Why AI can’t make the customer discovery breakthrough for you, and what a Star Wars trench run taught Andy Burden about trusting 28 years of pattern recognition.
Aspermont: from seat pricing to enterprise decision infrastructure
Aspermont is shifting from multi-brand, seat-based subscriptions to enterprise decision infrastructure. A Substribe discovery sprint found that a single subscription seat already reaches 5.4 internal functions on average, and that finding led Aspermont’s June 2026 ASX update and its move to enterprise agreements.
Financial Services Forum: connecting positioning, packaging and pricing to audience needs
At Incisive Media, Andy Burden worked on the Financial Services Forum – reshaping its pricing strategy by connecting positioning, packaging and pricing directly to what the audience actually needed. Pricing hadn’t been touched in a long time before this work, and there was real internal debate about whether to move it at all. The leadership […]
One leader, three companies: why the same person keeps calling Substribe back in
One relationship, four brands, three companies. This isn’t a Substribe origin story about one lucky client – it’s a pattern worth naming, because it says more about how discovery-led work earns trust than any single case study can. One CEO has brought Andy Burden in at every company he’s led: Computing and the Financial Services […]
Real Deals Media: finding the framework already inside the subscription
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. […]
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, […]
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 […]
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 she’d swallowed lead? Sarah was reflecting on one of the problems that hit the business just before her break. Sarah’s biggest client moved […]
