Stephen this is an excellent note in general, but the piece I must enjoyed was the Cohort component.
I am often tasked with studying churn or a company's pipeline generation.... but the execs have a "median mindset" and can't think in terms of Cohorts.
It is very confusing (to some of them) to imagine the Closed/Lost deals from last month really represent:
- deals created 1, 2 and 3 months ago
- from X different pipe sources
- influenced by Y different teams
...and that's before variance in WHICH prod they buy and other factors.
Thanks for sharing this glad there are more like minded out here!
Stephen this is an excellent note in general, but the piece I must enjoyed was the Cohort component.
I am often tasked with studying churn or a company's pipeline generation.... but the execs have a "median mindset" and can't think in terms of Cohorts.
It is very confusing (to some of them) to imagine the Closed/Lost deals from last month really represent:
- deals created 1, 2 and 3 months ago
- from X different pipe sources
- influenced by Y different teams
...and that's before variance in WHICH prod they buy and other factors.
Thanks for sharing this glad there are more like minded out here!