The Most Important Metric for Sales Leaders in Subscription Businesses to Track and Use to Drive Revenue Growth

July 8, 2019 | 117 views

Subscription businesses that charge customers monthly for using their offerings are expanding rapidly in response to consumers’ and b-to-b buyers’ desire to try a product and walk away easily if they’re not achieving the expected value. However, the subscription-based business model puts tremendous pressure on sales organizations to facilitate a seamless transition between the buyer and customer journey and ensure customers are seeing the value they were promised during their evaluation. Many sales leaders are drowning in data and struggling to figure out what key metrics they should track to reveal their progress in growing subscription revenue. One powerful, simple metric enables sales leaders to pull the right levers to grow revenue: the ratio of customer lifetime value (LTV) to customer acquisition cost (CAC).

Spotlight

Flybe

Flybe, Europe's largest regional airline – 218 routes serving 10 countries from 75 departure points, 40 UK/35 European airports* (all routes on sale May’16 – Apr‘17).We operates more UK domestic flights than any other airline (UK CAA May’15 – Apr’16); one of only two UK-based carriers in top 20 global airlines punctuality league table by OAG (Jan ’16) and named top UK airline for punctuality in report issued by UK consumer watchdog Which? (Dec 2014).

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BUSINESS AVIATION

What 2019 Taught Us About the U.S. Airline Industry

Article | December 28, 2021

For U.S. airlines, the fourth earnings season is now complete. And as is customary these days, all players produced solid profits. Collectively, Delta, American, United, Southwest, Alaska, JetBlue, Hawaiian, Spirit, and Allegiant reached a double-digit operating margin, topping 10 percent on nearly $46 billion in revenues. For all of 2019, they earned 11 percent on $184 billion. The year before: 10 percent on $175 billion. No other country has an airline industry so stable and profitable. What were the highlights of the final quarter of the final year of the decade? Here’s a review:

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AIR TRANSPORT

What’s Interesting About 2019’s Busiest International Routes?

Article | July 15, 2022

Have you ever thought about which routes around the world see the most traffic? What would your guesses be? Every year, the organization OAG (Official Airline Guide) puts out a publication detailing the world’s busiest routes. Their 2019 report had some interesting findings. Here’s what it revealed.

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BUSINESS AVIATION

Why The Airbus A220 Is The Plane Of The Future

Article | January 28, 2022

The Airbus A220 isn’t really a new aircraft. Bombardier first flew the CSeries in September 2013, with its entry into service in July 2016. And yet, the A220 seems to be answering problems that we’re not quite having yet. Airbus predicts a need for 7,000 A220s over the next two decades, and that’s probably not too overoptimistic. Here’s how the A220 is the plane of the future, today. The landscape of aviation is changing. In the past, airlines operated on hub and spoke models, passengers were happy to fit around schedules and the price of jet fuel was so low that efficiency wasn’t a huge consideration. Clearly, aviation today is very different.

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Why Does Aegean Want To Buy Croatia Airlines?

Article | February 10, 2020

Croatia Airlines is on sale, and Aegean Airlines expressed an interest to buy it. Why did the Greek flag carrier do this, and what plans could it have for Croatia Airlines? For several years now, the government of Croatia has been trying to sell Croatia Airlines. The national airline is loss-making and has not launched a single new route in 2019.

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Spotlight

Flybe

Flybe, Europe's largest regional airline – 218 routes serving 10 countries from 75 departure points, 40 UK/35 European airports* (all routes on sale May’16 – Apr‘17).We operates more UK domestic flights than any other airline (UK CAA May’15 – Apr’16); one of only two UK-based carriers in top 20 global airlines punctuality league table by OAG (Jan ’16) and named top UK airline for punctuality in report issued by UK consumer watchdog Which? (Dec 2014).

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