Real Deals Media’s CEO called Substribe in – the latest chapter in a relationship that goes back years. He has brought Andy Burden in at every company he’s led: Computing at Incisive Media, the Farmers Guardian reboot at Arc, and now two brands at Real Deals Media – Real Deals and The Drawdown. This time […]
PEI Group: from events to membership engine
How a Substribe discovery sprint created the blueprint for a recurring revenue model Triple Revenue. Quadruple EBITDA. Moved to a flagship buyout fund. PEI has a long history of relationships with the people who run private equity, private credit, infrastructure and real estate capital. Editorial credibility across every major asset class. A community of investment […]
AgriConnect: Long Term Impact Of Customer Discovery
When Farmers Guardian was acquired in 2021, it needed a reboot. Investing time in understanding your customers’ situation compounds growth. AgriConnect recently told ‘A Media Operator’ that the business is “on course for increased revenue and profit, driven by the digital growth across media advertising, sponsorship and memberships.” Digital-only subscriber numbers have grown 119% year-on-year. […]
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 […]
Seat based selling is killing your value
Your customers don’t believe the value of a subscription depends on the number of seats they use. After years of speaking with people who buy information for their organisations, here’s what I think the exam question for b2b information brands is: “Will this information improve our customers’ performance in a way their organisation cares to […]
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, […]
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 “defendable data this way”. Doesn’t matter if you’re not supporting a decision. If your leadership team can’t name the decision your product enables […]
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 your b2b customers? For my money, it’s in the unpublished expertise hiding in groups of leaders, who sense what’s waiting around the next […]
Why Your Happiest Customers Might Be About to Leave
The Churn Signal NPS And Satisfaction Scores Fail To Detect. 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 we have 1000 data points across B2B information services from the customer sentiment […]
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 it. Why this “what if” matters now Across late 2024 and 2025, the temperature in Western politics has risen sharply. The US has […]
