Revenue models determine whether uncertainty strengthens or weakens businesses. Successful structures share specific characteristics.
Usage-Based Pricing Models
Fixed pricing assumes stable value delivery. Usage-based pricing adapts to changing conditions automatically.
Rachel transformed her software business with usage-based pricing: - Customers paid only for actual utilization - Prices adjusted to value delivered - No long-term commitments required - Scaling happened automatically - Revenue tracked real activity
During disruption, customers who used more paid more, those who used less paid less. Everyone stayed; revenue remained stable despite wild usage swings.
Value-Capture Mechanisms
Traditional models charge for inputs (time, materials, features). Uncertainty models charge for outcomes.
Kenneth rebuilt his agency around value capture: - Performance-based compensation - Success fees for achieved results - Equity participation in growth - Revenue sharing agreements - Outcome-based retainers
When disruption made results harder to achieve, his fees increased proportionally. Clients gladly paid for scarce success.
Subscription Resilience Patterns
Not all subscriptions survive uncertainty. Successful ones share specific traits:
Monica analyzed resilient subscriptions: - Critical service delivery (not nice-to-have) - Immediate value realization (not future promise) - Flexible usage rights (not rigid allowances) - Community benefits (not solo consumption) - Continuous improvement (not static offering)
Her subscription box service incorporated all five traits, maintaining 95% retention through severe disruption.