Articles on growth strategy.
Logo retention counts customers. Revenue retention counts money. When the two diverge, the growth arithmetic changes long before the churn report notices.
A record year moves the price of a business less than owners expect, and the reason has little to do…
Customer concentration rarely shows up as a lower headline price. It surfaces somewhere less visible, and it starts costing the…
Repeat revenue and recurring revenue are not the same thing, and the gap between them shows up at exactly the…
Acquisition spend that is clearly profitable over a year can still be unaffordable this quarter, and the reason has nothing…
The cheapest, highest-converting channel in most service businesses is also the only one with no owner, no budget and no…
A conversion rate is a ratio, and in most sales teams the person being measured controls the denominator. That changes…
A large pipeline can be the most reassuring number in a business and the least informative. The difference lies in…
Signing a partner costs a signature; getting one to sell is a different problem, and it is rarely the one…
Annual contracts hide the moment a customer disengages, and by the time the renewal conversation happens, everyone is investigating the…
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.
