Deliberate Growth Framework for Startups

•Télécharger en tant que PPTX, PDF•

6 j'aime•1,491 vues

When it comes to growing a startup, there is only one proven, repeatable method and that is getting deliberate! This slide deck introduces the Deliberate Growth Framework for startups and includes Customer Success, Desired Outcome, FOMO, Ideal Customers.

Petites entreprises & entrepreunariat

INTRODUCING THE
DELIBERATE GROWTH
FRAMEWORK
Lincoln Murphy, Founder
Sixteen Ventures

100% of the time, the biggest
barrier to progress - traction,
growth, etc. - is NOT being
DELIBERATE.

Deliberate =
“done consciously and
intentionally”
http://sixteenventures.com/

Customer
Success
Desired
Outcome
Eliminate
FOMO
Ideal
Customer
Deliberate Growth Framework
Get Deliberate
http://sixteenventures.com/

Deliberate Growth Framework
Customer
Success
Desired
Outcome
Eliminate
FOMO
Ideal
Customer
Get Deliberate
http://sixteenventures.com/

Why Get Deliberate?
• Throwing a bunch of stuff at the wall and
seeing what sticks is for amateurs
• It wastes time, resources, energy,
money, etc.
Deliberate Growth Framework http://sixteenventures.com/

Question!
How many of you believe that,
given enough time, money, and
resources, anything is possible?
Deliberate Growth Framework http://sixteenventures.com/

Why Get Deliberate?
• Grow because of – not in-spite - of your
efforts
• No More Sloppy Progress!
Deliberate Growth Framework http://sixteenventures.com/

Sloppy Progress
• Accepting any growth as good growth
• Focusing on Vanity Metrics
• Seeds of Churn are Planted Early
Deliberate Growth Framework http://sixteenventures.com/

Deliberate Growth Framework
Churn = Bad
http://sixteenventures.com/

Question!
How many of you had heard of
Customer Success before
today?
Deliberate Growth Framework http://sixteenventures.com/

Question!
How many of you have
implemented Customer Success
in your business?
Deliberate Growth Framework http://sixteenventures.com/

customer success =
“Your customer achieving
their Desired Outcome
through their interactions with
your company.”
Deliberate Growth Framework http://sixteenventures.com/

Customer Success
Management = “Proactively
managing the process of your
customers achieving their
Desired Outcome”
Deliberate Growth Framework http://sixteenventures.com/

Customer Success is Hot
Deliberate Growth Framework
• Part of the SaaS Business Model now
• Driver of Customer Lifetime Value (LTV)
• Longer Lifetime
• More Revenue
• Second Order Revenue
http://sixteenventures.com/

When to do Customer Success?
Deliberate Growth Framework
• Before you Launch (or Now)
• Churn Kills
• Company Value
• Morale
• Total Addressable Market
http://sixteenventures.com/

When to do Customer Success?
Deliberate Growth Framework
• Only Acquire Customers with Success Potential
• Technical Fit
• Functional Fit
• Experience Fit
• Support Fit
http://sixteenventures.com/

What is Desired Outcome?
Deliberate Growth Framework
• What they want to achieve through their
interactions with your company
• Required Outcome + Appropriate
Experience
http://sixteenventures.com/

The Success Gap
Deliberate Growth Framework
• Their Desired Outcome may only be
achieved outside of your product
• The best companies understand & bridge
this gap
http://sixteenventures.com/

Protip: How to use Desired
Outcome in your Marketing
Deliberate Growth Framework http://sixteenventures.com/

“Enter the conversation
already taking place in
your customer’s mind.” –
Robert Collier
Deliberate Growth Framework http://sixteenventures.com/

“Enter the conversation
already taking place in
your customer’s mind.” –
Robert Collier, c1937
Deliberate Growth Framework http://sixteenventures.com/

Success = Their Desired Outcome
http://sixteenventures.com/

Question!
How many of you know what
FOMO means?
Deliberate Growth Framework http://sixteenventures.com/

What is FOMO?
Deliberate Growth Framework
• Fear of Missing Out
• “… we must sign that customer no matter what”
• “… ‘go wide’ … don’t narrow your focus”
• “… take that custom dev …”
http://sixteenventures.com/

Question!
How many of you have
experience FOMO before?
Deliberate Growth Framework http://sixteenventures.com/

The Reality of FOMO
Deliberate Growth Framework
• You ARE missing out by not focusing
• Real, Actionable Insights
• It’s better to not sign a customer who’s a
bad fit now and possibly sign them later
when they are a good fit
http://sixteenventures.com/

What is an Ideal Customer?
Deliberate Growth Framework
The customer type that – over a strictly-
defined time frame - you will dedicate
Sales and Marketing Resources to
acquire.
http://sixteenventures.com/

Is this just Persona Mapping?
Deliberate Growth Framework
• No.
• Persona mapping comes AFTER you’ve
identified your Ideal Customer
• Personas are different depending on
customer type
http://sixteenventures.com/

@lincolnmurphy
Lincoln Murphy, Founder
Sixteen Ventures

Contenu connexe

Tendances

The Onboarding and Training Playbook for Big Customers

Gainsight

The Customer Success movement has taken the SaaS industry by storm, even requiring an updated SaaS Business Model definition. But what exactly is Customer Success? Is it an organizational mindset? Is it a corporate strategy? Is it a set of tactics designed to produce happy, successful customers that in turn creates success for you, the SaaS vendor? The answer is... all of the above. In this guide I've enumerated 17 key elements of Customer Success for SaaS companies. I hope it helps you reach your goals.

The Definitive Guide to Customer Success 2017

Lincoln Murphy

Effective Presentation

Naushad Thotad

Network Marketing Tools

James Dillehay

Good PowerPoint Design - for business presenters

Alexander Osterwalder

Wild Slides: 20 tips to improve your PowerPoint presentations

Make Great

The Challenger Sale PowerPoint Presentation

InterviewMeToo

The best way to get people interested in what you have to say is to touch their emotions. Telling a good story not only helps to deliver your message it also helps connect with your audience or client on an emotional level. As, possibly, the oldest form of teaching, Storytelling is an indispensable skill for Public Speakers, Trainers, Managers, Business Owners, Sales People, and more. Learn the art of storytelling and sell your message to the world.

Telling Amazing Stories to Enhance Your Presentations

Boom San Agustin, CSP, CC, CL

Guidelines to powerpoint

Edwin Theko Malebe

Stop Selling, Start Teaching The Challenger Sale, a groundbreaking book from the Corporate Executive Board, blew our ideas about sales strategy wide open. After extensive research across a whole range of industries, CEB discovered that successful salespeople challenge their customers by not simply responding to their needs but actually redefining them. A good challenger provides insight, helps a customer avoid pitfalls, and offers products and services that the client doesn’t even know exist. This technique is called “Commercial Teaching,” and any teacher will tell you, it’s all about your presentation. At Propoint, we’ve been in the business of building engaging presentations and other marketing and sales collateral for over a decade. We believe that companies can achieve better results with well-constructed and well-designed presentations. Applying the lessons of The Challenger Sale and Commercial Teaching to your presentation can add additional levels of insight and persuasiveness and is another step toward more memorable presentations.

The Challenger Sale: Commercial Teaching and Your Sales Presentation

Modicum

How the Challenger Sale philosophy applies to CSM

Gainsight

When a customer raises objections they are providing salespeople with useful although negative information about the purchase. Objections generally fall into two categories: misunderstandings and drawbacks. The misunderstandings and drawbacks salespeople encounter become “stumbling blocks” or “stepping stones” depending on how they are handled. This fast-paced seminar teaches a six-step process for handling resistance to ensure that drawbacks and misunderstandings become “stepping stones” to the close.

Handling Resistance: The Sale Begins When the Customer Says No

Bob Hafer

Time and again you will come across problems that are seeming unsolvable. In many cases you don’t even know how to approach them. Luckily, there are a lot of nice management consulting tools, techniques and frameworks that will help you solve every day problems. You don’t have to go to top consulting firm to master them. You can master them by taking my course. This course will help you drastically improve your skills in solving problems using management consulting tools, techniques and frameworks. In this course we will mainly concentrate on solving real life problems like: goal settings and defining what and when to do, estimating the cost of a wedding, losing weight and getting in shape, deciding whether to do an MBA or not, choosing the right boyfriend / girlfriend, deciding whether you should buy a car or not, deciding when to retire and many more. If you have a specific problem just let me know and I will give you tips on how to solve it using the tools presented in this course. The course is designed for people who want to become more data driven and less emotional in the way they solve problems and make decisions. Thanks to the course you will be making better decisions and solve problems that have seemed so far unsolvable. In the course you will learn 3 things: 1. What consulting techniques, tools and frameworks there are 2. When to apply each and one of them 3. How to use them in practice including examples how to calculate specific things in Excel This is a part of my online course: http://bit.ly/SolvingProblemsHacks

Management Consulting Approach to Problem Solving

Asen Gyczew

SMART Sales System - Module 4: Sales Scripts

SalesScripter

Success Secret for MLM Business

MLM Training India

The Big List of 15 MLM Prospecting Techniques You Should Know (PDF Version 1.0)

Darren Ebona

Sales Cycle Management

Amin Sameni

What is the aim of this presentation? Consulting firms are hired very often to help with Mergers & Acquisitions. Those projects are difficult as you have to deliver results fast and you have to deal with many stakeholders. You not only have to help select potential targets, model businesses in Excel, but also you will have to estimate the potential benefits of M&A, the value of the firm and forecast the development of the acquired firms. In this course I will teach how to perform fast and efficiently different types of analyses during M&A projects. In the course you will learn the following things: 1. What kind of analyses you may have to do during M&A project 2. How to Select Potential Targets for M&A using Excel 3. How to create a financial model in Excel for M&A purposes 4. How to estimate the value of M&A target 5. How to estimate potential synergies coming from M&A process 6. How to conduct commercial due diligence 7. What kind of market research tools you can use during due diligence For more check the following course http://bit.ly/MAMConsulting Tags: financial analysis, M&A, investment analysis, NPV, financial indicators, controlling, valuation, acquisition, mergers Management Consulting projects, Consulting Project, McKinsey, OC&C, PwC, EY, Bain, BCG, performance improvement projects, Alvarez & Marsal

M&A for Management Consultants & Business Analysts

Asen Gyczew

Bad PowerPoint Slides

Koichi Sato

Consultative Sales Training

Scott Boren

Tendances (20)

The Onboarding and Training Playbook for Big Customers

The Definitive Guide to Customer Success 2017

Effective Presentation

Network Marketing Tools

Good PowerPoint Design - for business presenters

Wild Slides: 20 tips to improve your PowerPoint presentations

The Challenger Sale PowerPoint Presentation

Telling Amazing Stories to Enhance Your Presentations

Guidelines to powerpoint

The Challenger Sale: Commercial Teaching and Your Sales Presentation

How the Challenger Sale philosophy applies to CSM

Handling Resistance: The Sale Begins When the Customer Says No

Management Consulting Approach to Problem Solving

SMART Sales System - Module 4: Sales Scripts

Success Secret for MLM Business

The Big List of 15 MLM Prospecting Techniques You Should Know (PDF Version 1.0)

Sales Cycle Management

M&A for Management Consultants & Business Analysts

Bad PowerPoint Slides

Consultative Sales Training

En vedette

Deliberate Growth Framework - Startup Istanbul

Lincoln Murphy

Kicking Ass with Customer Success; The Ultimate Growth Hack for Startups

Lincoln Murphy

The Secret to Rapid Growth in Any Market: Take your company to the next level...

Lincoln Murphy

The Secret to Rapid Growth in Any Market: Take your company to the next level...

Lincoln Murphy

The Secret to Creating Deep, Meaningful, and Profitable Customer Engagement

Lincoln Murphy

The Secret to Rapid Growth in Any Market: Take your company to the next level...

Lincoln Murphy

Take the Power Back - The Power of Customer Success - #FlipMyFunnel Festival ...

Lincoln Murphy

These slides are from the October 20, 2016 keynote presentation of Email Marketing Summit Australia in Brisbane, Australia by Lincoln Murphy. When a prospect takes a chance on us and becomes a customer, it’s because they trust what we’ve told them. When a customer buys more because they received the value we promised, it’s because that trust is stronger. And when a customer tells their friends about us because we delivered what we said we would, that’s the ultimate in trust. Email, used correctly, has the potential to change your world, to change the world of your customers, and to create powerful, authentic human connections at scale. Lincoln’s Keynote will help you understand how to use email to create powerful, authentic human connections built around trust, enabling you to Acquire the best customers, engage those customers to deliver value, re-engage customers you let slip away, and create advocates in your business (and life!)

Engage! Creating Powerful Human Connections with Email - EMSA Australia Keynote

Lincoln Murphy

On November 3, 2016, in Florianópolis, Brazil, at RD Summit 2016, Lincoln Murphy presented on Customer Success-driven Growth to an enthusiastic crowd eager to learn how to make their customers - and in turn - their companies, successful. Whether you have a subscription business or you sell one-off products or services and simply want to do business with your customer more than once, Customer Success should be your driving purpose. The Customer Success approach is invading the boardroom and impacting the way CEOs think about their business. Today, Customer Success is the hottest B2B movement since the advent of the subscription business model.

How Customer Success-centricity Drives Revenue, Growth, and Valuations - RD ...

Lincoln Murphy

On November 10, 2016, in Belo Horizonte, Brazil, at the 2016 San Pedro Valley Summit, Lincoln Murphy gave a keynote presentation on Customer Success-driven Initial Traction for Startups. Using the true definition of Customer Success as the backdrop for initial traction for very early-stage Startups is something few people talk about. But this presentation showed exactly why you should do this and how to make it work.

Customer Success-driven Initial Traction for Startups - 2016 San Pedro Valley...

Lincoln Murphy

SalesConf - Uncovering a Treasure Trove of Sales Opportunities using Customer...

Lincoln Murphy

On September 28, 2016, Lincoln Murphy presented to a group of over 100 CEOs, hosted by ACETECH in Vancouver, British Columbia, Canada. Whether you have a subscription business or you sell one-off products or services and simply want to do business with your customer more than once, Customer Success should be your driving purpose. The Customer Success approach is invading the boardroom and impacting the way CEOs think about their business. Today, Customer Success is the hottest B2B movement since the advent of the subscription business model.

How Customer Success-centricityDrives Revenue, Growth, and Valuations

Lincoln Murphy

Growth hacking the enterprise sale - San Francisco Enterprise Tech Meetup

Lincoln Murphy

Fanatical Customer Success - Customer Success-driven Growth Overview at Brazi...

Lincoln Murphy

On September 22, 2016 in Dublin, Ireland, Lincoln Murphy gave a keynote presentation called Win by Design, Not by Chance: Customer Success as a Growth Engine. The presentation covers everything from what Customer Success is to how it impacts company valuation. From Onboarding to ongoing engagement, and from sales to land-and-expand, this presentation was designed to introduce the audience to Customer Success-driven Growth.

SaaStock 2016 Keynote: Win by Design, Not by Chance: Customer Success as a Gr...

Lincoln Murphy

On November 15, 2016 at the SIIA Deciphering Marketing event in Atlanta, GA, Lincoln Murphy presented Marketing Success: Building a Customer-centric Growth Engine. We all want to efficiently acquire customers; that’s table stakes. But what if you could also get your customers to stay longer, buy more, invite you into other parts of their business, and advocate for you publicly so the efficiency of your acquisition and expansion efforts constantly improves as you grow? Many companies have already unlocked the secret to this level of success and in this keynote presentation, Lincoln Murphy showed exactly how to do it, too.

Marketing Success: Building a Customer-centric Growth Engine - SIIA Decipheri...

Lincoln Murphy

Customer Success has evolved rapidly from a way to simply make customers “happy” or reduce churn to driving a true growth engine for the business. There’s simply no more efficient – and done correctly, rapid, exponential, and sustainable – growth than growth within and from your existing customer base. As customers succeed and evolve, their relationship with you should evolve and grow as well; but you have to ensure that happens. That’s Customer Success-driven Growth. In this workshop we will cover: - how the evolution of Customer Success should change your strategy - what the 8 elements of Customer Success Management are and why they matter - what these changes will look like inside your company (org structure, compensation models, etc) - the keys to making expansion within - and from - your customer base work in a way that is customer-positive at scale This will be interactive, so bring your questions; we don't want you to leave with any questions you came with, but you'll definitely leave with a lot of new ones! Speaker: Lincoln Murphy Lincoln Murphy is a world-renowned Growth Architect, Consultant, Author, and Keynote Speaker, and one of the earliest evangelists for Customer Success. As founder of Sixteen Ventures, he’s used Customer Success to drive growth across the entire customer lifecycle for more than 400 SaaS and enterprise software companies around the world.

Developing the Ultimate Customer Success Strategy - Storm Ventures

Lincoln Murphy

Originally presented on March 1, 2017, in San Francisco, California at Salesforce as part of a PulseLocal Silicon Valley event. THE KEY ELEMENTS OF CUSTOMER SUCCESS Lincoln Murphy is the co-author of "Customer Success: How Innovative Companies Are Reducing Churn and Growing Recurring Revenue" written with Nick Mehta and Dan Steinman. IIn his keynote presentation at PulseLocal SV in San Francisco on March 1, 2017, Lincoln will outline the Key Elements of Customer Success - including Success Potential, Desired Outcome, Success Milestones, Joint Accountabilities - and how these often overlooked foundational aspects of Customer Success are the keys to unlocking success not just for your customers, but for your company. Since 2006, Lincoln Murphy directly helped 400+ SaaS companies accelerate their growth by optimizing the Customer Lifecycle, from customer acquisition to retention to account expansion and advocacy.

Partner Programs and Customer Success-driven Growth

Lincoln Murphy

Customer Successsuccess-potential-the-foundation-of-customer-success starts with acquiring customers that have Success Potential. Customers that have Success Potential are said to be good-fit customers. This is the opposite of bad-fit customers that cannot get value from a relationship with us now or in the near future. A typical reaction to any type of action that appears to limit your market is the Fear of Missing Out (FOMO). So when I say that you should NOT do business with a customer that doesn't have Success Potential, FOMO is going to tell you that you should. FOMO is going to tell you that this is limiting YOUR potential, that it's lowering your Total Addressable Market (TAM). But FOMO is wrong and if you let it dictate how you run your business, you're wrong, too.

Success Potential: The Foundation of Customer Success

Lincoln Murphy

On March 8, 2017 in San Francisco, California at the inagural Revenue Summit 2017, Lincoln Murphy gave the opening keynote on Day 2, kicking off the day with Customer Success-driven shot in the arm. Customer Success-driven Growth is growth – upsells, cross-sells, customer advocacy, viral expansion, etc. – that occurs as part of the customer’s evolution and success. As customers succeed and evolve, their relationship with you should evolve and grow as well.

Revenue Summit 2017 - Put Your Customers In the Drivers Seat and Go Full Thro...

Lincoln Murphy

En vedette (20)