GTM.

Glossary

Customer concentration

How much of your revenue depends on your largest few customers.

If one customer is forty percent of revenue, you do not have a business with a risk attached; you have one customer and some others. Their renewal decision is your survival decision.

Investors ask about it early because it is a question of fragility, not of size, and because it is the sort of thing a deck reliably omits. Volunteering it is worth more than hoping it goes unasked.

Related terms

  • Churn — The share of customers, or of revenue, that leaves in a period.
  • Traction — Evidence that people want this, stated in numbers rather than adjectives.

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See where this number sits in the rubric

The GTM Score is published in full, check by check, so you can see exactly what each figure is worth before you go looking for it.

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