Perspectives
Analysis and perspectives from our partners on the trends, disruptions, and opportunities facing global enterprises.
What an Australian or New Zealand company should build first in revenue operations: shared definitions, clean data and one owner, before any platform.
Multiple expansion no longer carries returns. A guide for portfolio-company CCOs on redesigning pricing, coverage and pipeline to meet a sponsor's growth case.
How service-based SMEs can shift clients from one-off projects to retainers and subscriptions, and why buyers, lenders and cash flow all reward the move.
Why founder-led companies systematically underprice, and how a CEO can reset prices safely by segmenting customers and communicating value before the number.
Seat-based pricing is losing share to hybrid models. Here is how a SaaS CEO can move to usage or outcome pricing without destabilising revenue.
NATO agencies buy openly but procedurally. Registration and national endorsement come first, and the route differs by agency, so a deliberate sequence beats cold outreach.
Ancillaries now fund the modern airline, and European regulators are watching how they are sold. A CFO’s guide to growing extras without resentment.
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