Das ARPU-Grenzarbeitsblatt

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• B Kumar, George, and Pancras describe cross-buying as a way existing customers can contribute revenue across products and study drivers and consequences in a retail setting: "cross-buying by consumers enables retailers to cross-sell their products and increase revenue contribution from existing customers" Kumar et al. (2008), full-text extract held · KGP08-C1
• B Their cross-buying result is a retail customer-behaviour study, not a universal ARPU benchmark or a general SaaS growth law: "for studying the drivers of cross-buy in a non-contractual setting, we define cross-buy as the total number of different product categories that a customer has purchased from a firm from the time of first purchase" Kumar et al. (2008), full-text extract held · KGP08-C2
• B Kamakura frames cross-selling as offering an additional product to the right customer and links the strategy to share of wallet, relationship breadth, and retention questions: "increasing the firm’s share of the customer wallet, broadening the scope of the relationship with the customer, and increasing customer retention" Kamakura (2008), full-text extract held · KAM08-C1
• B Analytical targeting can identify cross-selling prospects, but a prospect score is not the same object as realised revenue per user: "a review of some of the analytical tools for identifying prospects for cross-selling" Kamakura (2008), full-text extract held · KAM08-C2
• B ARPU is revenue under a declared numerator boundary divided by eligible users under a declared denominator boundary for a named period or cohort Author metric definition · G10ARPU-OWN-C1
• B A usable ARPU record states whether revenue is gross, net, invoiced, collected, recurring, or another defined amount and which users are eligible Author metric framework · G10ARPU-OWN-C2
• B ARPU can describe average monetization under a stable boundary, but it does not by itself measure customer value, margin, retention, or causal product performance Author negative boundary · G10ARPU-OWN-C3
• B Cohort entry, plan mix, geography, acquisition route, user definition, and maturity can change ARPU without a change in the underlying offer Author measurement framework · G10ARPU-OWN-C4
• B Cross-buying and cross-selling are behaviour and offer objects that can contribute to ARPU, but neither is interchangeable with the ratio Author taxonomy · G10ARPU-OWN-C5
• B ARPU should be read beside the eligible-user count, revenue bridge, contribution boundary, and cohort composition rather than as a standalone target Author operating framework · G10ARPU-OWN-C6
• B The ARPU comparison table is synthetic and illustrative; its values are arithmetic examples, not company data or benchmarks Author synthetic object · G10ARPU-OWN-C7
• B A change in ARPU after a definition, pricing, mix, or eligibility change is descriptive until the changed mechanism and comparison window are declared Author causal boundary · G10ARPU-OWN-C8

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