Description
Book SynopsisTable of ContentsForeword xi
Preface xv
Acknowledgments xxiii
About the Authors xxix
The Keynote and the Workshop: How to Read This Book xxxiii
I The Keynote 1
1 What Got You Here Won’t Get You There Thank Goodness! 3
2 We All Have a Story— Here’s a New One for You 11
3 Time- Driven Sucks Impact- Driven Matters 27
4 How Aretha Got It Right 41
5 This Could Be the Most Important Business Question Ever 47
6 Thank Goodness— A New Definition for ESG That Really Does Make a Difference 79
7 The Ongoing Upward Spiral—Perhaps a Different Kind of Legacy 87
II the Workshop 97
8 A Renaissance: The Subscription Economy 99
9 The Direct Primary Care Disrupters 107
10 Business Model Evolution 119
11 Purpose, Strategy, and Positioning 137
12 Marketing, Innovation, and Risk 151
13 Customer Transformations 167
14 Two Timeless Truths and Two Theories 179
15 Pricing the Relationship 189
16 Customer Segmentation and Pricing Tiers 205
17 Pricing the Portfolio 217
18 Measurements and Moral Hazards 239
19 Subscription Business Income Statement and KPIs 257
20 Knowledge Worker KPIs and the After- Action Review (AAR) 279
21 From Zero Defects to Zero Defections 297
22 Adoption Models 311
23 What’s Next? 327
References 335
Index 349
