IARR

Represents the new incremental revenue we are bringing into the business, this will include any incremental negative or neutral ARR (including churn)

Closed Won ACV

Any incremental positive Annual Recurring Revenue (“ARR”) generated from a Booking. Incremental negative or neutral ARR are not applicable to this metric.

Customer

A customer is an organization with a Sourcegraph subscription contract that has not ended.

1. We can only publicly mention the names of customers who have explicitly agreed to be referenceable.
   • Customers mentioned on about.sourcegraph.com (by logo and/or case study) are referenceable.
   • If in doubt about whether another customer is referenceable by name, ask in #sales.
2. If an organization's contract will start in the future, they are still considered a customer. (This can happen when we agree to have a contract start on the next 1st of the month because that makes life easier for a customer, for example.)

Open pipeline

Open pipeline is the sum of all Opportunities that are in Stage 1 or greater, for a specific time period.

Qualified pipeline

Qualified pipeline is the sum of all Opportunities that are in Stage 2 or greater, for a specific time period.

Weighted pipeline

Weighted pipeline is the sum of all Opportunity iARR values, multiplied by the probability % by associated stage.

Win rate

Win rate is the percentage of deals closed that were Closed Won (the prospect converted to a paying customer).

Calculation: # of deals closed won / (# of deals closed won + # of qualified deals closed lost)

Close rate