Substribe | B2B Subscription and Membership Advisory

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

Win On Repeat

New revenue hides old problems


Your teams tell you growth is harder. Product, marketing and commercial all have a different answer...but do you know what your customers think?

By the time NRR softens on a dashboard, the root cause is already 9 to 18 months old. Will your next big decision - pricing, product, new market - fix the problem or compound it?

I find the answers by speaking with your customers, then stick around to fix the AOV and ARR problems with you.

Start With A Diagnostic
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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 …

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What Is Your Revenue Performance Telling You?

Substribe Performance Grid
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latest thinking

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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 […]

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% […]