Growth strategy
Fourteen partners signed. Three have ever sold anything.
Partner recruitment is the easy half of channel strategy, and the half that flatters the pipeline report. The productive half looks nothing like it.
Rialto Bridge
Growth strategy
Articles on growth strategy.
Growth strategy
The churn is 18%. Fourteen points happen before day 90.
An annual churn figure can describe two completely different businesses, and the retention spend most firms make only works on…
Growth strategy
The pipeline is £4.2m. The quarter closed at £610k.
Most forecasting failures aren't optimism. They're arithmetic performed on two quantities that were never the same kind of number.
Growth strategy
The blended CAC is £340. The next customer costs £900.
Average acquisition cost tells you what growth has cost so far. A different number decides how fast you can grow…
Growth strategy
One bid in four wins. The other three are paid for out of delivery.
Two firms with identical win rates can have wildly different acquisition economics. The difference is rarely how often they lose:…
Growth strategy
Not one customer left. Revenue fell 9%.
Churn dashboards count departures. The more expensive loss is the customer who stays, spends less each year, and never triggers…
Growth strategy
The pilot succeeded. The purchase order never came.
A pilot proves the work works. It rarely proves the organisation will buy, and the gap between those two things…
Growth strategy
The deal has one contact. The decision has five.
Single-threaded deals rarely lose outright. They stall, and stalling follows an arithmetic most pipelines are not built to see.
Growth strategy
The partner brought 40 deals. You’d have won 12 of them anyway.
A channel that adds revenue can still shrink profit, and the arithmetic that decides which one you have is rarely…
Growth strategy
The new service was 30% of the plan. It’s 4% of revenue.
When a launch stalls, the market usually gets the blame. More often the offer never reached a buyer at all,…
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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.