Appendix 12

Sources of Growth
Calculation

This chart helps you understand what percent of revenue in your account is retained or churned from year to year. Additionally, you can determine whether new revenue comes from upselling or cross-selling in your current lines of business, or whether you need to find additional buyers (new acquisition revenue) within your customer to meet your revenue goal.

Directions: Use this chart to determine the percentage of revenue you retain or churn, along with revenue gained from upselling or cross-selling, and if you need additional buyers.