Customer Growth Hacking for Lean Startups: How Silicon Valley is Creating Billion Dollar $tartups

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Transcript of Customer Growth Hacking for Lean Startups: How Silicon Valley is Creating Billion Dollar $tartups

  • Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h;p://businessmodels.ning.com & h;p://twi;er.com/RodKuhnKing

    Customer Growth Storyboard

    Using a Business Model Strip to Comprehensively Visualize a Customer Growth Factory

    S: Supplier

    C: Customer

    Business Model Strip (System: Customer Growth Factory)

    Processing (Stock)

  • Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h;p://businessmodels.ning.com & h;p://twi;er.com/RodKuhnKing

    Goal/Job To Get Done (JTGD)

    Value: +/- (Trade-o; Margin)

    Delight: + (Revenue/Streams)

    Pain: - (Cost/Structure)

    Node (Object)

    S: Supplier

    C: Customer

    Processing (Stock)

    Business Model Strip (System: Customer Growth Factory)

    Customer Growth Storyboard

    Using a Business Model Strip to Comprehensively Visualize a Customer Growth Factory

  • Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h;p://businessmodels.ning.com & h;p://twi;er.com/RodKuhnKing

    Goal/Job To Get Done (JTGD)

    Value: +/- (Trade-o; Margin)

    Delight: + (Revenue/Streams)

    Pain: - (Cost/Structure)

    Node (Object)

    S: Supplier

    C: Customer

    Business Model Strip (System: Customer Growth Factory)

    Customer Growth Storyboard

    Using a Business Model Strip to Comprehensively Visualize a Customer Growth Factory

    Product (MVP)/ Strategy/ Vision

  • Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h;p://businessmodels.ning.com & h;p://twi;er.com/RodKuhnKing

    Goal/Job To Get Done (JTGD)

    Value: +/- (Trade-o; Margin)

    Delight: + (Revenue/Streams)

    Pain: - (Cost/Structure)

    Node (Object)

    S: Supplier

    C: Customer

    Business Model Strip (System: Customer Growth Factory)

    Customer Growth Storyboard

    Using a Business Model Strip to Comprehensively Visualize a Customer Growth Factory

    Payment

    Product (MVP)/ Strategy/ Vision

  • Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h;p://businessmodels.ning.com & h;p://twi;er.com/RodKuhnKing

    Goal/Job To Get Done (JTGD)

    Value: +/- (Trade-o; Margin)

    Delight: + (Revenue/Streams)

    Pain: - (Cost/Structure)

    Node (Object)

    Customer Growth Storyboard

    Using a Business Model Strip to Comprehensively Visualize a Customer Growth Factory

  • Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h;p://businessmodels.ning.com & h;p://twi;er.com/RodKuhnKing

    i

    p

    m

    a c

    t

    Customer Growth Storyboard Comprehensively Visualize a System

    System, Environment, and Impact (Value; Trade-o: Success Criteria/Metrics/Key Performance Indicators)

    System

  • Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h;p://businessmodels.ning.com & h;p://twi;er.com/RodKuhnKing

    Business System

    Engagement (Experience)

    AcTvaTon

    Referral

    Reward (Revenue)

    E

    A

    A

    R R

    R

    RetenTon

    AcquisiTon

    Customer Growth Storyboard Comprehensively Visualize a Business System

    Business System, Environment, and Impact (Value; Trade-o: Success Criteria/Metrics/Key Performance Indicators)

  • Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h;p://businessmodels.ning.com & h;p://twi;er.com/RodKuhnKing

    Business Model

    Engagement (Experience)

    AcTvaTon

    Referral

    Reward (Revenue)

    E

    A

    A

    R R

    R

    RetenTon

    AcquisiTon

    Customer Growth Storyboard Comprehensively Visualize a Business Model

    Business Model, Environment, and Impact (Value; Trade-o: Success Criteria/Metrics/Key Performance Indicators)

  • Customer Growth Storyboard

    EAARRR Success Criteria (Metrics) for InnovaTon AccounTng

    Engagement (Experience)

    AcTvaTon

    Referral

    Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h;p://businessmodels.ning.com & h;p://twi;er.com/RodKuhnKing

    E

    A

    A

    R R

    R

    RetenTon

    AcquisiTon

    Reward (Revenue)

    The Three Main Phases of Customer Growth Hacking 1. Customer Hacking:

    Problem-SoluBon Fit 2. Customer Growth:

    Product-Market Fit 3. Growth Hacking:

    Business Model Fit/Scaling

    Problem-Solving Cycle

    (Steering)

  • Customer Growth Storyboard

    EAARRR Success Criteria (Metrics) for InnovaTon AccounTng

    Engagement (Experience)

    AcTvaTon

    Referral

    Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h;p://businessmodels.ning.com & h;p://twi;er.com/RodKuhnKing

    E

    A

    A

    R R

    R

    RetenTon

    AcquisiTon

    Reward (Revenue)

    The Three Main Phases of Customer Growth Hacking 1. Customer Hacking:

    Problem-SoluBon Fit 2. Customer Growth:

    Product-Market Fit 3. Growth Hacking:

    Business Model Fit/Scaling

  • Customer Growth Storyboard

    EAARRR Success Criteria (Metrics) for InnovaTon AccounTng

    Engagement (Experience)

    AcTvaTon

    Referral

    Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h;p://businessmodels.ning.com & h;p://twi;er.com/RodKuhnKing

    E

    A

    A

    R R

    R

    RetenTon

    AcquisiTon

    Reward (Revenue)

    6 B.U.M.P.-QUESTIONS FOR CUSTOMER GROWTH HACKING (CGH) How might we ideally increase E: Engagement (Experience)? A: AcquisiTon? A: AcTvaTon? R: RetenTon? R: Referral? R: Reward?

    The Three Main Phases of Customer Growth Hacking 1. Customer Hacking:

    Problem-SoluBon Fit 2. Customer Growth:

    Product-Market Fit 3. Growth Hacking:

    Business Model Fit/Scaling

  • Engagement (Experience) Hacks

    AcTvaTon Hacks

    Referral Hacks

    Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h;p://businessmodels.ning.com & h;p://twi;er.com/RodKuhnKing

    E

    A

    A

    R R

    R

    RetenTon Hacks

    AcquisiTon Hacks

    The Three Main Phases of Customer Growth Hacking 1. Customer Hacking:

    Problem-SoluBon Fit 2. Customer Growth:

    Product-Market Fit 3. Growth Hacking:

    Business Model Fit/Scaling

    Reward (Revenue)

    Hacks 6 B.U.M.P.-QUESTIONS FOR CUSTOMER GROWTH HACKING (CGH) How might we ideally increase E: Engagement (Experience)? A: AcquisiTon? A: AcTvaTon? R: RetenTon? R: Referral? R: Reward?

    Customer Growth Storyboard

    6 Categories of Customer Growth Hacks

  • Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h;p://businessmodels.ning.com & h;p://twi;er.com/RodKuhnKing

    E

    A

    A

    R R

    R

    The Three Main Phases of Customer Growth Hacking 1. Customer Hacking:

    Problem-SoluBon Fit 2. Customer Growth:

    Product-Market Fit 3. Growth Hacking:

    Business Model Fit/Scaling

    6 B.U.M.P.-QUESTIONS FOR CUSTOMER GROWTH HACKING (CGH) How might we ideally increase E: Engagement (Experience)? A: AcquisiTon? A: AcTvaTon? R: RetenTon? R: Referral? R: Reward?

    Customer Growth Storyboard

    6 Categories of Customer Growth Hypotheses (EAARRR-InnovaBon AccounBng)

    Engagement (Experience) Hypothesis

    AcTvaTon Hypothesis

    Referral Hypothesis

    RetenTon Hypothesis

    AcquisiTon Hypothesis

    Reward (Revenue)

    Hypothesis

  • Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h;p://businessmodels.ning.com & h;p://twi;er.com/RodKuhnKing

    Customer Growth Factory

    Engagement (Experience)

    AcTvaTon

    Referral

    Reward (Revenue)

    E

    A

    A

    R R

    R

    RetenTon

    AcquisiTon The Three Main Phases of Customer Growth Hacking 1. Customer Hacking:

    Problem-SoluBon Fit 2. Customer Growth:

    Product-Market Fit 3. Growth Hacking:

    Business Model Fit/Scaling

    B.U.M.P. = Big Urgent Market Problem

    Customer Growth Storyboard

    Customer Growth Factory

  • Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & h;p://businessmodels.ning.com & h;p:/