[cs_content][cs_element_section _id=”1″][cs_element_row _id=”2″][cs_element_column _id=”3″][cs_element_image _id=”4″][/cs_element_column][cs_element_column _id=”5″][x_custom_headline level=”h2″ looks_like=”h3″ accent=”false”]Testing a Subscription Model [/x_custom_headline][cs_element_gap _id=”7″][cs_element_text _id=”8″][/cs_element_column][/cs_element_row][/cs_element_section][cs_element_section _id=”13″][cs_element_row _id=”14″][cs_element_column _id=”15″][cs_element_headline _id=”16″][cs_element_gap _id=”17″][cs_element_text _id=”18″][cs_icon_list][cs_icon_list_item title=”Recurring revenue and smooth demand” type=”check” link_enabled=”false” link_url=”#” link_new_tab=”false”]Recurring revenue and smooth demand[/cs_icon_list_item][cs_icon_list_item title=”More revenue from existing customers than new” type=”check” link_enabled=”false” link_url=”#” link_new_tab=”false”]More revenue from existing customers than new[/cs_icon_list_item][/cs_icon_list][cs_element_text _id=”22″][cs_icon_list][cs_icon_list_item title=”Continuous investment in adding value” type=”check” link_enabled=”false” link_url=”#” link_new_tab=”false”]Continuous investment in adding value[/cs_icon_list_item][cs_icon_list_item title=”Costly to raise expectations, surprise and delight (e.g. Netflix’s enormous content development spend)” type=”check” link_enabled=”false” link_url=”#” link_new_tab=”false”]Costly to raise expectations, surprise and delight (e.g. Netflix’s enormous content development spend)[/cs_icon_list_item][/cs_icon_list][cs_element_text _id=”26″][cs_icon_list][cs_icon_list_item title=”Retention is a primary metric for a subscription model” type=”check” link_enabled=”false” link_url=”#” link_new_tab=”false”]Retention is a primary metric for a subscription model[/cs_icon_list_item][cs_icon_list_item title=”Net new customer growth” type=”check” link_enabled=”false” link_url=”#” link_new_tab=”false”]Net new customer growth[/cs_icon_list_item][cs_icon_list_item title=”the ratio of CAC (cost of customer acquisition) to LTV (lifetime value)” type=”check” link_enabled=”false” link_url=”#” link_new_tab=”false”]the ratio of CAC (cost of customer acquisition) to LTV (lifetime value)[/cs_icon_list_item][/cs_icon_list][/cs_element_column][cs_element_column _id=”31″][cs_element_headline _id=”32″][cs_element_gap _id=”33″][cs_element_text _id=”34″][cs_icon_list][cs_icon_list_item title=”Access more valuable than ownership” type=”check” link_enabled=”false” link_url=”#” link_new_tab=”false”]Access more valuable than ownership[/cs_icon_list_item][cs_icon_list_item title=”Simplicity, less stuff” type=”check” link_enabled=”false” link_url=”#” link_new_tab=”false”]Simplicity, less stuff[/cs_icon_list_item][/cs_icon_list][cs_element_text _id=”38″][cs_icon_list][cs_icon_list_item title=”Overcome benefits of ownership” type=”check” link_enabled=”false” link_url=”#” link_new_tab=”false”]Overcome benefits of ownership[/cs_icon_list_item][cs_icon_list_item title=”Pantry load for goods: too much product arriving leads to cancel” type=”close” link_enabled=”false” link_url=”#” link_new_tab=”false”]Pantry load for goods: too much product arriving leads to cancel[/cs_icon_list_item][cs_icon_list_item title=”Fear of lock-in” type=”times” link_enabled=”false” link_url=”#” link_new_tab=”false”]Fear of lock-in[/cs_icon_list_item][/cs_icon_list][cs_element_text _id=”43″][cs_icon_list][cs_icon_list_item title=”Value of access perceived higher than value of ownership” type=”check” link_enabled=”false” link_url=”#” link_new_tab=”false”]Value of access perceived higher than value of ownership[/cs_icon_list_item][cs_icon_list_item title=”“It’s only 9.99 per month”” type=”check” link_enabled=”false” link_url=”#” link_new_tab=”false”]“It’s only 9.99 per month”[/cs_icon_list_item][/cs_icon_list][/cs_element_column][/cs_element_row][cs_element_row _id=”51″][cs_element_column _id=”52″][cs_element_image _id=”53″][/cs_element_column][cs_element_column _id=”54″][cs_element_text _id=”55″][/cs_element_column][/cs_element_row][/cs_element_section][cs_element_section _id=”60″][cs_element_row _id=”61″][cs_element_column _id=”62″][cs_element_headline _id=”63″][cs_element_gap _id=”64″][cs_element_image _id=”65″][/cs_element_column][/cs_element_row][/cs_element_section][cs_element_section _id=”71″][cs_element_row _id=”72″][cs_element_column _id=”73″][cs_element_headline _id=”74″][cs_element_gap _id=”75″][cs_element_image _id=”76″][/cs_element_column][/cs_element_row][/cs_element_section][cs_element_section _id=”82″][cs_element_row _id=”83″][cs_element_column _id=”84″][cs_element_headline _id=”85″][/cs_element_column][/cs_element_row][/cs_element_section][cs_element_section _id=”91″][cs_element_row _id=”92″][cs_element_column _id=”93″][cs_element_headline _id=”94″][cs_element_gap _id=”95″][cs_icon_list][cs_icon_list_item title=”How do you go about purchasing and using this solution today? (Probe for the primary issues, determine if their is a hidden cost of ownership, understand other pain points involved in purchase and use).” type=”chevron-circle-right” link_enabled=”false” link_url=”#” link_new_tab=”false”]How do you go about purchasing and using this solution today? (Probe for the primary issues, determine if their is a hidden cost of ownership, understand other pain points involved in purchase and use).[/cs_icon_list_item][cs_icon_list_item title=”Test for jobs to be done, level of pain on the pain scale. How much of a priority is (defined problem or pain)?” type=”chevron-circle-right” link_enabled=”false” link_url=”#” link_new_tab=”false”]Test for jobs to be done, level of pain on the pain scale. How much of a priority is (defined problem or pain)?[/cs_icon_list_item][cs_icon_list_item title=”Is there a replicable job to be done or is each customer defining a pain point that will require a custom solution?” type=”chevron-circle-right” link_enabled=”false” link_url=”#” link_new_tab=”false”]Is there a replicable job to be done or is each customer defining a pain point that will require a custom solution?[/cs_icon_list_item][cs_icon_list_item title=”Is this a balance sheet capital expense, or is it expensed on your income statement? If yes would you benefit from shifting to a lower expense on the income statement?” type=”chevron-circle-right” link_enabled=”false” link_url=”#” link_new_tab=”false”]Is this a balance sheet capital expense, or is it expensed on your income statement? If yes would you benefit from shifting to a lower expense on the income statement?[/cs_icon_list_item][/cs_icon_list][cs_icon_list][cs_icon_list][/cs_element_column][cs_element_column _id=”103″][cs_element_headline _id=”104″][cs_element_gap _id=”105″][cs_icon_list][cs_icon_list_item title=”Are there any reasons why you would want to fully own this service, vs. getting periodic access through subscription if the price was right?” type=”chevron-circle-right” link_enabled=”false” link_url=”#” link_new_tab=”false”]Are there any reasons why you would want to fully own this service, vs. getting periodic access through subscription if the price was right?[/cs_icon_list_item][cs_icon_list_item title=”Arrange features, services, and benefits into key elements of your offer, and have the potential customer arrange the elements of the larger solution in order of priority. Then take away the lesser priority elements until you determine what would make an MVP (minimum viable product).” type=”chevron-circle-right” link_enabled=”false” link_url=”#” link_new_tab=”false”]Arrange features, services, and benefits into key elements of your offer, and have the potential customer arrange the elements of the larger solution in order of priority. Then take away the lesser priority elements until you determine what would make an MVP (minimum viable product).[/cs_icon_list_item][cs_icon_list_item title=”Determine the minimal offering that would be compelling enough to have the customer pay for the offering.” type=”chevron-circle-right” link_enabled=”false” link_url=”#” link_new_tab=”false”]Determine the minimal offering that would be compelling enough to have the customer pay for the offering.[/cs_icon_list_item][/cs_icon_list][cs_icon_list][cs_icon_list][cs_icon_list][/cs_element_column][/cs_element_row][cs_element_row _id=”117″][cs_element_column _id=”118″][cs_element_headline _id=”119″][/cs_element_column][/cs_element_row][cs_element_row _id=”125″][cs_element_column _id=”126″][cs_element_image _id=”127″][/cs_element_column][cs_element_column _id=”128″][cs_element_image _id=”129″][/cs_element_column][/cs_element_row][/cs_element_section][cs_element_section _id=”134″][cs_element_row _id=”135″][cs_element_column _id=”136″][cs_element_button _id=”137″][/cs_element_column][/cs_element_row][/cs_element_section][/cs_content]