Archive | March, 2010

Capacity: A Required Dimension in B2B Metrics

Posted by: Matt Shanahan Subscriber loyalty is a relative measure.  More is better, and less is worse. To qualify the level of subscriber loyalty, you compare that subscriber’s loyalty metric to all your other subscribers.  And in the B2C world, this is a straightforward process.  Let’s face it an individual only has 24 hours/day of attention that can be devoted to your product.  So it’s fair to compare any metric directly between individuals. And while metrics can be used to compare individuals, how do you determine the comparable level of loyalty for an organization? In the B2B world where we’re dealing with significant variances in sizes, attention capacity between two organizations can be enormously different which makes comparison of engagement trickier. How do […]