Growth strategy
Blended CAC is £300. The next customer costs £1,000.
Growth plans are costed using the average customer. Growth is delivered by the marginal one, and the two numbers diverge in a predictable direction.
Rialto Bridge
Growth strategy
Articles on growth strategy.
Growth strategy
Forty partners signed. Three of them sell.
Channel programmes are almost always judged by how many partners signed. The number that matters is how many have closed…
Growth strategy
Six in ten demos close. One in eight enquiries gets a demo.
The worst-converting stage in your sales process is the obvious place to invest, and often the wrong one. The arithmetic…
Growth strategy
Adjusted EBITDA added back £180k. The buyer read it as a job description.
The same adjustments that make owner earnings look larger also tell a buyer exactly how much of the business walks…
Growth strategy
The pipeline is £2.4m. A third of it hasn’t moved in ninety days.
Stage-weighted forecasts assume deals are progressing. The single most predictive number in most pipelines is one nobody reports.
Growth strategy
Every order made 35%. Growing 40% still emptied the account.
Profitable businesses run out of cash for arithmetic reasons rather than managerial ones, and the arithmetic can be worked out…
Growth strategy
You sell six things. The average customer buys one.
Cross-sell looks like the cheapest growth available. When it stalls, the obstacle is usually sitting in the customer's org chart…
Growth strategy
The contract renews in month twelve. The renewal was decided in week three.
Most renewal conversations are settled long before anyone opens the renewal conversation, and the evidence for the outcome is already…
Growth strategy
The board pack has twenty-two charts. Every one of them is history.
Most management reporting describes a period that has already closed. The harder question is which of your numbers moves first,…
Growth strategy
Referrals are 60% of new business. Nobody has ever asked for one.
The cheapest acquisition channel in most businesses is also the only one with no owner, no forecast method, and no…
Take it further
This is the general pattern. Your business is the specific case.
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.