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 For my money, it’s in the unpublished expertise hiding in groups of leaders, who sense what’s waiting around the next […]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 […]
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 business and customers. Life in the Growth Lane Your fastest growing competitors focus on: Finding accounts, people and situations who match their top […]
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 popping. The sales team is patting themselves on the back. But fast forward 12 months, and that same client is heading for the […]
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 of the data is a blend of belief, reality, and hope. Too powerful to ignore when put like that. But easy to dismiss […]
A hero metric for product engagement
In b2b premium information products, consumption of content is not necessarily value. Time on site does not always mean value – maybe the opposite. Visits may be infrequent. So, how might we unlock the connection between engagement and retention in b2b subscriptions? The Substribe SubsLab is about compressing learnings – often built over a long […]
Turning Product Strategy Into Action
There are many different ways for B2B subscription companies to build products – but there is often a big gap between the high-level strategy and real-life practice. A product strategy might look good on paper, but how do you turn it into action? This was an ideal topic for SubsLab #3, the third in our […]
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 […]
