Revenue × Health
The Revenue × Health view segments customer organizations into a 2×2 matrix based on:
- their health score (how they use the product), and
- their MRR (how much revenue they generate).
Open Analytics → Revenue Health to see the matrix.
Matrix overview
The matrix has four segments:
- Champions – high revenue, good health
- Expansion – lower revenue, good health
- Revenue at risk – high revenue, low health
- Low value – lower revenue, low health
Each cell shows:
- org count – how many customer organizations fall into the segment
- total MRR – sum of MRR in that segment
- share of MRR – percentage of total MRR in that segment
- avg health and avg MRR – average health score and MRR for orgs in that segment
You can click any cell to open the Organizations list filtered to that segment.
How segments are defined
The current implementation uses:
- a health threshold (for example, 70) to split organizations into good health and low health
- a revenue threshold based on the median MRR of paying organizations to split into high MRR and low MRR
Concretely:
- Good health – health score ≥ healthy threshold
- Low health – health score < healthy threshold
- High MRR – MRR ≥ median MRR of paying orgs
- Low MRR – MRR < median MRR of paying orgs
Segments are then:
- Champions – good health and high MRR
- Expansion – good health and low MRR
- Revenue at risk – low health and high MRR
- Low value – low health and low MRR
The matrix uses the same health model and MRR data as the Organizations and Revenue views, so counts and totals are consistent when you drill down.
How to use the matrix
Some common ways to use Revenue × Health:
- Prioritize retention work – Start from Revenue at risk: high MRR with low health. These organizations have the most revenue exposed.
- Find expansion opportunities – Look at Champions and Expansion segments: healthy organizations with consistent or growing usage.
- Spot long tail – Use Low value to understand how much MRR is concentrated in small, low-health accounts.
Typical workflow:
- Open Analytics → Revenue Health.
- Look at the share of MRR per cell to understand where your revenue is concentrated.
- Click a cell (e.g. Revenue at risk) to open the corresponding Organizations list.
- Within the list, sort by MRR or health score and open individual organization detail pages.
- Combine this with Signals and Revenue analytics to decide which accounts to contact this week.
Example interpretations
- Revenue at risk – These are your most urgent retention cases; focus on fixing adoption or resolving issues.
- Champions – These customers are great candidates for expansion conversations, advocacy, or reference programs.
- Expansion – Lower-revenue but healthy orgs; consider whether they are ready for a plan upgrade or add-ons.
- Low value – Keep an eye on usage trends but avoid over-investing if both health and revenue are low.