Email & Retention Marketing

Mar 05 2026

When Your Price Is Too Low: The Underpricing Signal and What It’s Costing You

By Michael Lynch Business Strategy & Positioning, Conversion Optimization & Sales Psychology, Email & Retention Marketing, Lead Generation & Demand Creation, Thought Leadership & Authority Building

When Your Price Is Too Low: The Underpricing Signal and What It's Costing You HP DemandSignals™ | Highly Persuasive A study published in the Journal of Marketing Research asked participants to evaluate two identical products — same specifications, same materials, same manufacturer — priced at $10 and $40. The $40…

Feb 24 2026

How Partner Channels Dilute Brand Positioning Through Structural Damage

By Michael Lynch Business Strategy & Positioning, Conversion Optimization & Sales Psychology, Email & Retention Marketing

Why Partner Channels Dilute Brand Positioning — And What to Do Before the Damage Becomes Structural There is a special kind of brand positioning problem that only becomes visible after it's already expensive to fix. It doesn't announce itself. It accumulates quietly, through a series of commercially logical decisions that…

Apr 15 2025

The Onboarding Gap: Why SaaS Companies Lose Users They Already Had

By Michael Lynch Marketing Strategy & Growth, Email & Retention Marketing, Lead Generation & Demand Creation

The Onboarding Gap: Why SaaS Companies Lose Users They Already Had Most SaaS churn problems are not product problems. They are brand problems — specifically, a gap between the brand promise that closed the sale and the reality the user discovers in the first thirty days of using the product.…

Apr 04 2025

The Conversion Gap Is Not a Marketing Problem

By Michael Lynch Conversion Optimization & Sales Psychology, Email & Retention Marketing, Influence & Consumer Psychology, Lead Generation & Demand Creation

The Conversion Gap Is Not a Marketing Problem CEB's landmark research on B2B buying behaviour, replicated and extended across multiple industry verticals over the following decade, produced a finding that most marketing departments have still not fully absorbed: the single largest driver of purchase decisions is not competitive differentiation, price,…