Churn Prediction Done Right

Churn Prediction Done Right

The world is full of uncertainty. It is hard to make decisions when hundreds of factors determine success or failure. So it’s no surprise that humans have sought the aid of fortune tellers for thousands of years.   The Ancient Romans relied on augurs. These were...
Want A Better Buyer Persona? Quantify It With Churn.

Want A Better Buyer Persona? Quantify It With Churn.

Your business will fail if it doesn’t understand its customers.   This should not come as a shock. New upstarts displace previous market leaders by serving customer needs better. We have all experienced several disruptions in our own lifetimes. Netflix killed...
Stop Hiding Churn With Upsells

Stop Hiding Churn With Upsells

What is the best way to measure churn?   Some people will tell you to go with net dollar churn. Their logic is simple. Net dollar churn captures both revenue losses and gains among your existing customers. You shouldn’t ignore the impact of upsells, cross-sells,...
SaaS Discounts Increase Your Churn

SaaS Discounts Increase Your Churn

Discounts are one of the most powerful tools in a sales team’s arsenal. But way too many companies are using them wrong.   Excessive discounting causes a ton of damage to growing SaaS businesses. The most obvious impact is losing potential revenue. While that...