That’s what we asked a room of b2b subscription leaders responsible for billions of NRR and GRR subscription revenues. What are the missing insights you need to carry on growing? Can your revenue retention rates climb ever higher? How high is too high? The way to rocket retention still involves the subscription fundamentals. Knowing the […]
Part Four: Recurring value
In the final part of our series, we investigate the importance of ensuring your customer gains value from their subscription early on in their relationship with your product. Building block 4: Time-to-value (TTV) On-boarding subscribers is critical. Time-to-Value (TTV) is the amount of time it takes a new customer to realise value from your product, […]
Part Three: Value-based pricing
In the third part of our series, we delve into subscription pricing and how understanding customer perception of the value, is vital. Building block 3: Value-based pricing Value-based pricing is finding out what customers are willing to pay for, based on their perception of value. This approach can identify groups of customers who are poised […]
Part Two: Customer obsession
In the second part of our series, we take a look at how successful b2b subscription businesses place the customer at the heart of all operations, in order to win big. Building block 2: Customer Obsession Excellent subscription companies obsess about their customers. Teams across the organisation need to know, and agree, who the customer […]
Part One: Purposeful organisation
The following checklist is useful to assess where you are now and what to do next. Use the questions as a basic diagnostic to help figure out your gaps. The more you answer ‘Yes’, the better your position. Think about your next step to take to close the gap on subscription excellence. Building block 1: […]
Optimising your subscription business for customer value
Subscriptions are nothing new. Traditional subscription companies kept customers at arm’s length. Subscriptions were an efficient financial model of recurring contracts. Now, high-performing subscription companies obsess over customers. Examples of this include the movement to memberships and community. But looking further afield to Software-as-a-Service (SaaS), it is about putting the success of the customer first […]
