Substribe | B2B Subscription and Membership Advisory

One operator backed by a network of practitioners. Growing recurring revenue for B2B information companies.

Win Revenue On Repeat

New Money Hides Old Problems


Your teams tell you growth is harder, and everyone has a different opinion

Will your next big decision - pricing, product, new market - fix the problem or compound it?

I find out where value builds, leaks and your blind spots to improve AOV and ARR

Start With A Diagnostic
Substribe customer logos

Main Content

What clients say

Do Your Customers Believe Your Solution Is Must-Have?

Six Tests Before You Touch Pricing Strategy

The stress test: If you stopped producing information, would your clients' decisions stall?

The one thing test: Is the value from the whole product, or from one part of it?

The workflow test: Is it embedded in how decisions get made every day?

The segment test: Do all your clients use it for the same decision?

The value test: Can you quantify what it's worth in your customer's currency, not yours?

The uniqueness test: Can anyone else support the decision you help your customer make?


So you've tested the value of your solution. Now it's time to answer this question: "When the customer's results improve, what in your pricing model naturally increases?" — Karen Prevezer

Expertise

Andy Burden, Substribe Founder | Working in b2b since 1996, Andy is a former practitioner (notably Datamonitor and Procurement Leaders), where he improved renewal rates and AOV. Since founding Substribe, he helps brands including IWSR, PEI Group, The FT, The Economist, William Reed, Wilmington. Connect with Andy on …

More about substribe about expert network

What Is Your Revenue Performance Telling You?

Substribe Performance Grid
Substribe customer logo

latest thinking

blogs about b2b subscriptions

Sign up to 'What's Recurring?', the newsletter from Substribe: substribe.co/signup/ © Substribe Ltd. All rights reserved. Unauthorised use or reproduction of this material is prohibited.

A NRR growth mandate

A PE-backed B2B information business had been through a pricing consultancy exercise under its first owner, done to prime the business for sale. By the time it changed hands to a second owner, every number PE cares about looked strong. New business was up. AOV was up. NRR was high. Margins looked healthy too, partly […]

NRR may stunt your growth

The £20-30M business intelligence company where high growth was hiding a crisis (this Substribe case study is on a NDA). Executive Summary The Impact: Improvement in revenue stability (GRR: 71% → 91%) whilst switching from volatile to sustainable growth. The Story: A PE-backed data intelligence company with 130% NRR. Substribe highlighted they were heading for […]

10 Home Truths about B2B Subscriptions and Memberships

A home truth is an uncomfortable fact someone needed to hear but wasn’t being told. Not an opinion. Not a perspective. A thing that is true, that you may have been avoiding, that someone who cares enough to be straight with you will say out loud. I’ve been inside subscription and membership businesses since 2001, […]