Shift to annual/multi-year contracts, add price escalators.
ISS grew organic revenue 9.7% in FY2023 and hit record 95% retention by embedding price escalators in contracts.
Contract Structure and Built-In Price Escalators
Conduent won $732M in new ACV contracts averaging 4+ years via outcome-based pricing.
Deliberately Shedding $300M in Revenue to Repair Contract Economics
Veeva Systems grew revenue 149% to $2.75B in FY2025 by creating a switching cost moat in life sciences vertical SaaS.
Switching Cost Moat in Life Sciences Vertical SaaS