This presentation was given at Ezra Firestone's Blue Ribbon Mastermind in August, 2017, in Austin, Texas. It covers leverage and how to grow your business and scale your business using leverage and several tools I developed including the Leverage Mapping Canvas, the Business Growth Idea Score Card and the Business Growth Matrix.
6. 3 Ways To Find The Leverage In
Your Business…
#1: Contribution/Replication Test
#2: Rapid Growth Leverage Checklist
#3: Leverage Mapping Canvas
7. Contribution/Replication Test To Determine Ideal Leverage
Opportunities…
#1: What activity contributes the most to top line revenue?
#2: What activity contributes the most to margin?
#3: What activity contributes the most to profitable growth?
DM = Events
DM = Events
So… Do More Of #1,#2 + #3 And Replicate Wherever Possible
DM = Events
Method #1
8. Contribution/Replication Test To Determine Ideal Leverage
Opportunities For Ecommerce…
#1: What front-end products convert the best?
#2: What back-ends convert the best?
#3: How can you match your highest converting initial offers
with your higest converting follow-on offers?
Method #1
9. Replicate: How Can We Do A $6MM -$10MM Event Every Month?
Expand Internationally
• Reuse The Same Content
• Access Host-Partner Audiences
• Utilize Host-Partner Teams
• Sell Existing Sponsor Pipeline
• Tap Local Certified Partner
Network
• Launch New Countries From
Host-Partner Events
• Leveraged Customers: Partner Audiences
• Leveraged Investment: Partner + Sponsors
• Leveraged Team: Core Team + Partner Staff
• 2018: USA, Brazil,Australia
• 2019: Berlin, Moscow, Hong Kong
10. Method #2
__ Expand Internationally (T/G/S/F)
__ Manufacture In-House (G/S)
__ Buy Your Competitors (T/G/S)
__ Buy Your Suppliers (T/G/S)
__ Buy Your Clients / Partners (T/G/S)
__ Cost Center To Profit Center (G/S/F)
__ Buy Complementary Media (T/G/S)
__ Franchise or License (G/S/F)
__ Create JVs + Strategic Partnerships
__ License Brands / Products / Services (G)
__ Crowdfund With Clients + Customers (G/S/F)
__ Debt / Equity Offering (T/G/S/F)
__ Borrow A Salesforce / Rep. Network (T/G/S)
__ Outsource Or Offshore Functions (T/S)
__ Add Services To Physical Products (G)
__ Add Physical Product To Services / Info (G)
Benefits Key:
T = Team G = Growth
S = Scale F = FundingRapid Growth Leverage Checklist
16. Add Customer Channel + Recurring Revenue + $27MM Increase In Valuation
SaaS: Add Leveraged Customer
Acquisition Channel
• Existing SaaS (no dev time)
• Was a vendor to DM
• Existing dev team
• 5 figure down + owner carry
• $60k month 2 / $150k month 3
• $500 per month by EOY
• Add recurring revenue stream
• Using existing inside sales team
• Using existing media
• Using existing integrations
• Using existing software dev team
• Using existing customer care team
Valuation Multiple Source: SaaSter
Case Study
17. #1: What can contribute the most to
your top line revenue?
#2: What can contribute the most to
margin?
#3: What can contribute the most to
your profitable growth?
57. Some Possibilities For You…
Ezra Firestone
3rd Party Dev
#BlueRibbonMM LinkedIn.com/in/RolandFrasier
Anyone With Trade Show Space
Co-Exhibit With 3rd Parties
Tom Ness TruthNutra
3rd Party Formulator