NDR is often used interchangeably with NRR, but in some frameworks refers specifically to dollar-based retention (vs. logo-based). The distinction matters: a company can have 85% logo retention but 110% NDR if large accounts expand aggressively. Investors benchmark NDR carefully — best-in-class SaaS companies (Snowflake, Twilio historically) have hit 130%+ NDR, meaning they double revenue from the same customer cohort over time.
For example, if your NDR is 130%, a cohort of customers who paid $1M last year is now paying $1.3M this year — without a single new customer. That's what makes expansion-focused SaaS businesses so capital efficient.
We track NDR as a health metric for clients with usage-based or seat-based pricing — it tells us if the product is actually growing into accounts.
Relevant Cactus Services
We implement Net Dollar Retention (NDR) strategies for B2B tech startups every day. Book a free 30-minute call to get a concrete plan for your situation.
Book a free strategy call →Ideal Customer Profile (ICP)
Your ICP is the precise description of the company most likely to buy, stay, and expand.
Sales Development Representative (SDR)
An SDR is the outbound hunter on your sales team — their job is to generate qualified meetings, not close deals.
Business Development Representative (BDR)
A BDR is similar to an SDR but often focuses on larger, more strategic accounts or outbound into new markets rather than a defined territory.
Total Addressable Market (TAM)
TAM is the total revenue opportunity if you captured 100% of your target market.
Serviceable Addressable Market (SAM)
SAM is the portion of TAM you can actually reach with your current GTM motion.
Serviceable Obtainable Market (SOM)
SOM is the slice of SAM you can realistically capture in the next 12–24 months given your resources, competition, and execution capacity.