Focus on Continuous ARPU Expansion

Today, to increase ARPU (average revenue per user), you need to design feature-level packaging every bit as much as product functionally. The same people on product management ought to be thinking together with Rev-ops and Sales about how do you dish the product out, how do you launch the pieces, how do your turn on pieces, and how do you enable pieces. It becomes a part of the art of product design as much as the art of revenue design – and that’s where these two rules of thought really come together. Basically, you need to design an expansion pass.