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Achieving Revenue Exit Readiness with the ARR Waterfall Framework With Will Sullivan
In this session, revenue expert Will Sullivan breaks down the ARR Waterfall Framework—a proven approach for analyzing growth, churn, and retention at the customer-product level to uncover the true performance of your revenue engine.
You’ll learn how to:
-Break ARR into actionable components like upsell, churn, and lapse
-Diagnose expansion risk and revenue leakage before the board does
-Align GTM and Finance teams around one shared, strategic view of revenue
-Use ARR Waterfall insights to improve planning, valuation, and exit outcomes
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By scaleMatters
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In this session, revenue expert Will Sullivan breaks down the ARR Waterfall Framework—a proven approach for analyzing growth, churn, and retention at the customer-product level to uncover the true performance of your revenue engine.
You’ll learn how to:
-Break ARR into actionable components like upsell, churn, and lapse
-Diagnose expansion risk and revenue leakage before the board does
-Align GTM and Finance teams around one shared, strategic view of revenue
-Use ARR Waterfall insights to improve planning, valuation, and exit outcomes