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Blue Ribbon Mastermind Presentation

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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.

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Blue Ribbon Mastermind Presentation

  1. 1. facebook.com/RolandFrasierPage “Using Leverage For Rapid Growth, Funding + To Scale Your Team” Roland Frasier DigitalMarketer | NativeCommerce
  2. 2. Growth Starts With Managing Growth Ideas
  3. 3. #BlueRibbonMM © 2017 Roland Frasier Prioritize What To Do First With The GISCTool
  4. 4. #BlueRibbonMM © 2017 Roland Frasier Prioritize What To Do First With The GISCTool
  5. 5. #BlueRibbonMM © 2017 Roland Frasier Prioritize What To Do First With The GISCTool
  6. 6. 3 Ways To Find The Leverage In Your Business… #1: Contribution/Replication Test #2: Rapid Growth Leverage Checklist #3: Leverage Mapping Canvas
  7. 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. 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. 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. 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
  11. 11. Method #3: Leveraged Growth Matrix + Leverage Mapping Canvas
  12. 12. Data + Network Investors + Targets Influencers + PMF OP Products/Offers OP Dist. Channels Consolidate S/C OP Products/Offers Investors + Targets OP Products/Offers Media + Channels SPA/APA/License COIs + Virality Svc/Prod Partners Bulk + Bundles Vert/Horiz Int. New Prod/Serv SPA or APA Outsourced Leveraged Customer Acquisition (KPI = CAC + DPL + Viral Coefficient) Add A Channel Acquire Entity Affinity Play Leveraged Transaction Size + Margin Enhancement (KPI = ICV + GM) Add OPP + OPS Bigger Orders Higher Margins Leveraged Buyer Frequency (KPI = CHURN + LTV + MAU + PIR) Add Recurring Buy Recurring $ Borrow Rec. $ Channel Partners Capital + Debt Social Proof/P2P Super Funnel Wholesalers Mfg. + Strat Rels. License/Contract Capital + Debt Partner/Affiliate The 3 x 3 x 3 LEVERAGED GROWTH MATRIX Goal Method NeedMeans
  13. 13. Leveraged Customer Acquisition (KPI = CAC + DPL + Viral Coefficient) Add A Channel Acquire Entity Affinity Play Leveraged Transaction Size + Margin Enhancement (KPI = ICV + GM) Add OPP + OPS Bigger Orders Higher Margins Leveraged Buyer Frequency (KPI = CHURN + LTV + MAU + PIR) Add Recurring Buy Recurring $ Borrow Recurring Channel Partner SPA/APA/License COIs + Virality Svc/Prod Partners Wholesalers Vert/Horiz Int. New Prod/Service SPA or APA Outsourced 3 x 3 x 3 LEVERAGED GROWTH EXAMPLES Goal Method Means SalesForce, Entrepreneur, MicroSoft Purchased SurvivalLife.com, Publishing Company Influencers @ Events,Top-Down Video, eSports Referrals From Sharks e.g. SpyEscape BathBombSupplies.com + Wholesale Distributors T-Shirts, Bath Bombs, Personalization Printing FPA Buyers Club,American Gun Association Purchased TruConversion.com Recurring Affiliate Offers, Other Peoples’ Lists
  14. 14. © 2017 Roland Frasier Relationships + Tools Trends Asset Inventory Strategies + Tactics Product or Service + Offer Who What relationships + tools can help you achieve the desired leverage? What trends can provide leverage? What assets can you use to gain leverage? List the products + services you need to achieve your leverage goal… List the partners or targets needed to achieve your leverage goal… What strategies + tactics can you deploy? LCA, LTS + LBF Leverage Mapping Canvas Implementation
  15. 15. © 2017 Roland Frasier Leverage Mapping Canvas Relationships + Tools Trends Asset Inventory Strategies + Tactics Product or Service + Offer Who Implementation What relationships + tools can help you achieve the desired leverage? What trends can provide leverage? What assets can you use to gain leverage? List the products + services you need to achieve your leverage goal… List the partners or targets needed to achieve your leverage goal… Use Messenger SaaS to Acquire New Customers Messenger Adoption Facebook Growth Messenger Ads Account Based Mkt. SaaS Growth High SaaS Valuations Offshore Outsourcing Many new Messenger SaaS entrants with weak marketing chops Buy a SaaS Company Build our own SaaS Acquire existing SaaS code White label existing SaaS Partner with existing SaaS License existing SaaS Cross-license Our coding staff Existing integrations Existing SaaSes Mailing list Blog Podcast Certifications Inside Sales Team DM Affiliates T&C Summit event War Room Boost events NC Media The Machine Funnel Blueprint DM Lab Certified Partners Cash Stock Options Stock Investors Banking partners Existing contacts network Attorneys Partner Network Staff contacts + networks SaaS CRM solution that works with Messenger Pre-loaded with proven campaigns like “The Machine” only for Messenger. ManyChat Chatmatic ChatFuel XXXX YYYY ZZZZ Partner with XXXX + acquire 50% equity interest What strategies + tactics can you deploy? LCA, LTS + LBF
  16. 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. 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?
  18. 18. Exercise…“5-80-5” #BlueRibbonMM LinkedIn.com/in/RolandFrasier
  19. 19. “5X Your Company’s Value Cut Your Expenses By 80% + 5X Your Lead Flow”
  20. 20. #BlueRibbonMM LinkedIn.com/in/RolandFrasier
  21. 21. 5-80-5 MRR #BlueRibbonMM LinkedIn.com/in/RolandFrasier
  22. 22. INSIGHT #1 #BlueRibbonMM LinkedIn.com/in/RolandFrasier
  23. 23. MRR = 4X-5X Static = 1X #BlueRibbonMM LinkedIn.com/in/RolandFrasier
  24. 24. Static $ 7.2MM #BlueRibbonMM LinkedIn.com/in/RolandFrasier Valuation @ $600K/Month MRR $36.0MM $28.8MM More!
  25. 25. What Static Income Can We Convert To MRR? #BlueRibbonMM LinkedIn.com/in/RolandFrasier
  26. 26. $5.4MM Into $27MM #BlueRibbonMM LinkedIn.com/in/RolandFrasier
  27. 27. #BlueRibbonMM LinkedIn.com/in/RolandFrasier How We Did It… #1: End A-La-Carte Trainings #2: Focus… Grow Existing MRR #3: Convert Non-MRR Into MRR
  28. 28. #BlueRibbonMM LinkedIn.com/in/RolandFrasier How You Can Do This… #1 Convert 1X Payments To MRR
  29. 29. Convert 1X To MRR… Lori Taylor: TruDog
  30. 30. 1X To MRR… Randy Hartnell: Vital Choice Seafood
  31. 31. 1X To MRR… Add MRR (Supplements) To Non-MRR (Seafood)
  32. 32. Convert 1X To MRR… For Brick + Mortar Sales Too
  33. 33. #BlueRibbonMM LinkedIn.com/in/RolandFrasier How You Can Do This… #2 Add MRR Services
  34. 34. Add MRR Services… Ezra Firestone: One Click Upsell
  35. 35. Add MRR Services… Michael Parrella: I Love Kickboxing
  36. 36. #BlueRibbonMM LinkedIn.com/in/RolandFrasier How You Can Do This… #3 Turn 1X Sales Into Auto-Ship Or Box
  37. 37. Convert 1X Sales To AutoShip… Tom Mitchell: Eavara
  38. 38. Convert 1X Sales To AutoShip… Amish: Ancient Healthcare
  39. 39. Convert 1X To Box… Survival Gear: Apocabox
  40. 40. Convert 1X To Buyers Club… Family Protection Association
  41. 41. Convert 1X To Buyers Club… Family Protection Association
  42. 42. Convert 1X To Buyers Club… Family Protection Association
  43. 43. Convert 1X To Buyers Club… Family Protection Association
  44. 44. #BlueRibbonMM LinkedIn.com/in/RolandFrasier How You Can Do This… #4 Memberships,Associations + Buyer’s Clubs
  45. 45. Add Membership Upsells To Funnels… Associations
  46. 46. #BlueRibbonMM LinkedIn.com/in/RolandFrasier How You Can Do This… #5 Add Certifications To Trainings
  47. 47. Convert Training To Certifications… DigitalMarketer.com
  48. 48. MRR Step-By-Step Example #BlueRibbonMM LinkedIn.com/in/RolandFrasier
  49. 49. 5-80-5 E2P #BlueRibbonMM LinkedIn.com/in/RolandFrasier
  50. 50. INSIGHT #2 #BlueRibbonMM LinkedIn.com/in/RolandFrasier
  51. 51. How Can We Turn Expenses To Profits? #BlueRibbonMM LinkedIn.com/in/RolandFrasier
  52. 52. $49,000 Content Team #BlueRibbonMM LinkedIn.com/in/RolandFrasier
  53. 53. $125K Revenue #BlueRibbonMM LinkedIn.com/in/RolandFrasier Bonus… It’s MRR
  54. 54. $76,000 Profit #BlueRibbonMM LinkedIn.com/in/RolandFrasier
  55. 55. #BlueRibbonMM LinkedIn.com/in/RolandFrasier How You Can Do This… #1: Identify Your Biggest Expenses #2: How You Can Convert Them To Income? #3: Offer Them As New Products/Services
  56. 56. 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
  57. 57. E2P… Example #BlueRibbonMM LinkedIn.com/in/RolandFrasier
  58. 58. 5-80-5 BOB #BlueRibbonMM LinkedIn.com/in/RolandFrasier
  59. 59. INSIGHT #3 #BlueRibbonMM LinkedIn.com/in/RolandFrasier
  60. 60. Bolt-On Business #BlueRibbonMM LinkedIn.com/in/RolandFrasier
  61. 61. Evolution Of An Insight…
  62. 62. #BlueRibbonMM LinkedIn.com/in/RolandFrasier How You Can Do This… #1: Identify Your Superpowers #2: Who Has Your Customers? #3: Match SPs To Their Needs
  63. 63. BOB 5X Lead Multiplier… Example #BlueRibbonMM LinkedIn.com/in/RolandFrasier
  64. 64. MRR E2PBOB #BlueRibbonMM LinkedIn.com/in/RolandFrasier
  65. 65. #BlueRibbonMM LinkedIn.com/in/RolandFrasier Slideshare.com/RolandFrasier “Find The Leverage… Change Your Life”

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