Your Installed Base Has No Renewal Date. It Has a Decision Date.
In engineered products, retention is decided at the next platform generation, line rebuild or requalification, long before it shows up in revenue. Two numbers that make the risk visible.
When Your Top Seller Produces Four Times the Median
A four-to-one spread between your best rep and the median is the absence of a repeatable play. How to measure it in an afternoon, what the spread tells you, and how to turn one person's knowledge into the company's.