Product Marketing Frameworks

In my prior article, ARR is the Scoreboard, Not the Strategy, I lumped GRR in with NRR. The lens at the time was deliberate: I was writing about companies trying to move to a new ICP. If most of the growth is coming from expansion within the existing base rather than meaningful traction with the new target customer, that signals something important — the company may not yet be ready to win the new ICP. Folding GRR into NRR kept the focus on that net-impact question. After a c

Two Companies, Same ARR Growth, Different Reality How SaaS Leaders Should Really Think About Growth In SaaS, a handful of metrics carry outsized importance. ARR NRR Retention Pipeline New logo growth These numbers drive board conversations, shape investment decisions, and influence how Product, Product Marketing, Marketing, Sales, and Customer teams prioritize their work. But many companies make the same mistake: they treat ARR as if it explains the health of the business. I