NRR 127%

We grow while we sleep.

Northlight Analytics — Series B, May 2025

Average SaaS

98% NRR

Every dollar of new ARR barely replaces churn

Northlight

127% NRR

Existing base alone adds $6.2M ARR annually

2.4×

Average customer ACV at month 36 vs. month 1

across 214 customers, 2019–2024 cohorts

Every cohort expands — none has ever contracted

Why Customers Expand

Data Volume Growth

Customers' pipelines scale — seats and ingestion tier up

+68% avg

New Data Sources

Avg 3.1 integrations added by month 18

3.1 sources

Team Expansion

Champion spreads to 2.3 additional teams

2.3 teams

Compliance Mandates

SOC 2 + GDPR drive mandatory tier upgrades

+$42K avg

The CS Flywheel

Onboarding Score 8.9/10 90-day Value Moment QBR Expansion Playbook Champion Network 2.3 teams Renewal + Upsell

CSM-to-ARR ratio 1:$2.1M — best-in-class benchmark 1:$1.4M

Our cheapest growth engine is already running

Expanding a customer costs 17¢ per dollar of new ARR

vs. $1.00 new-logo

Blended CAC: $18,400

Expansion cost/$ ARR: $0.17

"
Northlight caught a data drift issue before our board meeting. We doubled our contract three weeks later.

— Priya Mehta, Head of Data, Fenwick Insurance

The model improves as it scales

Metric Today 24-mo Projection Best-in-Class
NRR 127% 134% 130%+
Gross Margin 74% 78% 75%+
LTV:CAC 9.2× 14× 7×+
Payback Period 11mo 8mo 14mo

$28M accelerates the flywheel, not the bucket

$8M

CS Headcount

$7M

Product-led Expansion

$9M

Enterprise Sales

$4M

Infrastructure

Lead the $28M Series B

$210M pre-money • Close target: July 31, 2025

→

Co-investors committed $11M

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18-month runway to $42M ARR

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Next milestone — $150M ARR path visible at 127% NRR