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 inMost churn is authored long before the renewal conversation, in the quiet weeks between signature and the customer's first genuinely useful outcome.
In most three-tier offers, the tier that wins the majority of deals is the one nobody has priced properly, and…
Owner dependency rarely shows up as a lower multiple. It shows up in the structure of the deal, and by…
Rework almost never appears on a report. It appears as capacity pressure, as a hiring case, and as an estimate…
Most ideal customer profiles describe the customers a business already has. Very few explain why those customers turned out well,…
Pushing a delivery team closer to full occupancy looks like free capacity. The maths of queues says it is the…
A pilot feels like progress because it looks like work. Often it is the buyer purchasing an option on a…
Most product extensions that fail were not built badly: they were sold to a list that was never going to…
Most accounts don't leave because the work failed. They leave because the only person who remembered why you were hired…
Customer concentration is almost always reported in the way that flatters it most, and the number that matters is rarely…
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.
