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  "documentTitle": "The Ultimate Guide To ARR",
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  "notes": "Includes a detailed data table illustrating the calculation of GRR for June 2023.",
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      "text": "1. Gross New cohorts from July 2022 to June 2023 (red) are ignored from the calculation\n2. Instead, we’re taking the $420 of “Total Spend (Current)”, ignoring any uplift from Expansion and Restart as of June 2023\n3. Then, dividing by the $499 of “Total Spend (OG)” of those same cohorts 12 months earlier\n4. Yielding GRR of 84%",
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      "text": "Figure 3.5 - An example of right-justified Total Spend by month",
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      "text": "Following this methodology ensures the same customers are compared between the June 2023 and June 2022 periods. (See Figure 3.5.)",
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      "kind": "paragraph",
      "text": "The “right-justified” view compares the spend of the entire customer base over a defined window—typically 12 months—to understand how much ARR a business should expect to lose from its existing customers.",
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      "text": "Cohort spend matrix showing monthly spend from 2022-02 to 2023-10",
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