The document discusses implementing lean marketing systems using value stream mapping. It explains that lean marketing focuses on reducing waste, but waste should appear after protecting sales, reducing work in process, and improving the marketing cycle rather than being the initial focus. It provides steps for mapping the current marketing value stream, identifying areas for improvement, and developing a future state map to increase flow and reduce variation and waste in the marketing process.
SaaS Marketing Plan: 5 Ways to Get your B2B App to Sell ItselfLincoln Murphy
Your B2B SaaS app will not sell itself unless it is designed to do so. This is a guide to getting your B2B SaaS to 'sell itself' was created by noted SaaS Marketing expert and Growth Hacker Lincoln Murphy of Sixteen Ventures.
This guide is full of actionable, unique, and thought-provoking ideas - Growth Hacks if you will - that are designed to allow your product to sell itself.
From attracting the right audience and driving user engagement, to making it easy to buy and easy to share through orchestrated virality, this guide covers all aspects of what's necessary to drive growth with SaaS companies of any stage and serving any market.
Whether you have a self-service sales model or one that requires outside sales reps to drive business, the tips and techniques contained in this guide and the source blog post will help you achieve your goals of efficiently scaling your sales process.
The No-BS Guide to Understanding (and Calculating) ChurnClose.io
Founders: Are you being honest about your churn rates? Really, really honest?
Probably not. At best, you track your customer churn and neglect the other, more important churn rates.
Do you know your revenue churn? Your monthly subscription churn? What about your net churn? If you don't, you need to. In startups, ignorance isn't bliss; it's death.
Use our No-BS Guide to learn about the four most important churn rates, what they mean, and how to calculate them.
Check out our free, automatic churn calculator at the end!
• 3. The 3 Models of SaaS Pricing1How to Pick the Best Price28 Pricing Hacks3How to Test New Pricing4We’ll cover...
• 4. Model 1: Targeting Small Businesses1
• 5. Self-service, no sales team, limited support
• 6. Pricing in the $10 - $100/month rangeThis mean you need to focus onscale and acquiring customerscheaply.
• 7. Similar companies
• 8. Model 2: Targeting Enterprise2
• 9. Sales team, contracts, full support
• 10. Pricing is $1,000s or $10,000s/monthVery little is automated, your teamwill be working very closely witheach customer.
• 11. Similar companies
• 12. Model 3: The Mid-Size Hybrid3
• 13. Automated marketing with a sales team
• 14. Pricing is $100’s/monthYou’ll need to scale your leads butyou’ll have a full sales team toclose them.
• 15. Similar companies
• 16. Pick the right price range for your vision
• 17. 2 Bad Methods for Pricing
• 18. 1. Product cost + X%You’ll undercharge somecustomers and overcharge others.
• 19. 2. What does the customer want to pay?People have no idea until you askthem for their credit card.
• 20. Pricing by Value
• 21. Value-Based PricingYour customers get value worth $Yand it only costs them $X.
• 22. For B2B, focus on money earned or saved
• 23. How much extra revenue do they earn?1How many hours do they save?2What other costs do they avoid?3Ask your customers:
• 24. Capture more value from each customer.
• 25. There’s no such thing as a perfect price.If you need more guidance, pick aprice that’s 10% of the valuedelivered.
• 26. 8 Pricing Hacks8
• 27. Rule 1: Go AnnualYou’ll improve cash flow, reduceyour churn, and improve yourrevenue.
• 28. Rule 2: Don’t Add Unnecessary Digits$1000 looks cheaper than $1,000or $1000.00
• 29. Rule 3: Avoid Discounts Unless LaunchingDiscounts create destructivecustomer habits. Do not use themregularly.
• 30. Rule 4: Offer Multiple Prices to Anchor
• 31. Rule 5: Use pricing plans to segment customers.Different customer types getdifferent value from your product.Capture that value.
• 32. Rule 6: Double Your PriceWe all tend to UNDERvalue our ownservices.
• 33. Rule 7: Be Careful With Freemium PlansVery difficult to make it work in B2Bmarkets.
• 34. Rule 8: Grandfather Old Customers InAs long as you don’t raise pricesfor old customers, you won’t getany complaints.
• 35. These are rules, not laws.
• 36. How to Test New Pricing - 4 Steps
• 37. Step 1: Track subscription plans for all customersSubscription plans1Each monthly charge2Any cancelations3Access to total revenue, averagerevenue per user, and churn4
• 38. Step 2: Launch Your New Pricing Page
• 39. Step 3: Track your entire funnel
• 40. Step 4: Track ARPU and churn
• 41. KISSmetrics helps you find the right priceConnects all data to individual people1A/B tests for your entire funnel2See which plans are most profitable
The number of forecasted deals that are won are at an all time low. See how pipeline management informed by analytics can improve your bottom line revenue. Knowing what's changed is critical to making your number.
How can marketers respond to the rapidly changing marketplace today? Agile or Scrum methodology could be one of the answers. This deck describes agile and the way that the team at HubSpot uses it to make marketing fast, focused, prioritized and predictable.
David Skok, General Partner at Matrix Partners, provides a simple model to understand a SaaS businesses, as well as the key levers founders, can leverage to drive SaaS success.
Zero to 100 - Part 6: Experiences putting Theory into PracticeDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
SaaS Marketing Plan: 5 Ways to Get your B2B App to Sell ItselfLincoln Murphy
Your B2B SaaS app will not sell itself unless it is designed to do so. This is a guide to getting your B2B SaaS to 'sell itself' was created by noted SaaS Marketing expert and Growth Hacker Lincoln Murphy of Sixteen Ventures.
This guide is full of actionable, unique, and thought-provoking ideas - Growth Hacks if you will - that are designed to allow your product to sell itself.
From attracting the right audience and driving user engagement, to making it easy to buy and easy to share through orchestrated virality, this guide covers all aspects of what's necessary to drive growth with SaaS companies of any stage and serving any market.
Whether you have a self-service sales model or one that requires outside sales reps to drive business, the tips and techniques contained in this guide and the source blog post will help you achieve your goals of efficiently scaling your sales process.
The No-BS Guide to Understanding (and Calculating) ChurnClose.io
Founders: Are you being honest about your churn rates? Really, really honest?
Probably not. At best, you track your customer churn and neglect the other, more important churn rates.
Do you know your revenue churn? Your monthly subscription churn? What about your net churn? If you don't, you need to. In startups, ignorance isn't bliss; it's death.
Use our No-BS Guide to learn about the four most important churn rates, what they mean, and how to calculate them.
Check out our free, automatic churn calculator at the end!
• 3. The 3 Models of SaaS Pricing1How to Pick the Best Price28 Pricing Hacks3How to Test New Pricing4We’ll cover...
• 4. Model 1: Targeting Small Businesses1
• 5. Self-service, no sales team, limited support
• 6. Pricing in the $10 - $100/month rangeThis mean you need to focus onscale and acquiring customerscheaply.
• 7. Similar companies
• 8. Model 2: Targeting Enterprise2
• 9. Sales team, contracts, full support
• 10. Pricing is $1,000s or $10,000s/monthVery little is automated, your teamwill be working very closely witheach customer.
• 11. Similar companies
• 12. Model 3: The Mid-Size Hybrid3
• 13. Automated marketing with a sales team
• 14. Pricing is $100’s/monthYou’ll need to scale your leads butyou’ll have a full sales team toclose them.
• 15. Similar companies
• 16. Pick the right price range for your vision
• 17. 2 Bad Methods for Pricing
• 18. 1. Product cost + X%You’ll undercharge somecustomers and overcharge others.
• 19. 2. What does the customer want to pay?People have no idea until you askthem for their credit card.
• 20. Pricing by Value
• 21. Value-Based PricingYour customers get value worth $Yand it only costs them $X.
• 22. For B2B, focus on money earned or saved
• 23. How much extra revenue do they earn?1How many hours do they save?2What other costs do they avoid?3Ask your customers:
• 24. Capture more value from each customer.
• 25. There’s no such thing as a perfect price.If you need more guidance, pick aprice that’s 10% of the valuedelivered.
• 26. 8 Pricing Hacks8
• 27. Rule 1: Go AnnualYou’ll improve cash flow, reduceyour churn, and improve yourrevenue.
• 28. Rule 2: Don’t Add Unnecessary Digits$1000 looks cheaper than $1,000or $1000.00
• 29. Rule 3: Avoid Discounts Unless LaunchingDiscounts create destructivecustomer habits. Do not use themregularly.
• 30. Rule 4: Offer Multiple Prices to Anchor
• 31. Rule 5: Use pricing plans to segment customers.Different customer types getdifferent value from your product.Capture that value.
• 32. Rule 6: Double Your PriceWe all tend to UNDERvalue our ownservices.
• 33. Rule 7: Be Careful With Freemium PlansVery difficult to make it work in B2Bmarkets.
• 34. Rule 8: Grandfather Old Customers InAs long as you don’t raise pricesfor old customers, you won’t getany complaints.
• 35. These are rules, not laws.
• 36. How to Test New Pricing - 4 Steps
• 37. Step 1: Track subscription plans for all customersSubscription plans1Each monthly charge2Any cancelations3Access to total revenue, averagerevenue per user, and churn4
• 38. Step 2: Launch Your New Pricing Page
• 39. Step 3: Track your entire funnel
• 40. Step 4: Track ARPU and churn
• 41. KISSmetrics helps you find the right priceConnects all data to individual people1A/B tests for your entire funnel2See which plans are most profitable
The number of forecasted deals that are won are at an all time low. See how pipeline management informed by analytics can improve your bottom line revenue. Knowing what's changed is critical to making your number.
How can marketers respond to the rapidly changing marketplace today? Agile or Scrum methodology could be one of the answers. This deck describes agile and the way that the team at HubSpot uses it to make marketing fast, focused, prioritized and predictable.
David Skok, General Partner at Matrix Partners, provides a simple model to understand a SaaS businesses, as well as the key levers founders, can leverage to drive SaaS success.
Zero to 100 - Part 6: Experiences putting Theory into PracticeDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
The SaaS Founder’s Journey: What Matters at Each StageDavid Skok
From a talk given at SaaStock 2017 in Dublin, this slide deck covers the three stages of a startup, the most important question founders should be asking to ensure survival/success, and how to build and scale a sales funnel.
Mark Roberge is a Senior Lecturer with Harvard Business School, former CRO of Hubspot and author of bestseller "The Sales Acceleration Formula". Join him as he takes you through his step by step guide to revenue growth.
Lean Startup Basics - Evidence Based EntrepreneurshipKelly Schwedland
Introduction and overview to the lean process for startups. An evidence based approach to validate early hypothesis and develop a solid Business Model before launch. Involving Customer Development, Hypothesis testing, Minimum Viable Product, (MVP) to get to Product/ Market fit and ultimately A replicable scalable business model. This simple but disciplined approach takes the guess work out of taking an idea and turning it into a viable company.
Based on Eric Reis, Steve Blank and Alex Osterwald's work with Lean Startup, Lean launchpad, customer development and Business Model Canvas. Now in practice by multiple Incubators, Accelerators, Universities and now the National Science Foundation through ICorp to validate business ideas with before investing.
Stealing advice from the developers: how to make your small marketing team more prolific, less stressed, and able to knock out deadlines like Holly Holm did to Ronda Rousey.
Tips and tactics you can use to get more leads, save more time, and build your business with marketing technology (even with a non-technical background. Marketing automation made easy!
In his presentation at SaaSFest 2017, Steli Efti discusses the importance of building learning loops in your sales process by asking your prospects why they engaged with you.
Are You Already Marketing On The Internet?
Take a moment to think about how you would really answer this question. If given enough thought just about any business owner who utilizes the Internet for any purpose will likely find that whether or not they intentionally organized an Internet marketing campaign, they may already be marketing their products and services on the Internet. This article will examine some subtle ways business owners may already be marketing their business on the Internet.
Marketing in Modern age. Inside this e-book , you will discover the topics about locating trends, what's hot online changes at light speed , vision and planning can put you on top , Planning plays big dividends, one hour a day can make it pay , getting organized from the get go,, tools you will need organizing your trends system , researching hot trends attitude, how to make money with your hot trend blog , pay per clicks system, other affiliate programs, blogging a hot trend and so much.
Building a Repeatable, Scalable & Profitable Growth ProcessDavid Skok
In a talk I gave at SaaS North 2017 conference in Ottawa, I talk about the fundamentals of building a repeatable, scalable, and profitable growth process for a startup.
In this presentation from SaaSFest 2017, Guillame Cabane from Drift discusses the importance of leveraging automation and personalization to increase sales velocity.
Profit Automation for Face to Face BusinessesInfotail
Profit automation is an important and strategic goal for face-to-face, bricks and mortar business owners and it’s our goal to help you achieve this enviable opportunity, which eludes most business owners.
Profit automation is about creating sustainable, long-term marketing assets, which produce reliable results and automatic profits for you without having to re-invent the wheel every time you use the asset.
Profit automation leverages consistently predictable, results-producing follow-up marketing and sales tools, systems and automation to create “profit at will” for your business, 24/7/365. For more information, visit www.Infotail.com.
Problem solving, the core of lean implementationBusiness901
This is a transcription of a Business901 podcast with Tracey Richardson, president of Teaching Lean Inc.. She has over 22 years of experience in Toyota methodologies including: Lean Problem Solving, Quality Circles, Lean Manufacturing tools, Standardized Work, Job Instruction Training, Toyota Production System, Toyota Way Values, Culture Development, Visualization (Workplace Management Systems), Continuous Improvement (Kaizen), Meeting Facilitation/Teamwork, and Manufacturing Simulations.
The SaaS Founder’s Journey: What Matters at Each StageDavid Skok
From a talk given at SaaStock 2017 in Dublin, this slide deck covers the three stages of a startup, the most important question founders should be asking to ensure survival/success, and how to build and scale a sales funnel.
Mark Roberge is a Senior Lecturer with Harvard Business School, former CRO of Hubspot and author of bestseller "The Sales Acceleration Formula". Join him as he takes you through his step by step guide to revenue growth.
Lean Startup Basics - Evidence Based EntrepreneurshipKelly Schwedland
Introduction and overview to the lean process for startups. An evidence based approach to validate early hypothesis and develop a solid Business Model before launch. Involving Customer Development, Hypothesis testing, Minimum Viable Product, (MVP) to get to Product/ Market fit and ultimately A replicable scalable business model. This simple but disciplined approach takes the guess work out of taking an idea and turning it into a viable company.
Based on Eric Reis, Steve Blank and Alex Osterwald's work with Lean Startup, Lean launchpad, customer development and Business Model Canvas. Now in practice by multiple Incubators, Accelerators, Universities and now the National Science Foundation through ICorp to validate business ideas with before investing.
Stealing advice from the developers: how to make your small marketing team more prolific, less stressed, and able to knock out deadlines like Holly Holm did to Ronda Rousey.
Tips and tactics you can use to get more leads, save more time, and build your business with marketing technology (even with a non-technical background. Marketing automation made easy!
In his presentation at SaaSFest 2017, Steli Efti discusses the importance of building learning loops in your sales process by asking your prospects why they engaged with you.
Are You Already Marketing On The Internet?
Take a moment to think about how you would really answer this question. If given enough thought just about any business owner who utilizes the Internet for any purpose will likely find that whether or not they intentionally organized an Internet marketing campaign, they may already be marketing their products and services on the Internet. This article will examine some subtle ways business owners may already be marketing their business on the Internet.
Marketing in Modern age. Inside this e-book , you will discover the topics about locating trends, what's hot online changes at light speed , vision and planning can put you on top , Planning plays big dividends, one hour a day can make it pay , getting organized from the get go,, tools you will need organizing your trends system , researching hot trends attitude, how to make money with your hot trend blog , pay per clicks system, other affiliate programs, blogging a hot trend and so much.
Building a Repeatable, Scalable & Profitable Growth ProcessDavid Skok
In a talk I gave at SaaS North 2017 conference in Ottawa, I talk about the fundamentals of building a repeatable, scalable, and profitable growth process for a startup.
In this presentation from SaaSFest 2017, Guillame Cabane from Drift discusses the importance of leveraging automation and personalization to increase sales velocity.
Profit Automation for Face to Face BusinessesInfotail
Profit automation is an important and strategic goal for face-to-face, bricks and mortar business owners and it’s our goal to help you achieve this enviable opportunity, which eludes most business owners.
Profit automation is about creating sustainable, long-term marketing assets, which produce reliable results and automatic profits for you without having to re-invent the wheel every time you use the asset.
Profit automation leverages consistently predictable, results-producing follow-up marketing and sales tools, systems and automation to create “profit at will” for your business, 24/7/365. For more information, visit www.Infotail.com.
Problem solving, the core of lean implementationBusiness901
This is a transcription of a Business901 podcast with Tracey Richardson, president of Teaching Lean Inc.. She has over 22 years of experience in Toyota methodologies including: Lean Problem Solving, Quality Circles, Lean Manufacturing tools, Standardized Work, Job Instruction Training, Toyota Production System, Toyota Way Values, Culture Development, Visualization (Workplace Management Systems), Continuous Improvement (Kaizen), Meeting Facilitation/Teamwork, and Manufacturing Simulations.
It took me two podcasts, Patterns of Behavior affect Projects and Lesson Learned in Project Management to capture the thoughts of Mel Bost, author of the highly regarded blog, “MEL BOST PMO EXPERT. In the Blog, Mel addresses structure, activities, and behavior of a Program Management Office (PMO) environment. This is a transcription of both podcasts.
Lean Business Analysis and UX Runway: Managing Value by Reducing Waste (Natal...IT Arena
Lviv IT Arena is a conference specially designed for programmers, designers, developers, top managers, inverstors, entrepreneur and startuppers. Annually it takes place on 2-4 of October in Lviv at the Arena Lviv stadium. In 2015 conference gathered more than 1400 participants and over 100 speakers from companies like Facebook. FitBit, Mail.ru, HP, Epson and IBM. More details about conference at itarene.lviv.ua.
Timothy W. Fowler (also known as The Right Brain) is CEO of BusinessLeadership.com. He details numerous process improvement efforts utilizing right-brain dominant-skills in this transcription of the Business901 podcast, Are right brain thinkers better leaders?
Dr. Charles Burnette created iDeSIGN, a Design Thinking course for children. He freely shares this information on his website idesignthinking.com. This is a transcription of the podcast, A Platform for Teaching Design Thinking.
Lean Sales and Marketing is a method to make you more effective than your competitors. Lean is something that some people want to do, to beat their competitors.
It is not something you have to do.
For many years, marketers have trusted the digital marketing funnel as their go-to strategy for acquiring new customers. The digital landscape is shifting, and while a lot of people still believe in the funnel, there is a new alternative available now.
Streamline your inbound sales efforts to maximize growth and scalability in your sales team. With the help of sales velocity you can increase your sales by over 140%.
Streamline your sales funnel - Syed Asad Hussain CallPage
Sales representatives quite often don’t focus on top of the pipeline, which leads to a “leaky bucket”. It results in good leads falling through the cracks.
- Learn how to improve your sales velocity.
- Learn how to build a strong lead qualification process.
- Understand the buyer's journey.
My 7-Step Guide to Build a Customer Journey Map in 1 Week (Lessons Learned)Nasti Šušnjara
Just because you say that you want to "delight your customers" doesn't mean that you actually do. Very often, we don't even know where we're failing to meet the expectations of our customers. This 7-steps exercise helped us visualize our customers’ experience and prioritize what we’ll work on based on data and not assumptions. The process has worked for me ever since.
Original article: https://medium.com/omneechannel/7-steps-guide-to-building-a-customer-journey-map-d2c3b00cfffd
Content:
1. Why you need to map out your customer experience
2. Don't get intimidated by the complexity
3. 7 steps to create your Customer Journey Map
- Collect data from your customers and prospects
- Define your personas and goals
- Define stages of your customer journey
- Add your customer actions, thoughts, and emotions
- Define key highlights and pain points
- Write down what you can do to improve
- Prioritize and execute changes
Special thanks to Kristjan Pecanac from Hekovnik startup school who helped me better understand these concepts when I just started my career in the tech industry.
5 Steps That Will Make Your Program Management Rock
1. Automate your program tracking
2. Track all programs - big and small
3. Give immediate feedback
4. Provide self-service access
5. Partner with an expert
Follow this simple SlideShare as it guides you through a conversation around the benefits of automating your program management process.
Introducing Program Advisor: Automated tracking of all programs based on your business rules with easy, self-service access for Sales, Marketing, and Finance.
Building a sustainable business and product is hard work. Growing your user base is even harder. Markets and opportunities are changing on a daily basis; you have to stay focused and constantly improve your tactics in a rapidly-changing world in order to succeed.
The tactics that worked even a few short years ago are now obsolete. Iterative sprints leveraging mobile, social and location-based approaches and powered by data and insights, are required in order to thrive. Through rapid experimentation, you can find yourself in a healthy loop of building, testing, measuring, learning, refining and improving.
The Beginner’s Guide to Growth Hacking illustrates over two dozen insights that will help you grow your user base, keep them engaged and ultimately grow your revenues.
While sales process implementation is not a simple task and may require more of your time now than you'd like to attribute to it, the rewards justify your investment and payback comes much sooner than you would think.
6 [fresh] digital marketing tips that will help businesses combat coronavirus...Charlesbab16
We understand that this is a stressful time because of the recent outbreak of the coronavirus. Here are 6 key digital marketing tips that will help you bounce back stronger. View more information at https://colorwhistle.com/digital-marketing-combat-coronavirus-impact/
During each day, you will be taught a conversion tactic that can help increase your sales. The tactics will vary from tracking specific key performance indicators to running qualitative research studies (and if you don’t know what these things are, don’t worry as I will explain all of that in the guide as well).
http://codecondo.com/
Your VoC Programme is underperforming - and you know itFuturelab
Your VoC Programme is underperforming - and you know it.
This paper is not to convince you that you should have a Voice of the Customer (VoC) program. It’s 2020 – we assume you have this by now. If not, please let us know if you need arguments to convince your manager, we will help you.
However, 50% of all Voice of the Customer practitioners are unhappy with their programme1.
Fred Reichheld, the creator of the Net Promoter System, claims that 70% of companies do NPS wrong. And too many VoC programmes that we at Futurelab have ever encountered are struggling to reach their full potential or present a substantial ROI. Given the current focus on ROI in the evaluation of VoC (and in the broader sense CX) programmes, this is a dangerous position to find yourself.
In this paper, we show you the key steps you must take to ensure the success of your VoC programme – whether it is based on NPS, CES or other metrics.
Please join us for one of the webinars where I will give you cases, examples and best and worst practice stories to bring it all to life: https://lnkd.in/g8gNeSB
#customercentricity #cx #customerexperience #voiceofthecustomer #VoC
#NPS
Your VoC Programme is underperforming - do something about itFuturelab
This paper is not to convince you that you should have a Voice of the Customer (VoC) program. It’s 2020 – we assume you have this by now. If not, please let us know if you need arguments to convince your manager, we will help you.
However, 50% of all Voice of the Customer practitioners are unhappy with their programme1.
Fred Reichheld, the creator of the Net Promoter System, claims that 70% of companies do NPS wrong. And too many VoC programmes that we at Futurelab have ever encountered are struggling to reach their full potential or present a substantial ROI. Given the current focus on ROI in the evaluation of VoC (and in the broader sense CX) programmes, this is a dangerous position to find yourself.
In this paper, we show you the key steps you must take to ensure the success of your VoC programme – whether it is based on NPS, CES or other metrics.
Please join us for one of the webinars where I will give you cases, examples and best and worst practice stories to bring it all to life: https://lnkd.in/g8gNeSB
Customer Value Mapping: Using customer value mapping to understand what custo...Business901
Customer value mapping is a qualitative approach that looks at the perceived value of a product or service from the customer’s perspective.
The Business901 Fractional Marketing Services allow customers to focus on their core operations while the business development and marketing experts at Business901 handle customer-facing campaigns. The plans are tailored to each business, considering each company’s existing capabilities, budget, and industry.
Business901 offers a unique combination of traditional and progressive methods to maximize customer growth. Social media campaigns, in-person and online events, and partnerships with industry organizations are all available, depending on the company’s needs. Additionally, Business901 utilizes AI-based tools to accelerate the sales and marketing process. This modern approach ensures that customers get the most out of their time and budget.
“At the end of the day, Business901 is focused on providing clients with the best experience possible,” said Dager. “We strive to give our clients access to the expertise and resources they need to succeed in their respective industries.”We act as teachers, consultants, strategists, or implementers. The program is designed around your desired deliverables with specific milestones and time frames to meet your outcomes.
Are you looking at growth through the right lenses? Or are you still operating in the Doom Loop? Is your disciplined actions focused on experimentation?
Jim Collins has been talking about the Flywheel Effect for many years and most of us (should) know the intricacies behind the concept. Reviewing the recent book Experimentation Works, author Stefan Thomke reinforces this effect through Booking's Growth Flywheel and his own 7 System Levers.
Expanding on just 3 of the 7 levers:
1. Scale: Number of experiments per week, months, or year
2. Scope: Extent to which an organization’s employees are involved in experiments
3. Speed: Time from formulating a hypothesis to completing an experiment
In the past, I have written about using the Lean trio of SDCA, PDCA, EDCA with an umbrella of CAP-Do or in Non-Lean terms; Standard Work, Continuous Improvement, Design Thinking (Exploration), and Reflection.
In the book, Cracked it!: How to solve big problems and sell solutions like top strategy consultants, the authors lay out their 4s Framework in much the same manner with a flowchart to guide you through the use of it. Their dive into each discipline is excellent. Enjoy the read.
The part of the framework that they took the time with that most problem-solving books don’t is the Sell Stage. Of course, I am partial to that area but even though I am, when doing it for myself, I often just think people get it. Everyone wants to grow revenue or save time and money?
I also like that though it is convenient to put documentation at the end and part of this stage, I took a little deeper meaning from it. The part of sustaining, and even improving again often rests on the idea of how we deliver/sell the results.
Branops - Making Your Story Your StrategyBusiness901
In BRANOPS, we scale by looking at marketing from a Growth Mindset. We don’t start with a complex market and try to work back by tweaking and modifying it.
Roles of Intuition & Rationality in Strategic DecisionsBusiness901
Author Julia Sloan in the book, Learning to Think Strategically, emphasizes the need for both a Creative and Rational balance in the approach.
Sloan says, "Without a well-honed intuitive sense, problem analysis can remain clinical, sanitized, and ineffectual, in that problems are exposed only superficially and analyzed without much, if any, examination of the “truthfulness” of their cause. Rationality then plays the critical role of identifying relevant information and analyzing facts." I find her approach the rest of the book equally enlightening.
This process reminds me of the Divergent/Convergent Design Think approach and equally similar to Disney’s Creative Strategy: Dreamer, Realist, and Critic approach.
I have both an electronic and audion version of the book. It is a good listen. Amazon: Learning to Think Strategically 4th Edition https://amzn.to/2Z1vyKB
Onboarding Freelancers LinkedIn Group Deck Business901
Would you contribute to empowering Freelancers in your work environment?
Please consider joining this LinkedIn Group:
https://lnkd.in/eRuGzsm
As the use of Freelancers proliferate across organizational departments new ways of thinking are required. We have created instances of success in employee onboarding but often we have similar expectations of Freelancers in very condensed cycles.
This group is intended first and foremost to create awareness of these issues and elaborate on ideas for enhancing the flow of work between the stakeholders.
Lean Scale Up: Lean as a Growth StrategyBusiness901
The Lean Scale-Up ebook has been a handout and lead generator on my website for several years. It was created with the understanding that if you can build a culture of PDCA, a culture of learning, growth becomes part of everyone’s job.
It is this aspect I have always believe that separates good companies from great companies.
Social Media Analytics For International MarketersBusiness901
This Prime Target Webinar will provide insights on how social media analytics can be used for International Market Research.
Topics Covered:
1. Five Advantages to using social media analytics for international marketing
2. Social media – source for market research unexploited by companies
3. Learn to understand and track our markets and competitors in our target countries
4. Discover reliable tools adapted for small companies
More Info & Registration:
https://www.bigmarker.com/prime-target/SOCIAL-MEDIA-ANALYTICS-FOR-INTERNATIONAL-MARKETERS
In creating an International Strategy, "Where to play" is a critical component, maybe the most. And the scariest part is that it can change rather quickly. What is your risk? Are you prepared?
This is an excerpt from a recent Prime Target and Euromonitor International webinar about risk hosted by Tatiana Miron: https://lnkd.in/eXr_8dU
PrimeTarget.tech helps SMEs and startups accelerate growth and improve performance globally through the power of data and analytics. The management team is versatile and abreast in growth hacking for companies with global ambitions. Their purpose is to open access to small and medium enterprises to a fundamentally new approach in decision making with regards to global strategies, one designed to match today's fast pace of change and new technologies.
Get On Track with a Strength-Based Sales and Marketing ApproachBusiness901
If the video does not play in the 2nd slide, this is the YouTube Link: https://youtu.be/fmWWut0rjBY
The video incorporates the disciplines I use within a Strength-Based Sales and Marketing effort. Taken from great leaders of Appreciative Inquiry, it may look complicated but all of these are founded on the basic principles of AI.
Appreciative Inquiry is a shift from looking at problems and deficiencies and instead focusing on strengths and successes. It is a tool for change, and it will strengthen relationships throughout your business. Most people struggle to obtain this mindset without training. We have just been conditioned otherwise. I always use the example that is about obtaining the flow of what and how versus the drilling down of why. In sales and marketing when you analyze your wins instead of your losses it makes you 10X more likely to understand the events that trigger decision-makers to become motivated about buying your product or service.
More info at https://business901.com/
Faces of Change 2 - Social Emotional Learning ProgramBusiness901
The Faces of Change 2 Introductory Program provides a foundation for teachers, parents, social workers and mentors to understand how and what that relationship should look like for students presently and in the future. By using the Faces of Change Timeline as a central focus we will introduce the central theme of the Faces of Change 2 program. Participants are provided with the groundwork on how to use Faces of Change activities in the classroom while counseling, advising, or serving as an advocate for the student.
A recent presentation for a small group of manufacturers on Lean Sales and Marketing. We concentrated primarily on creating a marketing space utilizing Lean and Blue Ocean principles.
Are You Interested in Esports Advertising? Are you unsure of how to get started?
Take a look at the following Ad Deck and see if you would like to test the waters.
More information: Business901, https://business901.com
KM Cyber Security, https://www.kmcybersecurity.com/
Keatron Evans is the Managing Partner at KM Cyber Security, LLC
and responsible for global information security consulting business which includes penetration testing, incident response management/consulting, digital forensics, and training.
Intel E5/Gold processors, SSD drives in RAID 10, 10Gbps network interfaces, enterprise-grade RAM, peering with multiple Tier-1 networks for excellent latency, and more. - At pricing that is hard to believe.
Understand the Purpose Behind the QuestionBusiness901
The ability to ask good questions is essential in today’s world. However, as Stephen Covey categorized in one of his 7 Habits; “Seek first to Understand, then to be understood.” Or another way Dale Carnegie phrased this, “To be interesting, be interested.” To accomplish this, I think one of the areas that most of could work on is to develop our ability to quickly recognize the purpose of the question. When we do this, it is much easier to align perspectives and therefore engage in collaborative efforts.
Adapted from the work of Stafford (2009) and from the book, Collaborating for Inquiry-Based Learning: School Librarians and Teachers Partner for Student Achievement by Virginia L. Wallace and Whitney N. Husid, the Purposes for Question diagram is an ideal training aid for me in sales and marketing.
Turning Reflection into Action using the Lean Process of CAP-Do Business901
The Lean Process of CAP-Do is how I initiate most projects. It creates a path towards capturing standard work, deciding what we what improve on, what we want to explore and not to be forgotten what we want to stop doing. This outline provides an introduction to using Lean for marketing and introduces the upcoming workshop on Marketing Action Research.
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
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LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
Kseniya Leshchenko: Shared development support service model as the way to ma...Lviv Startup Club
Kseniya Leshchenko: Shared development support service model as the way to make small projects with small budgets profitable for the company (UA)
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Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
At Techbox Square, in Singapore, we're not just creative web designers and developers, we're the driving force behind your brand identity. Contact us today.
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
Evgen Osmak: Methods of key project parameters estimation: from the shaman-in...
In Lean Marketing Waste should Appear, not be Found
1. Business901
Implementing Lean Marketing Systems
In Lean Marketing,
Waste should appear, not be Found!
In Lean Marketing, Waste should appear, not be Found!
Copyright Business901
2. Business901
Implementing Lean Marketing Systems
In Lean Marketing, Waste should appear, not be Found!
Many people believe that to apply Value Stream Marketing using
Lean Techniques is about removing waste. Eliminating waste is
one of the Guiding Principles of Value Stream Marketing but you
must make some fundamental improvements in your marketing
cycle before a pull marketing system will work.
Value Stream Marketing (VSM) is about having a minimum
amount of Work in Process (WIP). However, you cannot just wake
up one morning and decide to do it. You cannot just remove
marginal leads or work with only higher valued leads. It’s about a
journey versus the decision to reduce your WIP. Managing your
WIP will make you aware of many wasteful processes and as a
result provide opportunity to remove them. In VSM there are four
critical components that you must understand: Protect Sales,
Reduce your WIP, Improve your Cycle Time and Remove waste.
Protect Sales: Most of the time when an organization seeks to
improve their marketing the central message is creating more
prospects or more WIP. Seldom does that work. Filling the
pipeline creates more WIP which creates more work and reduces
your effectiveness and productivity. You end up with the wrong
people doing the wrong thing at the wrong time. This is the
essence of overproduction.
The first step is to distinguish how your sales, prospects are
entering the pipeline. That should be fairly easy to distinguish.
However, it may result in a very long list. Try to get a handle on
this and group them according to your existing marketing
channels. Take an empirical view of this.
The next step is where most of the problems occur. Once
someone is in a pipeline all kinds of things happen and it’s hard
to be certain what took place to have them come out the other
end as a customer. The second step is understanding your
In Lean Marketing, Waste should appear, not be Found!
Copyright Business901
3. Business901
Implementing Lean Marketing Systems
marketing cycle and putting it in a meaningful value stream. You
may only understand a portion or a percentage of it; the rest may
be so unpredictable that you cannot even venture to guess.
Listing the process steps of your marketing stream will allow you
to start noticing conversion rates, constraints and variation.
However, to start managing sales you have to start measuring it
in a meaningful manner. The third step is measurement. If you
cannot measure something the old story is don’t do it. In the
sales and marketing process at this point we are not asking you
to change anything just list it so that we can start observing and
try to apply measurements to it.
Many times you will be able to identify a small percentage of
prospects/channels that contributes to the majority of your sales.
This is the value stream that you should concentrate your efforts
and improve upon. It typically is the best known and easiest to
identify (wonder why?).
Reduce your Work in Process (WIP): After you have
determined the steps of your marketing cycle this becomes your
Value Stream. Typically, you will have more than one. At this
time is when a Marketing Kanban comes into use to visualize the
flow and the WIP. Create a Kanban for each Value Stream that
you can reasonably map.
In this way visualizing the process step by step will improve the
overall system performance. I like the visualization trick of
thinking about lowering the water in the river. When you do the
rocks will appear and it will be easier to navigate around them.
The larger rocks may be prospects that you have not adequately
defined a solution or your product is not a perfect fit. Other rocks
or channels may have too many hidden cost or layers of
distribution. There can be numerous areas of concern but
mapping them brings the rocks to the surface so that they are
In Lean Marketing, Waste should appear, not be Found!
Copyright Business901
4. Business901
Implementing Lean Marketing Systems
noticed. By the way, you may have a couple of channels that
have no rocks appearing at all.
Don’t be worried about producing too many Value Streams, we
can combine a few later or decide not to manage certain ones.
The different channels create a lower level of flow (wider river)
and more rocks to appear. It also identifies and reduces variation
which just about always is the reason people believe it will not
work. This is similar to the concern many manufacturing
companies have about reducing batch sizes to gain continuous
flow. Defining the exact Value Stream will be the single most
important factor in increasing flow and reducing your WIP.
Reducing your Work in Process requires that it becomes a
physical process. You must put real numbers and real events on
your Kanban Board. The measurements that you determined in
Protect Sales become real. Your direct mail pieces may be only
bringing a 3% response. The Auto-responders may be converting
only 10% of your prospects into attending a webinar or
downloading an eBook. As you visualize the process try to get a
feel for the pace and look for missing areas. A Value Stream
Mapping trick is to chunk certain areas of the Value Stream
grouping them. This will help you assign responsibilities and find
missing or extra steps in the process. This is also a great time to
remove a little of the low-hanging fruit. However, this is not the
time for wholesale changes this is a time for you start gaining
knowledge that you did not have before.
This is actually your first step in developing a pull system. You
will start seeing overproduction or bottlenecks and on the flip side
you will see where you may be starving a resource. This is the
time that you will get a feeling of what leveling and pace is all
about. Many times you can identify these areas of concern and
limit or re-channel incoming prospects into underutilized
resources. Further defining your steps and more specifically
In Lean Marketing, Waste should appear, not be Found!
Copyright Business901
5. Business901
Implementing Lean Marketing Systems
creating a Kanban board will help you see that next step. That
physical point of a handoff or a transaction to that next step is
very important. With hardly any effort at all you begin creating a
pull system and leveling the demand.
Improve the Marketing Cycle: Improving the Marketing cycle
is where the fun really begins. By protecting sales and reducing
your WIP you have only made minor changes other than
discovering what makes your marketing process flow. Developing
your Marketing Kanban has allowed you to sort out variation and
discover over and underutilized resources. Visualization of your
marketing cycle has hopefully allowed you to remove some of the
low hanging fruit, I actually hate that term.
Most people will have you take your Value Stream mapping
Process and create your Kanban board. What I explained in the
Reduce your WIP section is to create a simple flow diagram with a
Kanban. Why backwards, I find most marketing people are
somewhat intimidated by Lean Tools of mapping and can readily
identify a Kanban board. Creating that structure and working with
it to provide flow makes the transition to a Value Stream Mapping
project much easier. Using the Kanban, you have created a
Current State Map with the metrics you need to develop a Future
State Map. The outline I use for creating a future state:
In the book,Value Stream Mapping for Lean Development: A
How-To Guide for Streamlining Time to Market, Drew Locher
explained how to create a Future State Map by utilizing seven
basic questions:
What does the customer really need?
How often will we check our performance to customer
needs?
Which steps create value and which steps are waste?
How can we flow work with fewer interruptions?
In Lean Marketing, Waste should appear, not be Found!
Copyright Business901
6. Business901
Implementing Lean Marketing Systems
How do we control work between interruptions, and how
will work be triggered and prioritized?
How will we level the workload and/or different activities?
What process improvements will be necessary?
Drew goes on to conclude that future state mapping is not a
brainstorming session. He likes to use a key ground rule of 70%.
If the team believes that they have a 70% chance of
implementing a particular idea in less than one year, it could be
included as part of the future state. If it is longer, the entire
improvement effort would suffer. These specific improvement
efforts will be depicted in a value stream map by the use of a
Kaizen Burst icon.
When considering how to use value stream mapping in the
marketing process I think the seven questions provide an
excellent base for walking through the process. You have to
remember, you already have a current state map drawn. In
essence what you are trying to do is to move not only current
state to future state but from an internal perspective to an
external perspective. Your customer should be determining your
value stream.
I believe this is the best way to improve your marketing cycle.
Taking each channel or swim lane on your Kanban board one at a
time and mapping the process will give you the best results. After
creating the Future State Map move the process back to the
Kanban board for execution.
Remove Waste: Contrary to a whole lot of Lean folks, I believe
waste is an afterthought in Lean. After you Protect Sales, Reduce
WIP and Improve your Marketing Cycle, waste will appear, and
appear again, and again. When it seems like low hanging fruit
remove it, but not before. Your challenge is not removing waste
but increasing flow, reducing variation and creating reliability.
In Lean Marketing, Waste should appear, not be Found!
Copyright Business901
7. Business901
Implementing Lean Marketing Systems
Ultimately you will find waste in the number of prospects within
your marketing cycle, your WIP! The more WIP (more inventory):
the more variation and less reliability you have will cause a
reduction of flow. Forecasts will be off or non-existent even
though we will have a considerable number of prospects. Start
focusing on your lead times and waste will disappear.
If you don’t believe me and you still want to get rid of some
waste here is my stab at it. The seven types of waste in
manufacturing are well known: overproduction, waiting,
transport, extra processing, inventory, motion, and defects.
The seven types of waste for marketing streams are:
• Overproduction as a result of too much work in process
• Waiting as a result of poor flow and lack of leveling
demand. I discourage the concept that we should not have
slack in a system and idle time.
• Complexity poor scheduling systems that prevent flow
• Extra Processing responding to the marketing idea of the
week. .
• Poor Handoffs are created as you move from one step of
the process to another. This results in delays and incorrect
information.
• Inventory is to much Work in Process(WIP), you can have
too many leads.
• Push Marketing pushing marketing processes and material
onto prospects and customer that are not asking for it.
As mentioned before these concepts should become apparent as
you work through the three preceding steps. Value Stream
Marketing is not about removing waste as the first step. It is
about creating awareness of each value stream so that you can
determine the value of your marketing from the customers’ point
of view.
In Lean Marketing, Waste should appear, not be Found!
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8. Business901
Implementing Lean Marketing Systems
Joseph T. Dager
Lean Six Sigma Black Belt
Ph: 260-438-0411 Fax: 260-818-2022
Email: jtdager@business901.com
Web/Blog: http://www.business901.com
Twitter: @business901
What others say: In the past 20 years, Joe and I
have collaborated on many difficult issues. Joe's
ability to combine his expertise with "out of the
box" thinking is unsurpassed. He has always
delivered quickly, cost effectively and with
ingenuity. A brilliant mind that is always a pleasure to work with." James R.
Joe Dager is President of Business901, a progressive company providing
direction in areas such as Lean Marketing, Product Marketing, Product
Launches and Re-Launches. As a Lean Six Sigma Black Belt,
Business901 provides and implements marketing, project and performance
planning methodologies in small businesses. The simplicity of a single
flexible model will create clarity for your staff and as a result better
execution. My goal is to allow you spend your time on the need versus the
plan.
An example of how we may work: Business901 could start with a
consulting style utilizing an individual from your organization or a virtual
assistance that is well versed in our principles. We have capabilities to
plug virtually any marketing function into your process immediately. As
proficiencies develop, Business901 moves into a coach’s role supporting the
process as needed. The goal of implementing a system is that the processes
will become a habit and not an event.
Business901 Podcast Opportunity Expert Status
In Lean Marketing, Waste should appear, not be Found!
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