Research, frameworks and market analysis from our consulting practice: written up for small and medium business owners and enterprise teams alike.
Free to read: all you need is an account.
Create a free account Sign inAnnual contracts hide the moment a customer disengages, and by the time the renewal conversation happens, everyone is investigating the wrong quarter.
When staff quietly run a parallel spreadsheet alongside a new system, they are not being difficult. They are telling you…
Bid effort rarely appears in any budget or any margin calculation, which is how the most expensive work in a…
Client concentration gets board attention. The supplier who accounts for half the cost base usually gets an annual price letter…
When every customer pays roughly the same price and no two cost the same to serve, the profitable ones are…
Logo retention is the easiest number to report and the least informative. What happens inside the accounts that stayed usually…
By the time most renewal conversations begin, the buyer has already decided. The decision was made in a meeting nobody…
Deals that die late rarely die to a competitor. They die inside a room the seller was never invited into,…
A high win rate reads as proof the sales process is working. Read alongside two other numbers, it often says…
The gap between a busy team and an unavailable one is smaller than most capacity plans assume, and the arithmetic…
Everything here is free to read with an account, and always will be. What it cannot do is tell you which of these applies to your numbers, your market and your constraints. That is the work we do with clients.
