This document discusses using Agile methods for acquisition strategies. It begins with an overview of Agile concepts like Kanban, visualizing work, and limiting work in process. It then discusses the benefits of continuous improvement culture and testing approaches like starting small, testing frequently, and analyzing results. Finally, it provides details on the success of applying these concepts through over 31,000 downloads of their guide and running 37 marketing trials per month.

1. Acquisition The Agile Way
Scaling Marketing from $5M to $25M

2. Brand
+ 10 Years B2B SaaS
Marketing & Media
Specialities:
+ Demand Generation
+ Marketing Ops
Current Role: VP of
Marketing @LeanKit
Speaker + Agenda
Share benefits of using Agile
methods to execute your acquisition
strategy.

3. What is
Kanban?

5. Visualize Your Work

8. Limit your Work In
Process
(WIP)

9. Basically, stop starting
and starting finishing.

12. Build a Culture of
Continuous Improvement

13. Kaizen

14. FAILURE

15. The greatest enemy of knowledge is
not ignorance, it is the illusion of
knowledge.
Stephen Hawking

16. Why do we test?
We test because we do not fully understand our customers; their
likes, dislikes, preferences, and behavior as it relates to their experience
with our product and company.
To better understand why our prospects and customers make certain
decisions and how to influence that behavior while optimizing their
customer experience.

17. Next, what do you want to know?
Question: What questions do we have about the observation?
Hypothesis: Create a hypothesis to accept or reject.
- Ex. If we do ‘x’ then ‘y’ will happen
Type and Vehicle: Where will testing take place and what kind of test?
Measurement: “KPIs” what are the key success measurement(s)
Possible outcomes: Win/Loss/Neutral
– Analyze results
– What did you observe?
– What questions do you have about the observations?
Hypothesis 2: Wash, Rinse, Repeat
Hypothesis 3: Wash, Rinse, Repeat

19. Continuous Improvement in the wild

20. Start small

21. Test, Test, Test

22. Cover lifted after brand lift
IN THIS GUIDE, YOU'LL LEARN
HOW TO:
" Map your current workflow
" Visualize your work
" Focus on flow
" Limit your work in process
" Measure and improve

23. Now Available in German
IIN DIESEM GUIDE ERFAHREN
SIE
" wie Sie Ihren aktuellen Arbeitsfluss
abbilden
" wie Sie Ihre Arbeit visualisieren
" wie Sie den Arbeitsfluss immer im
Auge behalten
" wie Sie den Work in Progress
limitieren
" wie Sie Messungen und
Verbesserungen durchführen

24. 31,248....Downloads in 22 months.

25. Respect for People

26. People are intrinsically
motivated to do their best work.

27. What’s the Cost of Delay
for Marketing Programs?

28. 37 Trials
per
Month

29. Thank you.
kate.moore@leankit.com