One key aspect of the report that got my attention was STSR !!...

One key aspect of the report that got my attention was STSR !!

US STCR of 95%
AU STSR of 101%

But what is STSR?
Refer appendix.
STSR: Sales Team Contribution Ratio = ratio of incremental ACV (Annualised Contract Value) generated by a sales team in a period, compared to the direct costs of obtaining that incremental ACV.

So sales efficiency is improving - NEA has worked out how to get new ACV in the USA. And the payback period for NEA marketing team is about a year.
And when NEA gets a customer, they tend to be sticky!

And there seems to be a good focus in USA on the value of a customer to NEA, not just number of customers.

Looking good for the future!