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Growth Hacking, Funding + Scale Your Business With Leverage

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This presentation was given at the Flight Club Mastermind in July 2017. It covers the use of several tools I developed for growing your business fast, scaling your business, obtaining funding and more.

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Growth Hacking, Funding + Scale Your Business With Leverage

  1. 1. facebook.com/RolandFrasierPage “Using Leverage To Rapidly Grow Your Business,Find Investors + Scale Your Team” Roland Frasier DigitalMarketer | NativeCommerce
  2. 2. 3 Ways To Find The Leverage In Your Business… #1: Contribution/Replication Test #2: Rapid Growth Leverage Checklist #3: Leverage Mapping Canvas
  3. 3. 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
  4. 4. 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
  5. 5. Method #2 __ Expand Internationally (T/G/S/F) __ Manufacture In-House (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 (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
  6. 6. Method #3: Leveraged Growth Matrix + Leverage Mapping Canvas
  7. 7. The 3 x 3 x 3 LEVERAGED GROWTH MATRIX
  8. 8. 3 x 3 x 3 LEVERAGED GROWTH EXAMPLES
  9. 9. © 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
  10. 10. © 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
  11. 11. #FlightClub © 2017 Roland Frasier Prioritize What To Do First With The GISCTool
  12. 12. 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
  13. 13. #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?
  14. 14. Exercise…“5-80-5” #FlightClub LinkedIn.com/in/RolandFrasier
  15. 15. “5X Your Company’s Value Cut Your Expenses By 80% + 5X Your Lead Flow”
  16. 16. #FlightClub LinkedIn.com/in/RolandFrasier
  17. 17. 5-80-5 MRR #FlightClub LinkedIn.com/in/RolandFrasier
  18. 18. INSIGHT #1 #FlightClub LinkedIn.com/in/RolandFrasier
  19. 19. MRR = 4X-5X Static = 1X #FlightClub LinkedIn.com/in/RolandFrasier
  20. 20. Static $ 7.2MM #FlightClub LinkedIn.com/in/RolandFrasier Valuation @ $600K/Month MRR $36.0MM $28.8MM More!
  21. 21. What Static Income Can We Convert To MRR? #FlightClub LinkedIn.com/in/RolandFrasier
  22. 22. $5.4MM Into $27MM #FlightClub LinkedIn.com/in/RolandFrasier
  23. 23. #FlightClub 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
  24. 24. #FlightClub LinkedIn.com/in/RolandFrasier How You Can Do This… #1 Convert 1X Payments To MRR
  25. 25. Convert 1X To MRR… Lori Taylor: TruDog
  26. 26. Convert 1X To MRR… Eric: Brian Tracy
  27. 27. Convert 1X To MRR… Glen: MindMovies
  28. 28. #FlightClub LinkedIn.com/in/RolandFrasier How You Can Do This… #2 Add MRR Services
  29. 29. Convert 1X To MRR… Michael Parrella: Mkt. Services
  30. 30. Add MRR Services… Tristan + Sabrina: Satori Method
  31. 31. #FlightClub LinkedIn.com/in/RolandFrasier How You Can Do This… #3 Turn 1X Sales Into Auto-Ship Or Box
  32. 32. Convert 1X Sales To AutoShip… Amish: Ancient Healthcare
  33. 33. Convert 1X To Box… Susan + Tim Bratton: PLM
  34. 34. #FlightClub LinkedIn.com/in/RolandFrasier How You Can Do This… #4 Memberships,Associations + Buyer’s Clubs
  35. 35. Add Membership Upsells To Funnels… Associations
  36. 36. #FlightClub LinkedIn.com/in/RolandFrasier How You Can Do This… #5 Add Certifications To Trainings
  37. 37. Convert Training To Certifications… DigitalMarketer.com
  38. 38. MRR Step-By-Step Example #FlightClub LinkedIn.com/in/RolandFrasier
  39. 39. 5-80-5 E2P #FlightClub LinkedIn.com/in/RolandFrasier
  40. 40. INSIGHT #2 #FlightClub LinkedIn.com/in/RolandFrasier
  41. 41. How Can We Turn Expenses To Profits? #FlightClub LinkedIn.com/in/RolandFrasier
  42. 42. $49,000 Content Team #FlightClub LinkedIn.com/in/RolandFrasier
  43. 43. $125K Revenue #FlightClub LinkedIn.com/in/RolandFrasier Bonus… It’s MRR
  44. 44. $76,000 Profit #FlightClub LinkedIn.com/in/RolandFrasier
  45. 45. #FlightClub 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
  46. 46. Some Possibilities For You… Glen Ledwell 3rd Party Dev #FlightClub LinkedIn.com/in/RolandFrasier Anyone With Event Space Genius Facility For 3rd Party Events Amish Shaw 3rd Party Formulator
  47. 47. E2P… Example #FlightClub LinkedIn.com/in/RolandFrasier
  48. 48. 5-80-5 BOB #FlightClub LinkedIn.com/in/RolandFrasier
  49. 49. INSIGHT #3 #FlightClub LinkedIn.com/in/RolandFrasier
  50. 50. Bolt-On Business #FlightClub LinkedIn.com/in/RolandFrasier
  51. 51. Evolution Of An Insight…
  52. 52. #FlightClub LinkedIn.com/in/RolandFrasier How You Can Do This… #1: Identify Your Superpowers #2: Who Has Your Customers? #3: Match SPs To Their Needs
  53. 53. BOB 5X Lead Multiplier… Example #FlightClub LinkedIn.com/in/RolandFrasier
  54. 54. MRR E2PBOB #FlightClub LinkedIn.com/in/RolandFrasier
  55. 55. #FlightClub LinkedIn.com/in/RolandFrasier Slideshare.com/RolandFrasier “Find The Leverage… Change Your Life”
  56. 56. #tcs2017 LinkedIn.com/in/RolandFrasier Thank you! Slideshare.com/RolandFrasier
  57. 57. #tcs2017 LinkedIn.com/in/RolandFrasier Thank you! Slideshare.com/RolandFrasier
  58. 58. Data + Network Investors + Targets Influencers + PMF OP Products/Offers OP Dist. Channels Consolidate SC 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
  59. 59. 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 NCMedia, SalesForce, Entrepreneur, MicroSoft Purchased SurvivalLife.com, Publishing Company Celebrities @ Events,Top-Down Video, eSports Referrals From Sharks e.g. SpyEscape BathBombSupplies.com + Wholesale Distributors T-Shirts, Bath Bombs,Affinity Sites BitBot.ai + SherpaMetrics.com Purchased TruConversion.com Real Estate Worldwide

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