Skip to main content

Net New Business

What is Net New Business?

Net new business refers to revenue generated from newly acquired customers or reactivated accounts, excluding revenue from upselling or cross-selling to existing active customers. It represents a primary source of revenue growth for businesses, playing a crucial role in expanding a company's financial base and ensuring long-term sustainability and success.

Strategies for Growing Net New Business

To grow net new business effectively, focus on several strategic areas:

  • Strategic Prospecting: Identify and engage potential new clients by understanding their business goals and challenges.
  • Digital Marketing: Leverage online platforms to reach and convert new customers.
  • Client Relationship Management: Conduct regular business reviews and maintain consistent communication with clients to foster trust and uncover new opportunities.

Key Metrics for Tracking Net New Business

  • Revenue Growth Rate: Calculate the percentage increase in revenue over a specific period to track the effectiveness of net new business acquisition strategies.
  • Customer Acquisition Cost (CAC): Measure the average cost of acquiring a new customer by dividing the total sales and marketing expenses by the number of new customers acquired.
  • Customer Lifetime Value (CLTV): Estimate the total revenue a business can generate from a single customer over the entire duration of their relationship.
  • Churn Rate: Determine the percentage of customers lost during a specific period, as a high churn rate may indicate issues with customer satisfaction or product quality.
  • Lead Conversion Rate: Assess the percentage of leads that convert into paying customers, providing insights into the effectiveness of sales and marketing efforts.
  • Market Share: Monitor the company's share of the total market, as increasing market share can indicate successful net new business acquisition.

Net New Business vs. Upselling and Cross-Selling

Net new business and upselling or cross-selling are distinct yet complementary strategies for driving revenue growth. While net new business focuses on acquiring new customers or reactivating dormant accounts, upselling and cross-selling involve selling additional products or services to existing clients.

Other terms

Oops! Something went wrong while submitting the form.
00 items

80/20 Rule

The 80/20 Rule, also known as the Pareto Principle, asserts that 80% of outcomes result from 20% of all causes for any given event.

Read more

A/B Testing

A/B testing is a method for comparing two versions of a webpage or app to determine which one performs better based on statistical analysis.

Read more

ABM Orchestration

ABM Orchestration involves coordinating sales and marketing activities to target specific high-value accounts effectively.

Read more

AI Sales Script Generator

An AI Sales Script Generator is a tool that utilizes artificial intelligence, specifically natural language processing (NLP) and generation (NLG), to create personalized and persuasive sales scripts for various communication channels, such as video messages, emails, and social media posts.

Read more

AI-Powered Marketing

AI-powered marketing uses artificial intelligence technologies to automate and enhance marketing strategies.

Read more


In a sales, an account refers to a customer or organization that purchases goods or services from a company.

Read more

Account Click Through Rate

Account Click Through Rate (CTR) is a metric that measures the ratio of how often people who see an ad or free product listing end up clicking on it.

Read more

Account Development Representative

An Account Development Representative (ADR) is a specialist who works closely with a company's most important clients to build long-lasting, strategic partnerships.

Read more

Account Executive

An Account Executive is an employee responsible for maintaining ongoing business relationships with clients, primarily found in industries like advertising, public relations, and financial services.

Read more

Account Management

Account management is the daily management of client accounts to ensure they continue to do business with a company, focusing on showing clients the value they can enjoy if they continue to use the company's products or services.

Read more

Account Mapping

Account mapping is a strategic process that involves researching and visually organizing key stakeholders, decision-makers, and influencers within a target customer's organization.

Read more

Account Match Rate

An Account Match Rate is a measure of a vendor's ability to match IPs and other digital signals to accounts, which is essential for account-based sales and marketing.

Read more

Account View Through Rate

Account View Through Rate (AVTR) is a metric that measures the percentage of individuals who watch a video advertisement to the end, providing insights into the ad's effectiveness.

Read more

Account-Based Advertising

Account-Based Advertising (ABA) is a specialized component of Account-Based Marketing (ABM), focusing on targeting and engaging specific high-value accounts with personalized campaigns.

Read more

Account-Based Analytics

Account-Based Analytics is a method and toolset used to measure the quality and success of Account-Based Marketing (ABM) initiatives.

Read more

Account-Based Everything

Account-Based Everything (ABE) is the coordination of personalized marketing, sales development, sales, and customer success efforts to drive engagement with, and conversion of, a targeted set of high-value accounts.

Read more

Account-Based Marketing

Account-Based Marketing (ABM) is a business marketing strategy that concentrates resources on a set of target accounts within a market, employing personalized campaigns designed to engage each account based on their specific attributes and needs.

Read more

Account-Based Marketing Benchmarks

Account-Based Marketing (ABM) benchmarks are essential tools for B2B marketers aiming to achieve exceptional ROI.

Read more

Account-Based Marketing Software

Account-Based Marketing (ABM) software supports the implementation of ABM strategies, facilitating collaboration between marketing and sales teams and providing analytics to measure performance.

Read more

Account-Based Sales

Account-Based Sales (ABS) is a strategic approach in business-to-business (B2B) sales and marketing that focuses on building personalized relationships with specific high-value accounts.

Read more
Clay brand asset shaped as a 3D group of abstract objects made out of purple and pink clayClay brand asset shaped as a 3D group of abstract objects made out of purple and pink clay

Scale your outbound motion in seconds, not months

14 day free Pro trial - No credit card required

Try Clay free