| Cohorte | N total | N activo | MRR inicio | MRR Mar-26 | Core | TC | NDR |
|---|---|---|---|---|---|---|---|
| 2021 | 178 | 54 | $294,0M | $246,0M | $246,0M | $0 | 83,6% |
| 2022 | 85 | 29 | $144,0M | $96,0M | $96,0M | $0 | 66,7% |
| 2023 | 43 | 6 | $110,0M | $10,0M | $10,0M | $0 | 9,1% |
| 2024 | 40 | 17 | $122,0M | $125,0M | $125,0M | $0 | 102,5% |
| 2025 | 35 | 25 | $157,0M | $119,0M | $84,0M | $36,0M | 75,8% |
| 2026 | 7 | 7 | $32,0M | $32,0M | $28,0M | $4,0M | 100,0% |
Cada celda = MRR del último mes del trimestre ÷ MRR base (Q0). Click en una celda para ver desglose de clientes. [TC] = TrueCaller (margen ~20%).
| Cohorte | Base | # | Q0 | Q1 | Q2 | Q3 | Q4 | Q5 | Q6 | Q7 | Q8 | Q9 | Q10 | Q11 | Q12 | Q13 | Q14 | Q15 | Q16 | Q17 | Q18 | Q19 |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| 2021-Q2 | $222.7M | 117 | 100% | 106% | 105% | 98% | 94% | 98% | 101% | 98% | 105% | 98% | 101% | 81% | 59% | 64% | 69% | 71% | 71% | 72% | 64% | 60% |
| 2021-Q3 | $24.8M | 24 | 100% | 98% | 117% | 159% | 168% | 165% | 164% | 169% | 164% | 166% | 169% | 173% | 174% | 128% | 129% | 127% | 121% | 219% | 113% | — |
| 2021-Q4 | $54.3M | 37 | 100% | 90% | 94% | 99% | 95% | 86% | 130% | 81% | 88% | 115% | 121% | 132% | 186% | 185% | 164% | 148% | 147% | 156% | — | — |
| 2022-Q1 | $82.6M | 13 | 100% | 110% | 124% | 87% | 82% | 77% | 71% | 76% | 69% | 70% | 18% | 13% | 12% | 16% | 14% | 14% | 15% | — | — | — |
| 2022-Q2 | $19.9M | 16 | 100% | 101% | 105% | 118% | 102% | 104% | 113% | 115% | 75% | 77% | 62% | 96% | 71% | 60% | 59% | 64% | — | — | — | — |
| 2022-Q3 | $24.4M | 46 | 100% | 81% | 72% | 62% | 53% | 51% | 51% | 50% | 50% | 52% | 49% | 52% | 48% | 50% | 50% | — | — | — | — | — |
| 2022-Q4 | $37.0M | 8 | 100% | 101% | 104% | 106% | 102% | 97% | 102% | 67% | 68% | 88% | 73% | 71% | 93% | 99% | — | — | — | — | — | — |
| 2023-Q1 | $40.6M | 14 | 100% | 96% | 88% | 21% | 22% | 16% | 30% | 39% | 51% | 164% | 188% | 54% | 17% | — | — | — | — | — | — | — |
| 2023-Q2 | $50.5M | 11 | 100% | 123% | 52% | 22% | 27% | 32% | 35% | 123% | 30% | 6% | 7% | 6% | — | — | — | — | — | — | — | — |
| 2023-Q3 | $12.9M | 13 | 100% | 90% | 46% | 44% | 38% | 109% | 114% | 120% | 20% | 0% | 0% | — | — | — | — | — | — | — | — | — |
| 2023-Q4 | $2.7M | 4 | 100% | 108% | 110% | 112% | 30% | 49% | 0% | 0% | 0% | 0% | — | — | — | — | — | — | — | — | — | — |
| 2024-Q1 | $11.4M | 7 | 100% | 69% | 60% | 53% | 51% | 57% | 54% | 46% | 46% | — | — | — | — | — | — | — | — | — | — | — |
| 2024-Q2 | $21.8M | 15 | 100% | 161% | 171% | 167% | 198% | 184% | 97% | 84% | — | — | — | — | — | — | — | — | — | — | — | — |
| 2024-Q3 | $72.3M | 10 | 100% | 92% | 95% | 96% | 110% | 115% | 116% | — | — | — | — | — | — | — | — | — | — | — | — | — |
| 2024-Q4 | $13.0M | 4 | 100% | 138% | 124% | 114% | 125% | 133% | — | — | — | — | — | — | — | — | — | — | — | — | — | — |
| 2025-Q1 | $34.6M | 8 | 100% | 134% | 119% | 110% | 116% | — | — | — | — | — | — | — | — | — | — | — | — | — | — | — |
| 2025-Q2 | $15.5M | 4 | 100% | 103% | 95% | 86% | — | — | — | — | — | — | — | — | — | — | — | — | — | — | — | — |
| 2025-Q3 | $15.4M | 6 | 100% | 98% | 56% | — | — | — | — | — | — | — | — | — | — | — | — | — | — | — | — | — |
| 2025-Q4 | $65.2M | 14 | 100% | 88% | — | — | — | — | — | — | — | — | — | — | — | — | — | — | — | — | — | — |
| 2026-Q1 | $32.1M | 7 | 100% | — | — | — | — | — | — | — | — | — | — | — | — | — | — | — | — | — | — | — |
Cliente institucional vendido en Jun-23 ($40,3M), pico de $60,4M (Jul-23), cayó hasta $15,1M y salió en Dec-23. Re-ingresó Jan-25 a $47,4M, facturó 3 meses, y churnó por completo en Abr-25 — dos ciclos, mismo desenlace. Total destruido en dos ciclos: $60,4M + $47,4M. Patrón: mega deal sin retención post-venta, re-venta sin post-mortem.
Crediminuto ($55,4M → $0 Jun-26): Cliente avisó cancelación en Ago-25. La gestión contractual no escaló la conversación a nivel de directores a tiempo. Vencimiento confirmado Jun-26.
HABI — reducción WeInsights ($5M/mes desde Abr-26): WeInsights no cumplió SLA de calidad de datos. HABI retiró el servicio. Recomendación: Fabián (CTO) debe priorizar mejora de producto antes de ofrecer la SKU a otros clientes.
Carvajal — retiro de Notes AI (Abr-26): Único cliente con Notes AI, retiró por debajo de expectativa funcional. Indica que la SKU requiere maduración antes de comercialización.
| # | Cliente | Cohorte | MRR Pico | Mes Pico | Mar-26 | Estado | Meses Activo |
|---|---|---|---|---|---|---|---|
| 1 | Coosalud EPS | 2022-Q1 | $82,2M | Sep-22 | $0 | Churn | 33 |
| 2 | Inmigración Al Día | 2023-Q1 | $82,2M | Aug-25 | $5,6M | Muerte lenta (×2 ciclos) | 29 |
| 3 | Crediminuto | 2021-Q2 | $61,1M | Jan-26 | $55,4M | Churn programado Jun-26 | 58 |
| 4 | Woden Colombia | 2023-Q2 | $60,4M | Jul-23 | $0 | Churn total (×2 ciclos) | 10 |
| 5 | Colmédica | 2021-Q3 | $46,1M | Dec-25 | $18,7M | En riesgo (>50% bajo pico) | 55 |
| 6 | Finesa | 2021-Q4 | $45,2M | Jun-23 | $11,8M | En riesgo (>50% bajo pico) | 60 |
| 7 | Acciones y Valores | 2021-Q2 | $44,9M | Apr-23 | $0 | Churn | 52 |
| 8 | Cancerológico | 2021-Q2 | $39,7M | Dec-23 | $0 | Churn | 31 |
| 9 | Progresión SCB | 2021-Q2 | $34,3M | Jan-23 | $1,0M | En riesgo (>50% bajo pico) | 58 |
| 10 | Frubana | 2021-Q2 | $25,3M | Mar-23 | $0 | Churn | 33 |
| 11 | Amarilo | 2024-Q2 | $20,6M | Jun-25 | $0 | Churn | 19 |
| 12 | Comfandi | 2025-Q3 | $17,7M | Aug-25 | $0 | Churn | 2 |
| 13 | Coomeva | 2021-Q2 | $16,1M | Aug-24 | $0 | Churn Feb-26 | 56 |
| 14 | Vadati / MCC BPO | 2023-Q2 | $15,6M | Sep-23 | $0 | Churn | 25 |
| 15 | R2 Capital | 2023-Q3 | $15,3M | Apr-25 | $0 | Churn | 26 |
| TOTAL (15 clientes con pico >$15M) | $656,8M | — | $92,5M | Pérdida: $564M | — | ||
| # | CLIENTE | COMERCIAL | COHORTE | MRR INICIO | MAR-26 | Δ% VIDA | JUN-26 PROY | Δ% Q2 | NOTAS |
|---|---|---|---|---|---|---|---|---|---|
| 1 | Smart Training | Camila | 2021-Q4 | $6,7M | $64,2M | +865% | $64,2M | flat | Estable, mayor cuenta |
| 2 | Crediminuto | Camila | 2021-Q2 | $1,9M | $55,4M | +2766% | $0,0M | CHURN | Vencimiento contractual Jun-26 |
| 3 | Clínica el Country | Mauricio | 2024-Q3 | $27,8M | $47,3M | +70% | $47,3M | flat | 5 entidades consolidadas, expansión |
| 4 | Banco Unión | Mauricio | 2021-Q2 | $50,7M | $32,5M | -36% | $32,5M | flat | Consolidado Bidda, estable |
| 5 | Javeriana | Mauricio | 2024-Q3 | $21,0M | $30,5M | +46% | $30,5M | flat | Educación, 2 líneas consolidadas |
| 6 | HABI | Camila | 2025-Q1 | $17,9M | $29,2M | +63% | $24,2M | -17% | 3 entidades consolidadas. WeInsights −$5M/mes desde Abr-26 |
| 7 | Salud Total EPS | Mauricio | 2022-Q4 | $16,4M | $26,1M | +59% | $26,1M | flat | 4 líneas consolidadas |
| 8 | SIESA | Mauricio | 2022-Q1 | $2,9M | $22,1M | +658% | $22,1M | flat | ERP colombiana, estable. No atiende para proyectos de expansión |
| 9 | Progreser | Mauricio | 2026-Q1 | $20,4M | $20,4M | 0% | $20,4M | RIESGO | Facturación sin consumo real, validar con cliente |
| 10 | Colmédica | Mauricio | 2021-Q3 | $6,4M | $18,7M | +193% | $18,7M | flat | Pico $46,1M Dic-25 fue recuperación de ingresos, no crecimiento real |
| 11 | ENTEL PCS [TC] | Juan Felipe | 2025-Q4 | $17,0M | $17,0M | 0% | $17,0M | flat | TrueCaller, margen ~20% |
| 12 | Loggro | Mauricio | 2024-Q4 | $8,5M | $16,7M | +97% | $16,7M | flat | Estable, creciendo |
| 13 | Finesa | Camila | 2021-Q4 | $16,0M | $11,8M | -26% | $11,8M | En riesgo | Pico $45,2M Jun-23, >74% bajo pico |
| 14 | Carvajal | Camila | 2025-Q2 | $11,9M | $10,9M | -8% | $10,9M | flat | Retiró Notes AI (Abr-26) |
| 15 | Salutis | Camila | 2024-Q2 | $6,2M | $10,6M | +71% | $10,6M | flat | 2 líneas consolidadas, estable |
| SUBTOTAL TOP 15 | $231,7M | $413,4M | +78% | $353,0M | -14,6% | Pérdida neta: $60,4M (Crediminuto $55M + HABI $5M) | |||
Perfil: Institucional (banca, salud, educación, tecnología). Tickets grandes, contratos muy estables, renewal automático. Portafolio defensivo. Riesgo: Progreser ($20,4M) aún sin go-live — si falla, pérdida de $20M. Require validación inmediata.
Perfil: HABI y Carvajal traídos por gerencia, Finesa reasignación, Salutis por partner, Crediminuto y Smart inbound. No es hunter, portfolio es vulnerable. Impacto Jun-26: Crediminuto churn −$55,4M, HABI downgrade −$5M. Portafolio se reduce −33% en 3 meses ($182,1M → $121,7M). Camila requiere mentoring en retención de top clientes y handoff strategy.
Perfil: Monocliente ENTEL (TrueCaller inbound). VP Sales en espera de cosecha. Tarea: expandir TrueCaller pipeline (otros clientes similares a ENTEL). Meta: +3 cuentas nuevas TrueCaller en 2026.
| Concepto | Total | Core | TC | Clientes | Notas |
|---|---|---|---|---|---|
| Base anterior (Feb-26) | $610,4M | $556,5M | $53,9M | — | Cierre febrero 2026 |
| NEW | +$22,7M | +$20,4M | +$2,3M | Progreser, Kavak | Progreser Core $20,4M · Kavak TC $2,3M |
| Upgrade | +$6,2M | +$6,0M | +$0,2M | 3 clientes | Expand seats / features |
| Downgrade | −$9,3M | −$9,1M | −$0,2M | Colmedica, Smart, otros | Reducción consumo |
| Churn | −$1,2M | −$1,2M | $0 | 2 pequeños | Churn intra-trimestre |
| MRR Marzo | $628,7M | $572,5M | $56,2M | — | Core 91,1% · TC 8,9% |
| Concepto | Total | Core | TC | Clientes | Notas |
|---|---|---|---|---|---|
| Base Marzo | $628,7M | $572,5M | $56,2M | — | — |
| Churn confirmado | −$55,4M | −$55,4M | $0 | Crediminuto | Se avisó Aug-25, walkedaway Jun-26 |
| Downgrade producto | −$5,0M | −$5,0M | $0 | HABI WeInsights | Producto no cumplió, quitó servicio Abr-26 |
| Otros downgrades | −$5,6M | −$5,6M | $0 | Varios | Reducción gradual consumo Q2 |
| MRR Junio (proy) | $562,7M | $506,5M | $56,2M | — | Core −11,5% · TC flat |
| Mes | Core NDR | MRR Cohorte | Δ vs base | Notas |
|---|---|---|---|---|
| Ene-25 (base) | 100,0% | $601,8M | — | 158 clientes activos — punto de referencia |
| Feb-25 | 100,2% | $603,2M | +$1,3M | Estable; Crediminuto +$4,2M, HABI −$1,1M |
| Mar-25 | 105,9% | $637,6M | +$35,7M | Pico — expansión amplia: R2 Capital +$5,1M, Info Localizada +$6M, BOLD +$2,8M, Loggro +$3M |
| Abr-25 | 102,2% | $615,1M | +$13,3M | Woden churn (−$47,4M); absorbido por Amigos Al Día +$11M, Salutis +$6,7M, Crediminuto +$4,3M |
| May-25 | 100,4% | $604,3M | +$2,5M | Finesa −$9,9M; HABI +$9M compensa |
| Jun-25 | 102,6% | $617,3M | +$15,5M | Amigos Al Día +$11,9M; Smart +$2,5M; Javeriana +$2,1M |
| Jul-25 | 100,4% | $603,9M | +$2,1M | Vadati churn (−$10,4M); SIESA −$5,7M; Amigos Al Día +$19,2M compensa |
| Ago-25 | 102,5% | $617,0M | +$15,2M | Amigos Al Día en pico ($82M); R2 Capital −$8,7M; Crediminuto avisa cancelación |
| Sep-25 | 101,0% | $607,8M | +$6,0M | Amigos Al Día empieza caída (−$7,1M); Clínica Country +$12M compensa parcial |
| Oct-25 | 98,5% | $592,9M | −$8,9M | ⚠ Cruza base — Acciones y Valores churn (−$15,2M); SIESA +$2M no alcanza |
| Nov-25 | 93,1% | $560,2M | −$41,6M | Amarilo churn (−$17,2M); Amigos Al Día −$14,9M; Salud Total +$8,8M no compensa |
| Dic-25 | 92,3% | $555,7M | −$46,1M | Amigos Al Día colapsa (−$40M); Colmedica +$24M (spike temporal); Smart +$6,1M |
| Ene-26 | 85,6% | $515,4M | −$86,4M | Colmedica revierte spike (−$22,3M); Amigos Al Día −$13,1M; Smart −$4,3M |
| Feb-26 | 86,2% | $518,7M | −$83,1M | Coomeva churn (−$11,6M); Smart +$10,4M compensa; Loggro +$1,9M |
| Mar-26 | 85,3% | $513,1M | −$88,8M | Colmedica −$3,5M; Amigos Al Día −$1,7M; erosión distribuida |
| Abr-26 (proy) | ~84,4% | ~$508,1M | −$93,7M | HABI pierde WeInsights (−$5M/mes) |
| May-26 (proy) | ~84,4% | ~$508,1M | −$93,7M | Estable — Crediminuto aún activo |
| Jun-26 (proy) | ~75,2% | ~$452,7M | −$149,1M | Crediminuto churn (−$55,4M) |