honestly, they'll just make you feel bad because that's a different business model.

So in consumption, you see companies with 150, 160, 170, 180%.

In sort of more your classic subscription, $110 is very good.

$120 is really good.

$130 is awesome, right?

And so that's kind of the range.

If you're more of an SMB player, meaning selling to small businesses, $100 is good.

HubSpot, I think, is about 101, and that's amazing.

They're doing a great job.

You need to put yourself in the right comparative set.