Articles on market analysis.
Price is the most common reason recorded for losing a deal, the least reliable, and the only one with a remedy cheap enough to reach for without thinking.
When the customers you actually win don't resemble the customers you meant to win, one of two things is wrong,…
Concentration is the number everyone quotes at board meetings. The notice period is the number that decides what that concentration…
Satisfaction scores have a habit of improving as the customer base deteriorates, and the arithmetic behind that is worth understanding…
A high customer retention rate and a stagnant revenue base can coexist comfortably, and the reason is usually sitting in…
Most ideal customer profiles describe the customers a business already has. Very few explain why those customers turned out well,…
Customer concentration is almost always reported in the way that flatters it most, and the number that matters is rarely…
Most competitive analysis studies the rivals you meet at bids, and ignores the one that wins the largest share of…
Both numbers are accurate. They disagree because one measures sentiment among the people still talking to you, and the other…
Revenue concentration is measured as a risk to be diversified away. The more expensive effect is what it has already…
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.
