Ann: FY21 Q4 Conference Call, page-28

@badkerning
"My comment about revenue recognition is that I don't think you can just use the quarter's ARR figure to determine the revenue value lost from churn in that quarter, as it doesn't factor in this lag for new customers coming online. Conversely loss of customers has zero lag on the ARR figure, as they're removed immediately once it's clear revenue won't be recurring."

This makes no sense. Annual churn rate is( Q churn *4)/ARR. Whether last Q's ARR increase was 3,4 or 5 makes little difference to the annual churn rate.

"But if they've pivoted to fewer high value enterprise customers, the ACV from these new customers might still outweigh the revenue lost from smaller customers."

Enterprise churn is just as much as the SME churn in $ terms though not in client number terms. You seem to be missing the point.