What Is Expansion MRR?
Expansion MRR is revenue gained from existing customers through upsells, cross-sells, or seat additions. When expansion MRR exceeds churn MRR, the company achieves 'negative churn', meaning the existing base grows even without adding new customers.
Why it matters: this metric helps founders separate random variation from real business movement. Decisions improve when the metric is tracked in trend form, not one-off snapshots.
How to use it in practice: pair this metric with at least one upstream and one downstream signal. That way, you can explain why it changed and what action should come next.
In Assist Founder, this term appears in context with related indicators so you can move from definition to decision without switching tools.