Articles on growth strategy.
Logo retention is the easiest number to report and the least informative. What happens inside the accounts that stayed usually matters more than the ones that left.
Deals that die late rarely die to a competitor. They die inside a room the seller was never invited into,…
A trial that never fails and never converts is not a stage in the sale: it is the shape a…
Growth plans built by multiplying the funnel treat conversion as a fixed property of the business. It is nothing of…
The average cost of acquiring a customer is one of the most quoted numbers in a growth plan, and one…
Business value is assessed on a trailing record rather than a plan, which means the window a buyer will eventually…
The gap between your best closer and everyone else is usually read as talent. More often it is a repeatable…
Partner programmes almost always concentrate into a handful of producers, and the reason has less to do with your product…
Profitable growth can drain cash faster than it generates it, and the arithmetic behind why is simpler, and more useful,…
An annual churn rate averages together two completely different populations, and only one of them is a retention problem at…
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.
