Peak NRR of 90% in FY2023-Q4. Latest is 85% - that's -5pp from peak.
Definitive Healthcare is below the Healthcare SaaS Public median by -22pp (cell median: 107%)
Definitive Healthcare (DH) is a healthcare saas company at the public stage. As of its most recent disclosure (FY2024-Q4), Definitive Healthcare reported a Net Revenue Retention rate of 85% - a below-average result for B2B SaaS at this segment.
Definitive Healthcare's NRR peaked at 90% in FY2023-Q4, 5pp above today's level.
Within its peer set (healthcare saas companies at public stage in the $25k-$100k acv band), Definitive Healthcare's NRR is meaningfully below the cell median of 107%. Compare against the full peer cell aggregate for distribution and top performers.
Contract shape and forward-booked revenue.
Health scores, usage, and time-to-value when disclosed.
When the company breaks NRR/GRR by segment, geography, or customer size cohort.
| NRR by ARR cohort | over 100k: 90% |
|---|
Logo flow per period (count-side complement to dollar-based NRR).
Revenue, ARR, and team-size denominators for the productivity ratios.
Forward-booked revenue by maturity. Renewal pipeline visibility.
Support tiers: white-glove service
CS team segments: Strategic · Life Sciences · Healthcare Systems · Diversified
CSM model: account-named
Education programs: Customer Success Alignment
Top customer exec: Not named - Chief Customer Officer (since 2025) · reports to CEO
CCO comp tied to retention: Yes - aligning their compensation incentives with sales
Computed from the data above. Shows where value comes from and where leakage hides.
Named CS initiatives across recent disclosures (newest first).
Proposal to increase the number of shares authorized for grant by 15,000,000 to attract and retain key personnel.
"To approve an amendment to the Definitive Healthcare Corp. 2021 Equity Incentive Plan... by 15,000,000"
Integrating customer success and value delivery teams and creating a center of excellence for analytics.
"integrating our customer success and value delivery team, and revamping their comp incentives"
Matching and appending data pinned to a unique token, the Definitive ID, to improve integration and retention.
"Seamless integration is the core of our master data management, or MDM, strategy"
Created a separate group and sales motion for small and medium sized customers and allocated more resources to Enterprise.
"In 2024, we made significant changes to our go-to-market team that reduced overlay expenses, created a separate group"
Reduced overlay expenses and created a separate group and sales motion for small and medium sized customers.
"made significant changes to our go-to-market team that reduced overlay expenses, created a separate group"
Created a separate group and sales motion for small and medium sized customers and allocated more resources to Enterprise.
"created a separate group and sales motion for our small and medium sized customers, and allocated more resources"
Launching first AI-enabled solutions to market to allow natural language querying of data.
"expect to launch our first AI-enabled solutions to market later this quarter."
New integration enabling HubSpot users to access Definitive Healthcare data directly within CRM.
"We recently introduced a new HubSpot integration that will enable HubSpot users to access Definitive Healthcare's"
Challenges acknowledged by management. Useful peer signals - your team is probably not alone.
Retention rates remain lower than achievable levels despite stabilization.
"we continue to work through the impact of lower retention rates"
Funding environment and regulatory uncertainty in life sciences elongating decision cycles.
"pressures due to the current funding environment, interest rates, regulatory uncertainty"
Disruptions to sales efforts impacting new customer acquisition and upsell, plus lower than historical renewal rates.
"These changes created disruptions to our sales efforts beginning in 2024, impacting both new customer acquisition"
Challenging macroeconomic conditions contributing to heightened customer churn, particularly in SMB and Life Sciences.
"This has contributed to heightened customer churn relative to historical levels... particularly pronounced for smaller"
Lower than historical renewal rates and deal cycle lengthening due to stringent approval processes.
"lower than historical renewal rates we observed through the second half of 2024 and throughout 2025"
Changes in the healthcare claims data market impacting pricing and data availability.
"changes in the healthcare claims data market as a result of data source disruption in calendar year 2024"
Curated quotes about customer outcomes, retention, renewals.
"We continue to make progress against each of our strategic pillars and are realizing some positive early indications of success, including improvements in retention rates"
"Our data continues to show that customers who integrate Definitive Healthcare directly into their systems... strengthens our renewal rates over time."
"as we're introducing [Turbo] to customers, we do think that it has the opportunity to help with retention."
"Our customers are typically assigned to one of our vertically focused teams, which is responsible for driving usage and increasing adoption of the platform, identifying expansion opportunities, and driving customer renewals."
"Improving our renewal rates remains the highest priority for the business and is essential to returning the company to growth."
"We know that our integrated customers renew at a substantially higher rate, approximately 10% higher."
Side-by-side NRR, customer cohorts, commercial structure, and CS motion.
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Generate a live retention report against Definitive Healthcare and your full peer cell. Ungated. Downloadable as PDF.