Revenue Intelligence

Geographic & Market Expansion Performance · Meridian Cloud Solutions

Total ARR

$71.0M

+18.2%

Avg Market Penetration

6.8%

+1.2pp

MCoRI (2024 Cohort)

0.68

Below 0.75

Quota Attainment σ

22.4%

+3.1pp

Expansion ACV/Logo

$38.2K

+7.8%

Price Realization

86.7%

+2.1pp

Market Cohort Revenue Index (MCoRI)

Normalized revenue performance vs. baseline cohort (2020 AMER-Tier1 = 1.0). 2024 cohort tracking below 0.75 threshold.

Market Penetration Rate by Territory

Territory Quota Attainment Distribution

Territory	Attainment	Variance
AMER-East	112.3%	+12.3pp
AMER-West	108.7%	+8.7pp
EMEA-North	94.2%	-5.8pp
EMEA-South	87.1%	-12.9pp
APAC-Tier2	101.4%	+1.4pp
LATAM-North	76.8%	-23.2pp
LATAM-South	68.4%	-31.6pp
Std Dev (σ)	22.4%

Expansion ACV per New Logo by Market

Price Realization Rate by Region

AMER 94.2%

EMEA 88.6%

APAC 82.1%

LATAM 73.4%

LATAM price realization constrained by regional competitor Flujo Enterprise.

Territory Cohort Payback Timeline

Months to positive cumulative cash flow by cohort. Tier-2 markets averaging 18.2 months vs. 14.1 for Tier-1.

Competitive Win Rate

AMER 68.4%

EMEA 61.2%

APAC 58.7%

LATAM 52.1%

Channel Mix (ARR %)

NPS-to-Expansion Correlation

AMER

r = 0.74

EMEA

r = 0.68

APAC

r = 0.61

LATAM

r = 0.43

Gross Revenue Churn Delta by Region (Last 8 Quarters)

Alert: LATAM-South churn delta elevated (+5.8pp in Q4 2024, down from +7.2pp in Q3). Churn sprint partially successful.

Capital Allocation Recommendations

Invest (+$2M incremental)

AMER-West

Penetration 9.2%, MCoRI 1.12, payback 11mo

Projected +$4.8M ARR in 4Q

EMEA-North

Penetration 7.1%, MCoRI 0.94, payback 13mo

Projected +$3.2M ARR in 4Q

APAC-Tier2

Penetration 3.4%, MCoRI 0.88, strong velocity

Projected +$2.7M ARR in 4Q

Reallocate / Hold

LATAM-South

Churn +5.8pp, price realization 68%, win rate 49%

Reallocate −$1.2M

EMEA-South

Quota variance −12.9pp, payback 22mo

Hold / Monitor