Currently at all-time peak NRR of 102%.
DocuSign is above the Finance Tech Public median by +0pp (cell median: 102%)
DocuSign (DOCU) is a finance tech company at the public stage. As of its most recent disclosure (FY2027-Q1), DocuSign reported a Net Revenue Retention rate of 102% - a mid-pack result for B2B SaaS at this segment.
DocuSign is currently at or near its all-time NRR peak.
Within its peer set (finance tech companies at public stage in the $25k-$100k acv band), DocuSign's NRR is roughly in line with the cell median of 102%. 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.
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: self-service · sales-led
CS team segments: Enterprise · Commercial · SMB
CSM model: hybrid
Education programs: Momentum Customer Conference
Top customer exec: Paula Hansen - President and Chief Revenue Officer (since 2024) · reports to CEO
CCO comp tied to retention: Yes - Performance-based compensation focused on maximizing long-term opportunity and multi-year growth acceleration.
Computed from the data above. Shows where value comes from and where leakage hides.
Named CS initiatives across recent disclosures (newest first).
Pioneering a new category that addresses the entire agreement process.
"At Docusign, our mission is to bring agreements to life by pioneering a new category — Intelligent Agreement Management"
Launched a new IAM platform to automate agreement workflows and leverage AI capabilities.
"In April 2024, we launched our new IAM platform... automates agreement workflows, uncovers actionable insights"
Allows customers to customize and extend agreement processes with third-party applications.
"Docusign App Center, which allows customers to customize and extend agreement processes"
Launching a new credit-based consumption model for enterprise customers to facilitate value-based scaling.
"We're launching IAM consumption-based subscription pricing in Q1."
Scaling IAM with enterprises by adding a specialized sales motion targeting executive leadership.
"In fiscal 2027, we will scale IAM with enterprises by adding a top-down C-suite-focused sales motion."
AI-native platform combining proprietary AI models with LLMs for end-to-end agreement management.
"In Q2, customers moving to the IAM platform represented a greater share of direct deal volume"
Intelligent repository for ingested documents available for AI processing.
"the number of documents ingested and available in Docusign Navigator... has increased by over 150%"
Implemented self-serve tools for direct sales-driven customers to improve experience and efficiency.
"We also implemented self-serve account management tools for our direct sales-driven customers"
Challenges acknowledged by management. Useful peer signals - your team is probably not alone.
Challenges faced while rebuilding the executive leadership team which impacted stockholder support.
"unique challenges we have faced since 2022 as we rebuilt our executive leadership team"
Inflation and interest rate volatility impacting customer budgets and spending levels.
"operating results have fluctuated... due to a variety of factors... including the effects of inflation"
Effects of inflation and interest rate volatility on customer spending.
"our expectations regarding global macro-economic conditions, including the effects of inflation"
Ongoing costs associated with cloud migration impacted gross margins.
"Non-GAAP gross margin for Q4 was 81.8%, down 50 basis points from the prior year due to ongoing costs"
Ongoing migration to the cloud providing a headwind to gross and operating margins.
"Our cloud migration also continues to provide a year-over-year headwind to margins."
Foundational go-to-market changes led to lower early renewal billings sooner than anticipated.
"the impact happened sooner than anticipated, resulting in lower Q1 early renewals."
Curated quotes about customer outcomes, retention, renewals.
"We are as focused on improving gross retention at this company as we are on driving expansion through IAM."
"Improvements in gross retention continued to be the primary driver of overall DNR improvement."
"Our sellers are sharing the IAM vision with all customers and approaching the renewal process as a natural opportunity for customers to start their IAM journey."
"I think one of the things that we did well here in the last 12 months... is just massively improving our coverage and customer success."
"I've just been super happy with the team's continued focus... building out and see how we can have deeper customer relationships, build stickier relationships."
"We continue to expect dollar net retention to moderately improve throughout the year based on both gross retention improvement and IAM upsell impact."
Side-by-side NRR, customer cohorts, commercial structure, and CS motion.
DocuSign appears on 2 of our retention leaderboards.
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| Period | NRR | GRR | Source type | Filing |
|---|---|---|---|---|
| FY2027-Q1 | 102% | - | earnings-call-transcript | source ↗ |
| FY2026-Q4 | 102% | - | earnings-call-transcript | source ↗ |
| FY2026-Q3 | 102% | - | earnings-call-transcript | source ↗ |
| FY2026-Q2 | 102% | - | earnings-call-transcript | source ↗ |
| FY2026-Q1 | 101% | - | earnings-call-transcript | source ↗ |
| FY2025-Q4 | 101% | - | earnings-call-transcript | source ↗ |
| FY2025-Q3 | 100% | - | earnings-call-transcript | source ↗ |
| FY2025-Q2 | 99% | - | earnings-call-transcript | source ↗ |
| FY2025-Q1 | 99% | - | earnings-call-transcript | source ↗ |
| FY2024-Q4 | 98% | - | earnings-call-transcript | source ↗ |
Generate a live retention report against DocuSign and your full peer cell. Ungated. Downloadable as PDF.