Revenue Durability
Identify Revenue Opportunities & Risks—Early
Revenue Durability is your leading indicator of revenue retention, expansion potential, and innovation demand. It is measured by linking customers’ current spending to their confidence that your company will continue to solve their evolving business challenges.
Customer Validation Visibility™
Metric 1: Customer Validation Visibility™ is a repeatable predictive metric of your company’s revenue resilience over the next 12 months, specifically its ability to retain and expand existing revenue.
The metric is derived from each customer’s rating of the innovative value they expect your company to deliver in the future on a 1-10 scale. These ratings reflect your effectiveness in keeping pace with customers’ evolving needs.
By weighting customer expectation scores by current revenue, the Revenue Durability Score estimates future revenue retention, growth potential within existing customers, and ongoing demand for innovation.
The score is used to identify new opportunities from customer’s current and emerging needs (See notes below).
The Score gives early visibility into:
- Product-Market Fit
- New Opportunities from Customer’s Current and Emerging Needs
- Demand for Innovation
- Your company’s Innovation Reputation Benchmark
Why it is different
- Customers rate their expectations of your company to deliver innovative value in the future.
- It is a simple, but highly insightful metric that opens conversations with customers to identify their most pressing needs.
- It rapidly identifies and quantifies potential growth and risk before it is revealed in financials.
- It is a quantifiable measure that connects everyone in your business to its future growth.
- It links customer expectations to your future revenue and growth rate.
What achieving a high score means from your customer's perspective
- We value what your company has done for us in the past.
- We trust your company to help solve our new problems.
- We are willing to disclose our current and emerging needs to you.
- We are willing to pay a premium for your solutions.
What achieving a high score means for your business
- Your product or service is valued.
- Your innovation credentials give you a competitive advantage.
- You are building future demand.
- You are building predictable growth.
What achieving a high score means to your prospective customers
- It elevates your company’s competitiveness.
- It validates your capability and innovation credentials.
- It instils confidence in your company as a problem solver.
- It shortens their search for a supplier