LinkedIn Senior Director, Strategic Accounts - LMS Sales Operations • 7mo
I triangulate between a mix of forecasting methods to predict churn. At LinkedIn, one of our leaders created a metric called Renewal Incremental Growth (RIG) that looks at both the churn and growth on an account. A RIG of 1 equals a flat renewal, a RIG below 1 had churn while a RIG above 1 had growth. The first method for forecasting churn involves leveraging historical RIG trends by segment, product line and pricing offer and assuming those same trends hold. The second method I use for foreca ...Read More
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