Chapter preview · Arc VI — Build moats that last
Chapter 21 — Beyond One-and-Done
The Tangible Stack: The Architecture of Recurring Revenue
Escaping the durable-goods predicament through a seven-layer Tangible Stack of consumables, services, platform layers, and third-party marketplaces.
In 1998, I designed a 300-liter residential waste bin. Some customers still have them. The manufacturer has not seen another dollar from those customers since.
That is the durable-goods predicament in one sentence: a product designed to last, and a maker whose commercial relationship with the customer ends at the loading dock. Brand loyalty is coveted, but it rarely materializes. The next time the buyer needs a bin, they are just as likely to choose another brand as to return to the original one.
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