Customer Success / RevOps
Expansion Rate ~ (aka "expansion ARR rate", "upsell rate", "net expansion"; the expansion component of NRR)
The extra recurring revenue existing customers generated through upgrades, added seats, cross-sell, and price increases, as a share of what they were already paying.
The fork, why two teams get different numbers
Gross vs net first: gross expansion counts only the additions (upsell, cross-sell, price uplift), floored at zero; net expansion subtracts contraction and is the piece NRR actually uses, the two can differ by ten points on a book with heavy downgrades.
In the Metric Library
- The full fork, both definitions worked all the way through
- The trap that makes the number lie, on a real export
- Every formula variant, spelled out
- The reconciliation anchor, what to tie it to and when to refuse
Reference: SaaS / RevOps convention - no single standards body · FASB ASC 606 for contract-modification accounting of price changes (reference only)