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: […]
Revolutionising Retention
What if I told you everything you thought you knew about retention was wrong? What if I told you, you need to rip up the renewal rule book and start again? WARNING – that’s exactly what you need to do, and our latest masterclass “Unlocking Recurring Revenues with Net Revenue Retention” outlines every step to […]
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 […]
Beyond RFV – A New Dimension in Engagement Measurement
According to renowned management thinker Peter Drucker: “If you can’t measure it, you can’t change it.” So how can we improve engagement levels without first having a complete and comprehensive way of measuring them? Is it finally time to look beyond the regular metrics of recency, frequency and volume? This was a point clearly understood […]
How to Justify Renewal Uplift In B2B Subscriptions
Renewal time is like a birthday. It comes round at the same time every year and, if you’ve been good, people give you nice things. The difference with b2b subscription renewals is that you’ve got to work for it – and justify it. Karen Prevezer, Head of Pricing at LexisNexis, recently gave us some insight […]
