Gross Retention excludes expansion - it shows pure churn / contraction loss. The gap between NRR and GRR is the expansion lift.
Currently at all-time peak NRR of 117.0%.
Guardant Health is above the Healthcare SaaS Public median by +5.0pp (cell median: 112%)
Guardant Health (GH) is a healthcare saas company at the public stage. As of its most recent disclosure (FY2023-Q4), Guardant Health reported a Net Revenue Retention rate of 117.0% - a strong result for B2B SaaS at this segment.
Guardant Health is currently at or near its all-time NRR peak.
Within its peer set (healthcare saas companies at public stage in the $25k-$100k acv band), Guardant Health's NRR is above the cell median of 112%. Compare against the full peer cell aggregate for distribution and top performers.
Contract shape and forward-booked revenue.
Logo flow per period (count-side complement to dollar-based NRR).
Forward-booked revenue by maturity. Renewal pipeline visibility.
CS team segments: Oncology · Biopharma · Screening
CSM model: account-named
Education programs: Guardant Infinity Smart liquid biopsy platform
Computed from the data above. Shows where value comes from and where leakage hides.
Named CS initiatives across recent disclosures (newest first).
Expanded Shield to include findings for nine common cancers in addition to CRC.
"In Q4, we expanded Shield to include a multi-cancer results report, which includes findings for nine of the most common cancers"
National sales organization access and EMR integration for Shield ordering.
"Our collaboration with Quest enables access to their national sales organization and allows providers to order Shield"
Partnership to expand Shield access through Quest's 650,000 clinician accounts and 2,000 patient service centers.
"strategic collaboration with Quest to expand and accelerate Shield access more broadly in the U.S."
Broadened access to Shield multicancer detection results through a clinical data collection initiative.
"Shield Multicancer is now available nationwide through our clinical data collection initiative"
Accelerating the build out of commercial infrastructure to surpass 250 sales reps by year end.
"now expect to surpass two fifty sales reps by year end to support this growth as we go to 2026"
Launched 11 new applications for Guardant360 Liquid to expand clinical utility.
"In Q2 alone, we launched nearly a dozen groundbreaking new apps, greatly expanding the utility of Guardant360 liquid."
Challenges acknowledged by management. Useful peer signals — your team is probably not alone.
Current LDT reimbursement rules prevent concurrent ordering of tissue and blood tests.
"the way that LDT is reimbursed, you know, it really is, it's not possible to order them concurrently."
Currently receiving near zero payment for commercial patients for Shield while establishing reimbursement rates.
"We have a tranche of commercial patients, and we're effectively getting paid more or less zero for those."
The average tenure of sales reps is less than eight months, indicating a newly formed team.
"it's still early days in our commercial journey and the average tenure of our sales reps is less than eight months"
Curated quotes about customer outcomes, retention, renewals.
"We're seeing more oncologists than ever before ordering every single month... We're seeing higher depth."
"SEAL continues to generate strong enthusiasm from both patients and physicians with high adherence rates over 90%."
"We know we can pull in subsequent orders now in a very straightforward way. That is going to pay dividends across our blood-based portfolio."
"When the doctors order this test, more than 90% of those get converted to a sample received in our lab."
"We are very encouraged by Shield's real-world adherence, which reached 93% across the first 100,000 Shield tests ordered."
"Reveal for therapy monitoring really bridges to that next Guardant360 test, and we have a very unique platform and portfolio that allows these tests to work together."
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