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Lincoln Murphy's Exponential Growth Framework - SaaS North 2017

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On November 30, 2017, Lincoln Murphy presented his Exponential Growth Framework at SaaS North 2017 in the 2nd day keynote.

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Lincoln Murphy's Exponential Growth Framework - SaaS North 2017

  1. 1. Lincoln Murphy’s Exponential Growth Framework Presented at SaaS North 2017 Ottawa, Canada
  2. 2. You want… • Exponentially More Revenue • Awesome Valuation Metrics • Increasingly Efficient Growth • Expanding Market Opportunity @lincolnmurphy
  3. 3. To get that, you need to… • Rapidly acquire customers • Get them to stay longer • Get them to buy more • Get them to advocate for you @lincolnmurphy
  4. 4. Lincoln’s Growth Framework • Identify Ideal Customers • Identify Bad-fit Customers • Align Marketing & Sales to those @lincolnmurphy
  5. 5. Lincoln’s Growth Framework •  Discover your customer’s Desired Outcome (DO) •  Ensure the customer’s evolving DO is continually achieved •  Make that your company’s culture @lincolnmurphy
  6. 6. Let’s talk about Churn... • The seeds are planted early! • It’s a symptom, not the disease • Occurs when DO is not met • Must NOT be your focus! @lincolnmurphy
  7. 7. Operationalize the Customer Journey • Sales • Onboarding • Adoption • Engagement • Expansion • Renewal @lincolnmurphy
  8. 8. That’s the ONLY way to… • Rapidly acquire customers • Get them to stay longer • Get them to buy more • Get them to advocate for you @lincolnmurphy
  9. 9. Which leads to… • Exponentially More Revenue • Awesome Valuation Metrics • Increasingly Efficient Growth • Expanding Market Opportunity @lincolnmurphy

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