1. It provides real willingness to pay data. Most companies shy away from diving into pricing, because they’re afraid of the process and end up rushing to solve other problems…
The growth share matrix was built on the logic that market leadership results in sustainable superior returns. Ultimately, the market leader obtains a self-reinforcing cost advantage that competitors find difficult…
A similar but simpler version of GRR is customer retention (also known as logo retention). Unlike GRR, customer retention is purely based on customer count, not the retained revenue from…
GRR reflects your ability to retain customers. GRR calculates total revenue (excluding expansion) minus revenue churn (contract expirations, cancelations, or downgrades). The difference between NRR and GRR is that GRR doesn’t account…
NRR reflects your ability to retain and expand customers. NRR calculates total revenue (including expansion) minus revenue churn (contract expirations, cancelations, or downgrades). Example: Your business enters January with an MRR of $27,000 and…
Step 1: Set the strategy The goals of this phase are to get buy-in about prioritizing pricing as a cross-functional initiative as well as to generate alignment about what needs…
Problem — whats the problem you’re trying to solve? Why is it so important? Solution — what is the postential solutions? Unique Value Proposition — What makes this different from other alternatives and…
Introduction — This needs to set up precisely what the material is going to cover and to inherently state the general direction of where the document plans on going. Goals — List…
1. What are our broad aspirations for our organization & the concrete goals against which we can measure our progress? 2. Across the potential field available to us, where will we choose to…
Understand and practise the standards — To set new standards, you need to know what they are first, and how they work. For a lot of businesses, these standards are in…