B2B companies use 5 distinct growth models: Sales-Led Growth, Product-Led Growth, Service-Led Growth, Relationship-Led Growth and Community-Led Growth. These models are often combined. How are they being combined? Sales-Led Growth is the most mature approach and uses the most different combinations.

There is more than one way to grow your company. The 5 most common growth models today are Product-Led Growth, Sales-Led Growth, Service-Led Growth, Community-Led Growth and Relationship-Led Growth. Most companies will have a lead strategy and a supporting strategy. Each model has implications for pricing strategy.

What questions should you be asking about your pricing as we begin 2022? The potential impact of inflation is one. Higher interest rates are another. How will you use pricing to increase the value of your company?

There are many ways for an organization to grow and many possible growth strategies to adopt. One can take a sales-led growth, or product-led growth, or service-led growth approach. Growth can come from existing offers or new offers. It can be organic or come from acquisitions. One can grow in an existing market or enter new markets. What is your growth strategy for 2022? Please take the survey. The results will be shared in March 2022.

In his excellent new book, Pricing for Growth (Jeff Robinson), asks us to adopt a growth mindset for pricing. A growth mindset (as opposed to a fixed mindset) assumes we are operating in a world full of opportunities that learning is central to execution. Will you adopt a growth mindset for pricing in 2022?

How do you know if you are executing on a service-led growth model? Like any business model having a clear set of metrics that you are tracking and planning to is critical. For service-led growth, the metrics need to capture both sides of the service-led growth flywheel and the interactions. The best overall metric is net aggregate customer lifetime value.

Service-led growth offers a compelling alternative to product-led growth. It requires less investment capital and builds stronger and more durable relationships with customers. These relationships drive the insights needed for meaningful innovation. But is service-led growth relevant to manufacturing?

Service-led growth (SLG) is a new approach to growing resilient, adaptive and sustainable companies. It is based on a growth flywheel that is kicked off with services, that lead to subscriptions, data is gathered to generate insights, that lead to new services. It is an alternative to product-led growth that is less dependent on external financing.

Product Led Growth (PLG) has proven to be a very successful business and investment strategy and has delivered some spectacular results. But is doesn’t work for every company and even the best product led growth companies will find that they need to adapt as their markets mature. But every company can learn from product led growth and needs to adopt the most powerful tactics into their own approach.

Service-led growth is driven by a positive feedback cycle. This cycle has a lot in common with the cycle that leads us to form good (and bad) habits. A concept blend of service-led growth and the habit cycle gives new insights into how to make service-led growth work.

Nir Eyal’s Hook model of how to build habit forming software solutions can also be applied to service led growth. The goal of service led growth is to internalize the the triggers that lead to actions, make the rewards more predictable, and to build up data and shared skills to generate the insights that will act as triggers for additional engagements.

Product management, customer experience (CX) and value-based pricing are strong complementary skill sets. They are seldom found in one person, but when they are that person is uniquely positioned to give us insights into how these fit together. Ed Arnold is one such person. It this interview we explore the interplay of these three skillsets and how they inform critical choices in B2B growth.

Service led growth businesses combine data insights with a software product or platform and professional services. In some cases, hardware components are part of the total solution. But customers do not experience these as different things. The customer experience is holistic. To win with the services led growth, you have to think like your customers. Every dimension of the solution is a force multiplier for the others.

Usage-based pricing is one of the themes in 2021. Both product led growth and service led growth strategies work best when there is an element of usage based pricing. But where to start? We walk you through the best way to layer in usage-based pricing.

Service Led Growth or Product Led Growth? Both are compelling strategies that can generate extraordinary growth and shareholder value. Ed Arnold provides a guide on who to make this important strategic growth.

Organizations follow three different paths to adopting a service led growth strategy. They can start with a software platform, a professional services business or with disruptive new technology. Service led growth leads to higher value to customer (V2C) no matter what path you take.

Service led growth is an emerging discipline that brings together professional services, software and data to create a growth flywheel. To execute on service led growth pricing must be considered as a system and systems engineering principles applied. This post introduces service led growth and its special pricing considerations.