Revenue quality
Define ARR, retention and expansion by customer cohort.
Who renews, who grows, and why?
THE PLAYBOOK
Enduring principles.
AI-era economics.
Three principles we use with every client. They’re short and practical, and you can start on them this week.
01 / KNOW YOUR BASELINEAgree on the business
Agree on the business
you have today.
Before deciding where AI belongs, get a shared, honest view of where the business stands.
Cost to serve
Map delivery costs and gross margin by product and customer type.
What does it really cost to deliver value?
Customer progress
Measure the time from signature to first useful outcome.
Where does momentum stall?
IN PRACTICEFor every measure, write down its definition, data source, owner and the decision it informs. Don’t change a definition halfway through a plan.
02 / REBUILD THE ECONOMICSRe-test the old
Re-test the old
assumptions.
AI changes what customers buy, how software gets built and what it costs to run. The model needs rebuilding from the baseline up.
Pricing and packaging
Seats are giving way to usage and outcomes.
Does your price follow the value customers actually get?
Product and build cost
AI changes what you build, what you buy and how fast you ship.
Which roadmap bets still make sense?
Operating model
Sales, support and delivery can all be done differently.
Where does the cost base no longer match the revenue?
IN PRACTICERebuild the model from the baseline up, then choose the three to five moves that change the economics. Everything else waits.
03 / MAKE THE WORK BETTERMake the plan
Make the plan
something a team can run.
A plan only matters if the team can run it, week after week.
Clear owners
One name per priority, with the authority to act.
Useful measures
A handful of numbers the team actually uses, tied back to the baseline.
A weekly rhythm
A short, fixed meeting that keeps decisions moving and surfaces problems early.
IN PRACTICEIf a priority has no owner, no measure and no slot in the weekly rhythm, it isn’t really a priority.
Work through the playbook on your business: start with a baseline review ↗
YOUR NEXT CHAPTER
What needs to change
in your business?
Start with the decision you’re facing.
We’ll help you see the numbers and choose the next move.
win@perennialsaas.com COMMON SENSE. MADE OPERATIONAL.