Answers to the questions SaaS acquirers, PE/M&A analysts, and founders ask about hidden churn, revenue quality, logo vs revenue retention, and how buyer-side due diligence differs from operating-side churn analysis.
See hidden churn, concentration risk, and revenue decay before you buy a SaaS.
Get started →The answers on this page are written for a buyer sitting in a data room with a revenue ledger open in one window and a deadline in the other. Each answer gives you the short version (the benchmark or definition a seller will quote) and the longer version (the definitional choices and failure modes that make the short version unreliable). The goal is to give you the knowledge to interrogate the seller's numbers, not just to accept them.
The highest-leverage use of this FAQ is to identify which metrics in the seller's data room are most likely to be massaged, then reconstruct each one from the raw revenue ledger under a consistent definition. ChurnLens automates that reconstruction; the FAQ gives you the context to interpret the results and the negotiating language to act on them.