Lumen Co · Week of Dec 8 — Steady acceleration, one storm cloud
Team — short version: we had a strong week on the SMB side, but a small enterprise cluster needs attention. Numbers, then context.
The numbers
- Revenue: $847K, up 12.4% WoW
- New logos: 34 (vs. 22-week trailing avg of 26)
- Burn: $312K, $28K under plan
- Runway: 14.2 months (unchanged)
- NRR: 108% (down 3pts — see below)
What's working
SMB self-serve is doing the heavy lifting. The pricing change we shipped Nov 14 is showing through — average ACV on the SMB tier is up $1,400 with no measurable drop in conversion. Activation rate (using the new in-product checklist) is at 71%, our highest ever.
What's not
Three enterprise accounts dropped usage by 40%+ this week — Anchor, Brightline, and Coastal Logistics. Investigation traced this to a competitor (Helix) running a beta they were all invited to. Two support tickets and a sales call transcript confirmed it.
Our read: this is a beta, not a defection. The retention move is to lean into the integration moat — these accounts have an average of 7 active workflows on Lumen and Helix has zero of them. I've drafted a retention offer and Mike is reaching out personally this week.
Next week
- Anchor / Brightline / Coastal — exec outreach
- Ship the cohort-based pricing experiment (eng on track)
- Begin Q1 renewal motion — 23 accounts, $2.1M ARR at stake
Happy to jump on a call with any of you. Otherwise, see you next Friday.