Growth strategy
Two accounts are 40% of revenue. The damage is in the other 60%.
Customer concentration is treated as a revenue risk. The more expensive part has usually already happened, somewhere else in the business.
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Growth strategy
Articles on growth strategy.
Growth strategy
Every new customer is profitable. For ten weeks, you fund them.
Growth that passes every margin test can still drain the account, and the reason isn't profitability, it's how much cash…
Growth strategy
The partner agreement is signed. Their rep gets paid more for selling something else.
Most channel programmes fail on the same arithmetic: an hour of a partner's selling time is worth more elsewhere. Signing…
Growth strategy
Blended CAC is £890. The next customer costs £2,400.
Growth plans are usually built by multiplying next year's customer target by last year's average acquisition cost. The arithmetic is…
Growth strategy
You handed over the pipeline. You kept the right to say yes.
The first sales hire is usually judged on skill. More often the constraint is that the only person able to…
Growth strategy
The multiple was fine. The earn-out was three years.
Owner dependence rarely shows up as a lower valuation. It shows up somewhere far less visible, and by then it…
Growth strategy
Nobody churned. The account is worth half what it was.
Logo retention can look immaculate while revenue quietly drains out of the accounts you kept, and the leak usually has…
Growth strategy
You call it recurring revenue. Your customer calls it a monthly decision.
Revenue that repeats and revenue that recurs look identical on the P&L, and behave completely differently the moment a customer…
Growth strategy
The pipeline is 3x covered. Two-thirds of it stopped moving in March.
Pipeline coverage measures how much is open, not how much is moving, and the gap between those two things is…
Growth strategy
The client left in month eleven. The decision was made in week two.
Churn is a lagging indicator with an unusually long fuse: which is why the reason you recorded is rarely the…
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.