The document discusses a Customer Growth Factory, which aims to rapidly discover customer problems and segments through experiments. It seeks to gain traction and exponentially scale customer growth. A Customer Growth Factory can be visualized using different types of Business Model Strips, including a point, circle, stack of blocks, or block diagram, to comprehensively show the system. It consists of three interconnected engines: a Customer Growth Engine, Enterprise Engine, and Value Engine.

1. Customer
Growth
Factory
Customer
Discovery,
Trac2on,
and
Scalability
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Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h;p://businessmodels.ning.com
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Customer
(Discovery;
Segmenta2on;
Behaviors/Habits)
Growth
(Strategic/Tac2cal
Scaling;
Performance
Management)
Factory
(Repeatable
System
for
Problem
Finding
&
Solving;
Innova2on;
Improvement;
Revenue
Genera2on)
Customer
Growth
Factory
Customer
Growth
Factory
(CGF)
has
a
goal
of
conducEng
experiments
to
rapidly
and
inexpensively
discover
customer
problems
and
types
(segments);
gain
tracEon;
exponenEally
scale
customer
growth
1.
Customer
Factory
3.
Growth
Factory
2.
Customer
Growth
(Discovery/ValidaDon)
(TracDon)
(Scalability)

2. A
Business
Is
A
Customer
Growth
Factory

3. A
Customer
Growth
Factory
is
Manifested
as
A
Virtual
Building
(Website)
And/Or
Physical
Building

4. Register
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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)

5. Register
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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-­‐off;
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

6. 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-­‐off;
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

7. 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-­‐off;
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

8. 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-­‐off;
Margin)
Delight:
+
(Revenue/Streams)
Pain:
-­‐
(Cost/Structure)
Node
(Object)
Customer
Growth
Storyboard
Using
a
Business
Model
Strip
to
Comprehensively
Visualize
a
Customer
Growth
Factory

9. A
Customer
Growth
Factory
(aka
Business
Model
Engine,
Business
Model
Strip,
or
Customer
Happiness
Factory)
Is
the
Unit
of
Analysis,
Design,
and
Performance
Management
for
Customer
Growth
Hacking

10. Like
in
a
Business
Model
Engine,
A
Customer
Growth
Factory
Can
Be
Visualized
as
a
System
That
Consists
of
3
Interconnected
Engines:
q Customer
Growth
Engine
(CGE)
q Enterprise
Engine
(EE)
q Value
Engine
(VE)

11. 5
Business
Model
Strips
For
Visualizing
A
Customer
Growth
Factory
Business
Model
Engine
(BME)
No
Stack-­‐Business
Model
Strip
Stack-­‐Business
Model
Strip
1D:
Point
(“Lean”
System)
2D:
Circle
Gradated
(Without
Label)
Gradated
(With
Label)
Stack
of
Blocks
(VerEcal)
S:
Supplier
(Input)
C
S
C
S
C
S
C:
Customer
(Output)
C
S
Customer
Growth
Engine
(CGE)
Enterprise
Engine
(EE)
Value
Engine
(VE)
Customer
Growth
Engine
(CGE)
Enterprise
Engine
(EE)
Value
Engine
(VE)
(Processing/
Stock)
Value
Delivery
Value
Crea2on
Value
Capture/
Share
Business
Model
Engine
(BME)
Zooming
in
(Block
diagram)
Zooming
out
(Line
diagram)
Register
at
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more
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Customer
Growth
Hacking.
Lean
Startup
Coach.
Dr.
Rod
King.
rodkuhnhking@gmail.com
&
h;p://businessmodels.ning.com
&
h;p://twi;er.com/RodKuhnKing

12. Customer
Growth
Hacking
Is
A
SystemaDc
Process
for
Rapidly
and
Inexpensively
Building
A
Customer
Growth
Factory

13. Customer
Growth
Hacking
Rapidly
Document,
Analyze,
Prototype,
and
Design
Business
Model
Engines
for
CUSTOMER
GROWTH
HACKING
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
(Discovery;
Segmenta2on;
Behaviors/Habits)
Growth
(Strategic/Tac2cal
Scaling;
Performance
Management)
Hacking
(Problem
Finding
&
Solving;
Innova2on)
Customer
Growth
Hacking
Customer
Growth
Hacking
(CGH)
involves
an
experiment
to
rapidly
and
inexpensively
discover
as
well
as
solve
Big
Urgent
Market
Problems
(BUMPs)
1.
Customer
Hacking
3.
Growth
Hacking
2.
Customer
Growth
(Problem-­‐SoluDon
Fit)
(Product-­‐Market
Fit)
(Business
Model
Fit
&
Scaling)

14. The
3
Hats
of
a
Customer
Growth
Hacker
Rapidly
Document,
Analyze,
Prototype,
and
Design
Business
Model
Engines
for
CUSTOMER
GROWTH
HACKING
Marketer/
Ethnographer
Quant-­‐Strategist/
Data
Analyst
Product
Developer/
Business
Model
Innovator
Customer
Growth
Hacker
(CGH):
individual,
team,
or
organizaEon
that
carries
out
experiments
to
rapidly
and
inexpensively
discover
as
well
as
solve
Big
Urgent
Market
Problems
(BUMPs)
1.
Customer
Hacking
3.
Growth
Hacking
2.
Customer
Growth
(Problem-­‐SoluDon
Fit)
(Product-­‐Market
Fit)
(Business
Model
Fit
&
Scaling)
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
Hacker

15. The
3
Hats
of
a
Customer
Growth
Hacker
Rapidly
Document,
Analyze,
Prototype,
and
Design
Business
Model
Engines
for
CUSTOMER
GROWTH
HACKING
Marketer/
Ethnographer
Quant-­‐Strategist/
Data
Analyst
Product
Developer/
Business
Model
Innovator
Customer
Growth
Hacker
(Metrics:
“EAARRR”;
Delight/Pain)
Customer
Growth
Hacker
(CGH):
individual,
team,
or
organizaEon
that
carries
out
experiments
to
rapidly
and
inexpensively
discover
as
well
as
solve
Big
Urgent
Market
Problems
(BUMPs)
1.
Customer
Hacking
3.
Growth
Hacking
2.
Customer
Growth
(Problem-­‐SoluDon
Fit)
(Product-­‐Market
Fit)
(Business
Model
Fit
&
Scaling)
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

16. 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)
AcEvaEon
Referral
Reward
(Revenue)
E
A
A
R
R
R
RetenEon
AcquisiEon
Customer
Growth
Hacking
Rapidly
Document,
Analyze,
Prototype,
and
Design
Business
Model
Engines
for
CUSTOMER
GROWTH
HACKING
The
Three
Main
Phases
of
Customer
Growth
Hacking
1. Customer
Hacking:
Problem-­‐Solu2on
Fit
2. Customer
Growth:
Product-­‐Market
Fit
3. Growth
Hacking:
Business
Model
Fit/Scaling
B.U.M.P.
=
Big
Urgent
Market
Problem

17. 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
Engagement
(Experience)
AcEvaEon
Referral
Reward
(Revenue)
E
A
A
R
R
R
RetenEon
AcquisiEon
Customer
Growth
Hacking
Rapidly
Document,
Analyze,
Prototype,
and
Design
Business
Model
Engines
for
CUSTOMER
GROWTH
HACKING
Experiment
&
Reflect
The
Three
Main
Phases
of
Customer
Growth
Hacking
1. Customer
Hacking:
Problem-­‐Solu2on
Fit
2. Customer
Growth:
Product-­‐Market
Fit
3. Growth
Hacking:
Business
Model
Fit/Scaling
B.U.M.P.
=
Big
Urgent
Market
Problem
Think
Hypothesize
Observe

18. 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
Engagement
(Experience)
AcEvaEon
Referral
Reward
(Revenue)
E
A
A
R
R
R
RetenEon
AcquisiEon
Customer
Growth
Hacking
Rapidly
Document,
Analyze,
Prototype,
and
Design
Business
Model
Engines
for
CUSTOMER
GROWTH
HACKING
Experiment
&
Reflect
O.T.H.E.R.
Loop
(DeclaraEve/ExperienEal)
O:
Observe
different
–
Observe
what
no
one
else
is
observing
T:
Think
different
–
Think
what
no
one
else
is
thinking
H:
Hypothesize
different
–
Hypothesize
what
no
one
else
is
hypothesizing
E:
Experiment
different
–
Experiment
on
what
no
one
else
is
experimen2ng
on
R:
Reflect
different
–
Reflect
on
what
no
one
else
is
reflec2ng
on
The
Three
Main
Phases
of
Customer
Growth
Hacking
1. Customer
Hacking:
Problem-­‐Solu2on
Fit
2. Customer
Growth:
Product-­‐Market
Fit
3. Growth
Hacking:
Business
Model
Fit/Scaling
B.U.M.P.
=
Big
Urgent
Market
Problem
Think
Hypothesize
Observe

19. 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
Engagement
(Experience)
AcEvaEon
Referral
Reward
(Revenue)
E
A
A
R
R
R
RetenEon
AcquisiEon
Customer
Growth
Hacking
Rapidly
Document,
Analyze,
Prototype,
and
Design
Business
Model
Engines
for
CUSTOMER
GROWTH
HACKING
Experiment
&
Reflect
q Build
(MVP)
q Measure
q Learn
O.T.H.E.R.
Loop
(DeclaraEve/ExperienEal)
O:
Observe
different
–
Observe
what
no
one
else
is
observing
T:
Think
different
–
Think
what
no
one
else
is
thinking
H:
Hypothesize
different
–
Hypothesize
what
no
one
else
is
hypothesizing
E:
Experiment
different
–
Experiment
on
what
no
one
else
is
experimen2ng
on
R:
Reflect
different
–
Reflect
on
what
no
one
else
is
reflec2ng
on
The
Three
Main
Phases
of
Customer
Growth
Hacking
1. Customer
Hacking:
Problem-­‐Solu2on
Fit
2. Customer
Growth:
Product-­‐Market
Fit
3. Growth
Hacking:
Business
Model
Fit/Scaling
B.U.M.P.
=
Big
Urgent
Market
Problem
Think
Hypothesize
Observe

20. 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
Engagement
(Experience)
AcEvaEon
Referral
Reward
(Revenue)
E
A
A
R
R
R
RetenEon
AcquisiEon
Customer
Growth
Hacking
Rapidly
Document,
Analyze,
Prototype,
and
Design
Business
Model
Engines
for
CUSTOMER
GROWTH
HACKING
Experiment
&
Reflect
q Build
(MVP)
q Measure
q Learn
O.T.H.E.R.
Loop
(DeclaraEve/ExperienEal)
O:
Observe
different
–
Observe
what
no
one
else
is
observing
T:
Think
different
–
Think
what
no
one
else
is
thinking
H:
Hypothesize
different
–
Hypothesize
what
no
one
else
is
hypothesizing
E:
Experiment
different
–
Experiment
on
what
no
one
else
is
experimen2ng
on
R:
Reflect
different
–
Reflect
on
what
no
one
else
is
reflec2ng
on
The
Three
Main
Phases
of
Customer
Growth
Hacking
1. Customer
Hacking:
Problem-­‐Solu2on
Fit
2. Customer
Growth:
Product-­‐Market
Fit
3. Growth
Hacking:
Business
Model
Fit/Scaling
B.U.M.P.
=
Big
Urgent
Market
Problem
Think
(Causes)
Hypothesize
(Fitness
Plan)
Observe
(Job
To
Get
Done/Problem)

21. 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
Engagement
(Experience)
AcEvaEon
Referral
Reward
(Revenue)
E
A
A
R
R
R
RetenEon
AcquisiEon
Experiment
&
Reflect
q Build
(MVP)
q Measure
q Learn
The
Three
Main
Phases
of
Customer
Growth
Hacking
1. Customer
Hacking:
Problem-­‐Solu2on
Fit
2. Customer
Growth:
Product-­‐Market
Fit
3. Growth
Hacking:
Business
Model
Fit/Scaling
B.U.M.P.
=
Big
Urgent
Market
Problem
S:
Supplier
C:
Customer
Product
(Min.
Viable
Product)
Strategy
(Business
Model
Engine)
Vision
(Winning
Aspira2on)
Think
(Causes)
Hypothesize
(Fitness
Plan)
Observe
(Job
To
Get
Done/Problem)
Customer
Growth
Hacking
Rapidly
Document,
Analyze,
Prototype,
and
Design
Business
Model
Engines
for
CUSTOMER
GROWTH
HACKING

22.
Engagement
(Experience)
AcEvaEon
Referral
Reward
(Revenue)
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
RetenEon
AcquisiEon
Product
Strategy
Vision
MVP
=
Minimum
Viable
Product
Magne2c
Value
Proposi2on
Business
Model
Engine
(Pivots)
Leap
of
Faith
(Winning
Aspira2on)
Why?
What?
How?
Customer
Growth
Hacking
Rapidly
Document,
Analyze,
Prototype,
and
Design
Business
Model
Engines
for
CUSTOMER
GROWTH
HACKING
The
Three
Main
Phases
of
Customer
Growth
Hacking
1. Customer
Hacking:
Problem-­‐Solu2on
Fit
2. Customer
Growth:
Product-­‐Market
Fit
3. Growth
Hacking:
Business
Model
Fit/Scaling
B.U.M.P.
=
Big
Urgent
Market
Problem
Experiment
&
Reflect
q Build
(MVP)
q Measure
q Learn
Think
(Causes)
Hypothesize
(Fitness
Plan)
Observe
(Job
To
Get
Done/Problem)