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Ecommerce All Stars Ecommerce Event

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Presentation from Ezra Firestone's Ecommerce All Stars Event. This presentation contains the 5-80-5 methodology and several tools for growing your business using leverage.

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Ecommerce All Stars Ecommerce Event

  1. 1. Text Me For Slides/Questions 858.204.9500 “Using Leverage For Rapid Growth, Funding + To Scale Your Team” Roland Frasier DigitalMarketer | NativeCommerce
  2. 2. Growth Starts With Managing Growth Ideas Text Me For Slides/Questions 858.204.9500
  3. 3. #EcommAllStars © 2017 Roland Frasier Prioritize What To Do First With The GISCTool Text Me For Slides/Questions 858.204.9500
  4. 4. #EcommAllStars © 2017 Roland Frasier Prioritize What To Do First With The GISCTool Text Me For Slides/Questions 858.204.9500
  5. 5. 3 Ways To Find The Leverage In Your Business… #1: Contribution/Replication Test #2: Rapid Growth Leverage Checklist #3: Leverage Mapping Canvas Text Me For Slides/Questions 858.204.9500
  6. 6. Method #1: Industry Level What Channels Provide The Highest ROI In The Industry? Source: Internet Retailer Best Ecommerce Marketers 2017 Email + Social Provide The Most Leverage.
  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: Your Business
  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 highest converting follow-on offers? Method #1: Front-End > Back-End Text Me For Slides/Questions 858.204.9500
  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 Text Me For Slides/Questions 858.204.9500
  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 Text Me For Slides/Questions 858.204.9500
  11. 11. Method #3: Leveraged Growth Matrix + Leverage Scale Matrix Text Me For Slides/Questions 858.204.9500
  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. Systems (KPI = NPS + CAGR + EBITDA) Product Financial Operations More/Better People (KPI = ETO + EER) Culture Comp Upside Share More Capital (KPI = CAGR + EBITDA) Equity Debt Creative PDG + PM Canvas Internal Controls SOPs Mission + Values Salary + Benefits Equity/Variable A Or B Round A Or B Round POF/ARF/ABL IMS + OMS + CCS SOPs + Acct Soft TOC - Bottlenecks Manifestos Comp Plan PSA + Rev. Share PPM Convertible Note TBD The 3 x 3 x 3 SCALE MATRIX COO + Software CFO + Software SweetProcess OfficeVibe HR + Attorneys Attorneys Capital + Team Capital + Team Creativity Goal Method Need Means #EcommAllStars LinkedIn.com/in/RolandFrasier
  15. 15. The Product Mix Canvas  PRODUCT MIX WIDTH   PRODUCT LINE 1   PRODUCT MIX DEPTH   PRODUCT LINE 2  Product Category 1 Product Category 2 Product Category 3 Product Category 1 Product Category 2 Product Category 3 Product Category 4 Product Name 1 Product Name 2 Product Name 3 Product Name 4  PRODUCT MIX WIDTH   PRODUCT LINE LENGTH   PRODUCT LINE LENGTH   PRODUCT CONSISTENCY  #EcommAllStars LinkedIn.com/in/RolandFrasier
  16. 16. Product Development Grid Products Existing Extended New Markets/Customers ExistingExtendedNew #EcommAllStars LinkedIn.com/in/RolandFrasierText Me For Slides/Questions 858.204.9500
  17. 17. 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 Text Me For Slides/Questions 858.204.9500
  18. 18. #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? Text Me For Slides/Questions 858.204.9500
  19. 19. Exercise…“5-80-5” #EcommAllStars Text Me For Slides/Questions 858.204.9500
  20. 20. “5X Your Company’s Value Cut Your Expenses By 80% + 5X Your Lead Flow” Text Me For Slides/Questions 858.204.9500
  21. 21. #EcommAllStars Text Me For Slides/Questions 858.204.9500
  22. 22. 5-80-5 MRR #EcommAllStars Text Me For Slides/Questions 858.204.9500
  23. 23. INSIGHT #1 #EcommAllStars Text Me For Slides/Questions 858.204.9500
  24. 24. #EcommAllStars Text Me For Slides/Questions 858.204.9500
  25. 25. MRR = 4X-5X Static = 1X #EcommAllStars Text Me For Slides/Questions 858.204.9500
  26. 26. Static $ 7.2MM Valuation @ $600K/Month MRR $36.0MM $28.8MM More! #EcommAllStars Text Me For Slides/Questions 858.204.9500
  27. 27. What Static Income Can We Convert To MRR? #EcommAllStars Text Me For Slides/Questions 858.204.9500
  28. 28. $5.4MM Into $27MM #EcommAllStars Text Me For Slides/Questions 858.204.9500
  29. 29. How We Did It… #1: End A-La-Carte Trainings #2: Focus… Grow Existing MRR #3: Convert Non-MRR Into MRR #EcommAllStars Text Me For Slides/Questions 858.204.9500
  30. 30. How You Can Do This… #1 Convert 1X Payments To MRR #EcommAllStars Text Me For Slides/Questions 858.204.9500
  31. 31. Convert 1X To MRR… Lori Taylor: TruDog
  32. 32. 1X To MRR… Randy Hartnell: Vital Choice Seafood
  33. 33. 1X To MRR… Add MRR (Supplements) To Non-MRR (Seafood)
  34. 34. Convert 1X To MRR… For Brick + Mortar Sales Too
  35. 35. How You Can Do This… #2 Add MRR Services #EcommAllStars Text Me For Slides/Questions 858.204.9500
  36. 36. Add MRR Services… Ezra Firestone: One Click Upsell
  37. 37. Add MRR Services… Michael Parrella: I Love Kickboxing
  38. 38. How You Can Do This… #3 Turn 1X Sales Into Auto-Ship Or Box #EcommAllStars Text Me For Slides/Questions 858.204.9500
  39. 39. Convert 1X Sales To AutoShip… Tom Mitchell: Eavara
  40. 40. Convert 1X Sales To AutoShip… Amish: Ancient Healthcare
  41. 41. Convert 1X To Box… Survival Gear: Apocabox
  42. 42. How You Can Do This… #4 Memberships,Associations + Buyer’s Clubs #EcommAllStars Text Me For Slides/Questions 858.204.9500
  43. 43. Convert 1X To Buyers Club… Family Protection Association
  44. 44. Convert 1X To Buyers Club… Family Protection Association
  45. 45. Convert 1X To Buyers Club… Family Protection Association
  46. 46. Convert 1X To Buyers Club… Family Protection Association
  47. 47. Add Membership Upsells To Funnels… Associations
  48. 48. How You Can Do This… #5 Add Certifications To Trainings #EcommAllStars Text Me For Slides/Questions 858.204.9500
  49. 49. Convert Training To Certifications… DigitalMarketer.com
  50. 50. MRR Step-By-Step Example #EcommAllStars Text Me For Slides/Questions 858.204.9500
  51. 51. 5-80-5 E2P #EcommAllStars Text Me For Slides/Questions 858.204.9500
  52. 52. INSIGHT #2 #EcommAllStars Text Me For Slides/Questions 858.204.9500
  53. 53. How Can We Turn Expenses To Profits? #EcommAllStars Text Me For Slides/Questions 858.204.9500
  54. 54. $49,000 Content Team #EcommAllStars Text Me For Slides/Questions 858.204.9500
  55. 55. $125K Revenue Bonus… It’s MRR #EcommAllStars Text Me For Slides/Questions 858.204.9500
  56. 56. $76,000 Profit #EcommAllStars Text Me For Slides/Questions 858.204.9500
  57. 57. 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 #EcommAllStars Text Me For Slides/Questions 858.204.9500
  58. 58. Some Possibilities For You… Ezra Firestone 3rd Party Dev Anyone With Trade Show Space Co-Exhibit With 3rd Parties Tom Ness TruthNutra 3rd Party Formulator #EcommAllStars Text Me For Slides/Questions 858.204.9500
  59. 59. E2P… Example #EcommAllStars Text Me For Slides/Questions 858.204.9500
  60. 60. 5-80-5 BOB #EcommAllStars Text Me For Slides/Questions 858.204.9500
  61. 61. INSIGHT #3 #EcommAllStars Text Me For Slides/Questions 858.204.9500
  62. 62. Bolt-On Business #EcommAllStars Text Me For Slides/Questions 858.204.9500
  63. 63. Evolution Of An Insight…
  64. 64. How You Can Do This… #1: Identify Your Superpowers #2: Who Has Your Customers? #3: Match SPs To Their Needs #EcommAllStars Text Me For Slides/Questions 858.204.9500
  65. 65. BOB 5X Lead Multiplier… Example #EcommAllStars Text Me For Slides/Questions 858.204.9500
  66. 66. MRR E2PBOB #EcommAllStars Text Me For Slides/Questions 858.204.9500
  67. 67. #EcommAllStars LinkedIn.com/in/RolandFrasier Slides Available At http://SlideShare.net/RolandFrasier “Find The Leverage… Change Your Life”

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