Gross Retention excludes expansion - it shows pure churn / contraction loss. The gap between NRR and GRR is the expansion lift.
Peak NRR of 147.4% in FY2020-Q3. Latest is 100% - that's -47.4pp from peak.
Fastly is above the AI Infrastructure Public median by +0pp (cell median: 100%)
Fastly (FSLY) is a ai infrastructure company at the public stage. As of its most recent disclosure (FY2028-Q1), Fastly reported a Net Revenue Retention rate of 100% - a mid-pack result for B2B SaaS at this segment.
Fastly's NRR peaked at 147.4% in FY2020-Q3, 47pp above today's level. Over the past three years, the metric has contracted by 36pp. The most recent quarter lost 18.9pp QoQ.
Within its peer set (ai infrastructure companies at public stage in the $25k-$100k acv band), Fastly's NRR is roughly in line with the cell median of 100%.
Contract shape and forward-booked revenue.
Revenue, ARR, and team-size denominators for the productivity ratios.
Forward-booked revenue by maturity. Renewal pipeline visibility.
Support tiers: managed security service
CS team segments: large customer · top 10 customers · APAC
CSM model: hybrid
Top customer exec: Charles Compton - Chief Executive Officer (since 2025)
Computed from the data above. Shows where value comes from and where leakage hides.
Named CS initiatives across recent disclosures (newest first).
Introduced product packages with single price points and set limits on usage without overage charges.
"during 2023 we introduced the option for customers to purchase product packages with single price points"
Developed a sustainability dashboard to provide customers with transparent data on the carbon footprint of their services.
"We’ve also developed a sustainability dashboard to provide our customers with transparent data on the carbon footprint"
Enables customers to review, catalog, and manage APIs to identify ownership and accelerate incident response.
"API Inventory, enabling customers to review, catalog, and manage APIs to identify ownership"
Context-aware, in-console agentic feature to accelerate platform adoption with personalized recommendations.
"We also launched AI Assistant in beta. This context-aware, in-console agentic feature accelerates Fastly platform"
Segmented customer base to better align sales resources and combined revenue/marketing under a President of GTM.
"We've segmented our customer base to better align our sales resources around customers who value performance."
Focused motion for top 10 cohort to return to growth with strong revenue commitments.
"Our high-touch customer success motion has helped our top 10 cohort return to year-over-year growth"
Transforming sales motions to drive efficient acquisition, including dedicated hunting-only resources and mid-market velocity motions.
"transforming our sales and go-to-market motions to drive efficient customer acquisition and long-term revenue growth"
Transformation led by Scott Lovett focusing on cross-sell, upsell, and improving customer relationships.
"the go-to-market transformation that Scott Lovett and his team have been driving"
Challenges acknowledged by management. Useful peer signals - your team is probably not alone.
Potential impact from the restructuring of TikTok into a USDS Joint Venture due to US legislation.
"We do not know how the restructuring may impact our traffic levels."
The company implemented a $9.00 per share floor for equity grants to manage burn rate during a period of stock price volatility.
"The Compensation Committee approved this $9.00 per share floor to manage our "burn rate" or share usage during a period of stock price volatility"
Significant price increases in memory components (25%-75%) impacting CapEx planning.
"especially with memory, we're seeing potentially 25%-75% increases year-on-year on that pricing"
Elevated geopolitical and macroeconomic dynamics potentially affecting international purchasing patterns.
"we are in an era of what I would consider elevated geopolitical and macroeconomic dynamics"
High concentration in top 10 customers led to volatility and adverse impacts in 2024.
"we went into the year with very high revenue concentration. We saw some big dislocations... in 2024."
Legislation effectively banning TikTok in the US could lead to a reduction in traffic levels from one of Fastly's largest customers.
"While the full impact of the legislation is unknown, it could eventually lead to a reduction in TikTok’s United States traffic levels"
Curated quotes about customer outcomes, retention, renewals.
"From the net revenue retention perspective, we look at it in aggregate across all three business lines."
"I think that we're very happy and proud of the NRR we achieved this quarter. I think it really goes to show the investment that Scott and his team have made around cross-sells and up-sells, and they're really beginning to pay off."
"Our improved RPO continues to benefit from improved go-to-market discipline with our customer onboarding, which resulted in larger upfront commitments."
"First of all, of course, we see pricing changes when we experience renewals with our customers, not on a continuous basis. There is some lag in us seeing changes in market pricing, just driven by when customers renew"
"The more that we've released, we've actually noticed a general correlation that as customers buy more product suites, the NRR tends to increase."
"Customers who use more of our product suites see more value, are stickier, and spend more with us over time."
Side-by-side NRR, customer cohorts, commercial structure, and CS motion.
Fastly appears on 5 of our retention leaderboards.
Free to embed on your blog or board deck. Includes a small backlink to cust.co.
Or grab the data: JSON API →
| Period | NRR | GRR | Source type | Filing |
|---|---|---|---|---|
| FY2028-Q1 | 100% | - | 10-Q-mdna | source ↗ |
| FY2026-Q3 | 118.9% | - | 10-Q-mdna | source ↗ |
| FY2026-Q2 | 117% | - | earnings-call-transcript | source ↗ |
| FY2026-Q1 | 113% | - | 10-Q-mdna | source ↗ |
| FY2025-Q4 | 110.1% | 98.7% | 10-K | source ↗ |
| FY2025-Q3 | 106% | - | earnings-call-transcript | source ↗ |
| FY2025-Q2 | 104% | - | earnings-call-transcript | source ↗ |
| FY2025-Q1 | 109.6% | - | 10-Q-mdna | source ↗ |
| FY-2024 | 102.3% | 99% | 10-K | source ↗ |
| FY2024-Q4 | 99% | - | 10-K | source ↗ |
| FY2024-Q3 | 105% | - | earnings-call-transcript | source ↗ |
| FY2024-Q2 | 110% | - | earnings-call-transcript | source ↗ |
| FY2024-Q1 | 114% | - | 10-Q-mdna | source ↗ |
| FY2023-Q4 | 113% | 99.2% | earnings-call-transcript | source ↗ |
| FY2023-Q1 | 120% | - | 10-Q-mdna | source ↗ |
| FY2022-Q4 | 121.5% | - | 10-Q-mdna | source ↗ |
| FY-2020 | 122.7% | - | 10-K | source ↗ |
| FY2020-Q4 | 120.9% | - | 10-K | source ↗ |
| FY2020-Q3 | 147.4% | - | 10-Q-mdna | source ↗ |
| FY2020-Q2 | 137.4% | - | 10-Q-mdna | source ↗ |
| FY2019-Q2 | 135.5% | - | 10-K | source ↗ |
Generate a live retention report against Fastly and your full peer cell. Ungated. Downloadable as PDF.