Find revenue leaks
In annual subscriptions, by the time churn shows on a dashboard, the root cause started 9-18 months ago.
The Substribe 5-element diagnostic finds where value is building, where it’s leaking, and what to do about it.
It’s not uncommon to find areas where value is invisible – your blind spot – during a Substribe engagement. Imagine discovering you are seen as “must-have” by your customers but you don’t know! What difference would discovering ROI make to you, today?
The Substribe approach is designed by Andy Burden, who has decades of experience in b2b subscriptions, and shapes his thinking with B2B subscription leaders across information, data, analytics and events businesses.
How the diagnostic works
I look at five things, in sequence, because problems cascade downstream:
1. Market Position
Has the need your customers hired you for, shifted? If the market has moved and your proposition hasn’t, everything downstream is compromised.
2. Product Efficacy
Does your product still do the job the economic buyer needs? A healthy assumption is that your solution drifts over time.
3. Customer Results
SubsNoun™ : do your customers articulate the value they’re getting about results their business cares to measure?
4. Revenue Capture
Must-Have Score™ : does your pricing expand as your customer becomes more successful?
5. Operating Capability
Are you increasing the percentage of ideal customers in your pursuit pipelines (new business, win backs and upsells?) … or do you rely on reps wearing capes at month end?
If the market position has shifted (1), then the product drifts (2), results become invisible (3), pricing looks wrong (4), and teams start blame storming instead of iterating (5).
Use the Substribe approach to diagnose where in the sequence your business is, and what to do about it. Use Substribe to build the plane while you’re flying it – or optimise your subscription engine.
Substribe support
Value Compass
Substribe diagnose, then stay to help your team with plans of action.
Typical engagement: SLT meetings
Value Reset
Test for value in market aligning cross functional teams on problem, product and go to market fit.
Value Build
Run the full diagnostic including customer testing.
You get a complete picture of where revenue is at risk, where it’s being left on the table, and what to do about it.
Typical engagement: In depth discovery, team engagement and testing ideas with the wider Substribe network. Ongoing support for SLT and wider team.
What you get
- Customer intelligence from direct conversations
- A diagnostic system of thinking you can use to cut through opinions
- Cross-functional teams aligning on customer value and revenue growth
Start with a conversation
Run through the diagnostic to understand your subscription model and your direction of travel.
Prefer email? Contact andy@substribe.co
