Coaching for Leaders

484: Where to Start on Subscriptions, with Robbie Kellman Baxter

Aug 10, 2020
Robbie Kellman Baxter, an expert in membership and subscription models, shares her extensive experience in helping organizations adapt to these shifts. She discusses the growing trend towards subscriptions in various industries, emphasizing the importance of creating a 'forever promise' to customers. Robbie highlights the need for businesses to truly understand their best customers and avoid simply repackaging existing services. She also provides insights into innovative approaches that enhance subscriber value, focusing on long-term relationships over immediate sales.
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INSIGHT

Subscription Shift

  • The business world has shifted towards subscription models, influenced by companies like Netflix, Spotify, and Amazon Prime.
  • Investors now value subscription-based businesses more highly, accelerating this transition.
ADVICE

Forever Promise

  • Start with a "forever promise" to customers, focusing on their long-term needs and desires.
  • Shift from short-term sales goals to a customer-centric approach, building lasting relationships.
ANECDOTE

EA's Player-First Approach

  • Electronic Arts (EA) shifted to a "player-first" mindset, focusing on player enjoyment and connection.
  • They experimented with subscription models alongside their core business, demonstrating a hybrid approach.
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