Questions from the work
Closer readings of commercial bottlenecks, pricing decisions and measurement problems, grounded in operating mechanics and published evidence.
Why untracked referrals and multi-touch models can assign demand to the wrong channel, and what an incrementality test has to recover.
The question: “How do you measure channel incrementality when buyer research happens outside the traceable clickstream?”
Source essay
The funnel bottleneck nobody measures →A closer look at how standardising sales structures can weaken account-level pricing power and customer retention after a deal.
The question: “Why does cost integration often consume the enterprise value the deal bought?”
Source essay
Integration spends what the deal bought →A diagnostic reading of SaaS pricing migrations: how grandfathered discounts reset reference points and turn a price change into a loss event.
The question: “What test proves whether a price increase is perceived as a fair adjustment or a loss event?”
Source essay
The price increase is judged before it is paid →