On November 30, 2017, Lincoln Murphy presented his Exponential Growth Framework at SaaS North 2017 in the 2nd day keynote.

1. Lincoln Murphy’s
Exponential Growth
Framework
Presented at SaaS North 2017
Ottawa, Canada

3. You want…
• Exponentially More Revenue
• Awesome Valuation Metrics
• Increasingly Efficient Growth
• Expanding Market Opportunity
@lincolnmurphy

4. To get that, you need to…
• Rapidly acquire customers
• Get them to stay longer
• Get them to buy more
• Get them to advocate for you
@lincolnmurphy

6. Lincoln’s Growth Framework
• Identify Ideal Customers
• Identify Bad-fit Customers
• Align Marketing & Sales to those
@lincolnmurphy

7. Lincoln’s Growth Framework
• Discover your customer’s Desired
Outcome (DO)
• Ensure the customer’s evolving DO is
continually achieved
• Make that your company’s culture
@lincolnmurphy

12. Let’s talk about Churn...
• The seeds are planted early!
• It’s a symptom, not the disease
• Occurs when DO is not met
• Must NOT be your focus!
@lincolnmurphy

13. Operationalize the Customer Journey
• Sales
• Onboarding
• Adoption
• Engagement
• Expansion
• Renewal
@lincolnmurphy

14. That’s the ONLY way to…
• Rapidly acquire customers
• Get them to stay longer
• Get them to buy more
• Get them to advocate for you
@lincolnmurphy

15. Which leads to…
• Exponentially More Revenue
• Awesome Valuation Metrics
• Increasingly Efficient Growth
• Expanding Market Opportunity
@lincolnmurphy