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,…
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Build your solution around a decision. Or someone else’s AI will.
Someone told me recently that B2B information businesses need to work on their visibility problem. More brand. Make sure you’re seen. I reckon you can be wearing high-vis vests holding signs saying…
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Trusted Networks: creating must-have b2b insights
When data is no longer asymmetrical enough to be valued in its own right, and artificial intelligence is in every nook and corner, what is the edge you promise to create for…
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Why Your Happiest Customers Might Be About to Leave: The Churn Signal Satisfaction Scores Can’t See
You may or may not use customer sentiment to keep an eye on the road ahead and what might be lurking around the corner. Here’s a view from the Substribe files, where…
What If Europe Fractures – And Your B2B Intelligence Is Not Ready?
How rising US versus EU tensions spelled out clearly in the US ‘2025 National Security Strategy,’ create market moving scenarios – and what global B2B information buyers and vendors should do about…
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Why Expensive Pricing Strategy Divided A Company
And What To Do To Avoid It Happening To You. Your leadership team has repositioned your value proposition to the market. You’ve moved from promising “operational efficiency” to “strategic competitive advantage.” The…
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Why Pricing Revolutions Fail (And What Actually Works)
You bring in the expensive pricing consultants. The analysis looks bulletproof. Market data. Competitive benchmarking. Willingness-to-pay studies. The PowerPoint deck gets board approval. Six months later? Your renewal rates are soft. Sales…
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Why New Customer Wins Create Churn Problems
Do strong retention rates hide your biggest growth problem? “Our retention rates for mature accounts is good. When we reach the three year mark they’re keepers. It’s the new customers that are…
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Why Smart B2B Companies Mix Real Customer Conversations with AI Research
Find out why the best B2B businesses combine proper in depth customer interviews with AI-powered research tools. The Problem with Customer Research Today Most B2B companies struggle to understand their customers properly.…
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Subscription growing pains
Sarah returned back to the office from her well deserved holiday. She stared at the dashboard. Revenue up 32% year-over-year. Her team was crushing it. So why did her stomach feel like…
The four phases of B2B subscription success
B2B subscription businesses live or die by the quality of their lifecycle management. The Substribe Customer Lifecycle Framework maps the entire journey into four phases with clear metrics. Like all of the…
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The Value Trap of Legacy Subscription Metrics
Value and Volume Renewal Rates are the markers of legacy B2B subscription metrics. Substribe argues they risk creating a smoke screen around performance issues, holding back long term growth and risking revenue.…
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Three Elements To Transform Your Subscription Business
The True Cost of a disconnected System Sustaining growth in B2B subscriptions is about balance. My premise is there are three interconnected elements of B2B subscriptions: Results | Solution | Team The…
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The Value Gap: act now before you struggle to grow
The Hidden Challenge in Every B2B solution It is easy to overlook the single biggest challenge facing B2B subscription brands. The reason why it is so hard to find useful examples for…
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Regulatory Warfare: B2B Information Companies as Strategic Allies
“Regulatory warfare” is the defining challenge today, say Substribe. And B2B information providers can be strategic allies, equipping clients with the tools to navigate, anticipate, and profit from this new reality. Success…
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The Science Behind The Art: High Value B2B Subscriptions
Every successful B2B subscription business reaches a critical moment of truth. Despite strong growth, rising sales, and healthy acquisition numbers, something feels off. The warning signs are subtle at first: a few…
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Transforming Subscription Businesses: A Systems Thinking Approach
Does subscription acumen permeate your organisation? From your board, to your SLT and into your teams? This article is about the Substribe approach to transforming your subscription brand. The Challenge: Bridging Technical…
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Do your commercial teams fight over crumbs?
Building High Performance Teams in Premium B2B Subscription Settings is about the team not the individual. It’s about using metrics that matter, not “me-tricks” to flatter. I don’t care how many leads…
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Better Performance Today. Stronger Growth Tomorrow.
High performing subscription brands get forensic about their best customers to inject growth into the engine. They explore success patterns across teams, to build momentum, progress solutions, and compound value. For their…
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The rise of the marketing rainmaker
When it comes to subscriptions, we all want the same thing – the holy grail of predictable, growing recurring revenue. There are different agendas, from investors, to boards, to leadership to teams,…
Do you close or open a deal ?
Are Your New Customers Sticking Around or dropping like flies? What about your sales forecasts…pipeline or more like a pipedream? Picture this: You’ve just landed a big new client. Champagne corks are…
How to create optimal conditions for b2b subscription success
At the recent meet up for subscription leaders, our group listened to 3 approaches to create optimal conditions for b2b subscription success – across pricing, product and data. “The End to End”…
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Is customer success a cost you can bear?
Customer Success (CS) is a hot topic…CS in the SaaS world has taken a hammering as companies hit headwinds. But done well, CS is a growth and value driver you would never…
data data everywhere…but not a bot to think
Data and intelligence is a hot topic. When b2b subscription leaders discuss data, intelligence, data as a service, and the like, what they think about is: customer value; use cases; defendable positions;…
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Unlocking future value in b2b subscriptions
Future Value: the performance key to unlock b2b Subscription Growth Subscription leaders, investors and customers, let’s talk about what really drives sustainable growth. Why Future Value Matters You must have seen it:…
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Must Have Regulatory Solutions
Here is a 7 point customer checklist to audit your solution. Context: Your end users probably don’t care if you supply premium content (intelligence, data, analytics), membership/networks, or Data as a Service…
What makes a knowledge manager tick?
This article is inspired by a conversation with a knowledge management expert, sharing their view of important dynamics in the information sector. Knowledge managers are information professionals responsible for considering and purchasing…
How do PE firms unlock enterprise value?
The working report, ‘Leveraging Digital, Data & AI Technologies to Increase Enterprise Value: How Private Equity Firms Are Getting It Right’ by INSEAD is an interesting and useful read. For a premium…
3 ingredients for high value memberships
How successful professional memberships and expert networks evolve. It’s almost a cliche to say “we are going to be the Gartner of such and such.” It takes a fair amount of blood…
A cynical view of a company report – or, ‘what lies beneath?’
Inspired by reading a company report about subscription performance and retention rates, here’s an admittedly cynical take on the selective information contained in it, and why it’s useful to think about the…
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3 principles to guide your DaaS solution
Data-as-a-Service (DaaS) is transforming how businesses access, manage, and leverage data. And B2B subscription services are well placed to help. The Substribe network is your portal to unlock secrets of DaaS success…
Chief Subscription Officer: a customer and talent magnet
Success in subscription means customers stick around and spend more. And repeat. Simple to say. But keeping clients hooked and compounding growth is easier said than done. Who is the equivalent of…
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Why DaaS fits better than SaaS for b2b information companies
And how DaaS may trap the unwary b2b leader. We’re talking Data (data). As a Service (in the cloud). For b2b subscriptions (repeatedly sold into a customer organisation). Data as a Service.…
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The guidance system to rocket retention
There are 3 critical data feeds for the guidance system of b2b subscriptions. The data is powerful, identifying hot (and not hot) spots of growth in product, teams and customers. The essence…
