Fix the leaky bucket first
At 5% monthly churn, $1M ARR needs you to sell $600k of new revenue a year just to stand still.
Objective 6.1
Target: Gross churn < 3%/mo
Inside this
- Measure gross and net revenue churn monthly1h
Both numbers. Net alone hides a retention problem behind expansion revenue.
- Put an exit survey on every cancellation4h
Five fixed options plus free text. The free text is where the actual reason lives.
- Build a save-offer flow
Match the offer to the stated reason. A blanket discount buys back the wrong customers.
- Offer pause instead of cancel
A paused customer returns far more often than a cancelled one you have to win back.
- Get net revenue retention above 100%1h
Above 100%, existing customers grow revenue on their own. That is what makes $1M reachable.