Start small, prove value, then grow accounts through usage, seats, and modules. Learn the metrics and playbooks that lift net revenue retention.
Which mix most closely defines a classic land‑and‑expand motion in SaaS?
One‑time licenses only
Hardware‑only upsells
High up‑front TCV with no expansion
Low‑friction initial deals followed by usage, seat, or module expansion
Net Revenue Retention (NRR) above 100% generally implies what about an expansion strategy?
New logo wins drive all growth
Discounting is the primary lever
Expansion and price upgrades more than offset churn and contraction
Churn is zero
Which customer signals best predict expansion potential in a subscription product?
Single admin logins only
Frequent billing failures
Consistent multi‑user engagement and feature adoption depth
High bounce on onboarding
Which pricing approach most naturally supports land‑and‑expand when adoption is uneven across teams?
Flat fee regardless of users
Seat‑tiered plans with add‑on modules
One‑time perpetual license
All‑inclusive enterprise only
Which post‑sale tactic most reliably surfaces expansion opportunities without hurting retention?
Sending generic newsletters only
Cold‑calling inactive users
Success‑led QBRs that map outcomes to roadmap and gaps
Quarterly price increases without value review
In cohort analysis for land‑and‑expand, what healthy pattern typically appears?
Flat ARR with new logos only
Cohort ARR rising over time from the same logos
ARR shrinking in older cohorts
Spike only at initial sale then zero
Which financial metric is most directly improved by effective land‑and‑expand?
Payback period, via lower expansion CAC than new logos
Operating tax rate
Gross margin from hosting costs only
DSO from collections
When designing an expansion playbook, which account selection approach is most effective?
Prioritize high health scores and executive champions by segment
Only the largest ARR accounts regardless of usage
Random account lists
Only brand‑new customers
Which KPI pair best reflects a sustainable land‑and‑expand motion?
Email list size
Gross new logos only
NRR trend and expansion ARR as a % of total ARR growth
Home page traffic
What’s a prudent guardrail when using price increases as part of expansion?
Hide changes until renewal day
Tie increases to realized value and offer paths to higher tiers
Eliminate downgrades entirely
Raise prices uniformly every quarter
Starter
You see the idea—revisit expansion levers and NRR fundamentals.
Solid
Good grasp—double down on health‑based targeting and value‑linked pricing.
Expert!
Expansion strategist—your playbooks compound ARR and sustain high NRR.
