What’s the secret to decoding the value your product delivers to your customer? It’s understanding how to mine intelligence about the penetration into user groups within your existing account base. You stand a better chance of converting profitable customers for your enterprise play when you truly understand the value already happening in your retention revenues. […]
How do you work out where you are losing repeat revenue?
Budget isn’t found, it’s defended. In a live project, churn was being logged as a budget decision while the real break sat upstream at customer results, where scaled customer success couldn’t reach it.
The Substribe Guide to B2B Subscription Performance
Benchmarks, how to measure them from your ARR data, and why direction of travel is more important than a metric. How alignment amplifies, but only if the whole system is genuinely centred on customer value, rather than internal dashboards. Frequent subscription questions and what they reveal How do I grow my ARR? What if we […]
GRR vs NRR: what’s the difference, and which matters more?
GRR measures what you keep from existing customers. NRR adds expansion on top. GRR matters more, and the order matters: protect the base before you grow it.
What GRR and NRR should a B2B media or intelligence company target?
An established B2B media or intelligence company should target GRR of 90%+ and NRR above 100%. Substribe’s benchmark medians are 88% GRR and 106% NRR. But the right target follows maturity and strategy, not a sector table.
What is a good NRR for a B2B data or subscription business?
For an established B2B data or subscription business, NRR above 100% is strong. Substribe’s benchmark research puts the median at 106%. What’s driving it matters more than the number.
What is a good gross retention rate for a B2B information business?
For an established B2B information business, GRR of 90% or above is strong, 80-90% signals pressure, below 80% is a problem anywhere. Substribe’s benchmark research puts the median at 88%.
You Got Claude, But Are You All Right?
Why AI can’t make the customer discovery breakthrough for you, and what a Star Wars trench run taught Andy Burden about trusting 28 years of pattern recognition.
Aspermont: from seat pricing to enterprise decision infrastructure
Aspermont is shifting from multi-brand, seat-based subscriptions to enterprise decision infrastructure. A Substribe discovery sprint found that a single subscription seat already reaches 5.4 internal functions on average, and that finding led Aspermont’s June 2026 ASX update and its move to enterprise agreements.
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 […]
