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Contraction Revenue
Revenue lost when existing customers downgrade their plans or reduce usage, distinct from churn where customers leave entirely.
Formula
Contraction MRR = Sum of (Previous MRR - New MRR) for Downgraded Customers
Contraction Rate = Contraction MRR ÷ Beginning MRR
Net Contraction = Contraction MRR - Expansion MRR
Definition
What is Contraction Revenue?
Contraction revenue (or contraction MRR) measures the revenue lost when existing customers downgrade their plans, reduce seats, or remove add-ons. It's distinct from churn, where customers leave entirely.
Contraction is a warning sign. Customers aren't leaving, but they're getting less value or facing budget pressures. Left unchecked, contraction often precedes full churn.
Why Contraction Matters
Contraction erodes growth without the alarm bells of churn. You still have the customer, so it feels less urgent. But consistent contraction damages retention metrics and signals product or pricing issues.
Separating contraction from churn helps diagnose problems. High contraction with low churn might mean pricing issues. High churn with low contraction might mean product-market fit problems.
Reducing Contraction
Understand why customers downgrade through exit surveys. Identify usage patterns that predict downgrades. Create value that justifies higher tiers. Consider offering temporary discounts to prevent permanent downgrades.
Example
Customer downgrades:
- Customer A: Enterprise to Pro ($500 → $200/mo) = $300 contraction
- Customer B: Removed 5 seats ($50 each) = $250 contraction
- Customer C: Canceled add-on module = $100 contraction
Total Contraction MRR = $650/month
Annual Contraction = $7,800
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