Four changes to pricing and packaging grew WP Engine from $1 million to $5 million in a single year. No new product, no new market, no new funding - just four changes to what the company already had.
That is a multiplier: a place where a small change produces an outsized, durable gain in growth and profit through a mechanism you can understand and repeat, rather than a stroke of luck you can only envy. Every business has a few, and they stay hidden because you lack the data to see them, or because they look identical to the other forty things on your to-do list, or because you know exactly what yours is and you're afraid to face it.
There are 11 in here, including:
The 5% of customers who generate 40% of your profit - and the 10% quietly destroying 30% of it
Why raising prices can increase signups, by moving you into a healthier market
The cancellation math that caps how large your company can ever get, and how to raise that ceiling
Why the customer who loves you for your flaws opens a market 100 times larger, not smaller
Once you understand a multiplier, you can run strategies your competitors think are crazy, and win unopposed because they won't copy what they don't understand.
Jason Cohen has built four companies over 25 years and invested in 60 more. He founded WP Engine, which now serves 200,000 businesses, and bootstrapped Smart Bear before selling it. He wrote it for founders and operators who want to understand the mechanism and adapt it rather than fill in another template - so you don't need 25 years to find your own multipliers.
