Trace a downstream business outcome back to the stage constraining it.
The symptom Expansion revenue missed plan, and the room is already debating price changes. If the cause is upstream, a revenue-only fix will be expensive and late. Framework Walk upstream through AARRR When a downstream metric weakens, ask which earlier stage could have produced that weakness in a believable way. Weak move Treat the revenue chart as self-contained. The team works on the earliest credible cause, not the loudest symptom. Revenue problems often have acquisition, activation, or retention roots. Start upstream Step 1 Where do you look first? Find the retention driver Step 2 The retained base is weaker. What…
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