The document provides marketing advice for early stage startups. It emphasizes that everyone at an early startup is involved in sales and marketing to ensure the product or service solves a real customer pain point. It discusses identifying the target customer demographic and psychographic profiles, determining the problem the startup solves and how it differs from competitors, and using this information to create a positioning statement. The document also covers choosing acquisition channels based on customer research, testing messaging and features, using key performance indicators to measure success, and iterating based on customer feedback to drive business growth.
How (and When) to Hire a Great VP of Customer Success Management CSMGainsight
The VP of Customer Success role has become one of the hottest hiring priorities for companies in the Subscription Economy. Although the impact is now widely recognized, businesses still struggle with identifying the right time to bring on a CSM leader, and furthermore, how to recognize truly great candidates.
Join a lively conversation between Nick Mehta, CEO at Gainsight, Tomasz Tunguz, Partner at Redpoint Ventures, and Monica Adractas, VP of Customer Success and Retention at Box as they share how (and when) to hire a great VP of Customer Success.
In this webinar, you’ll learn:
- How data supports hiring a VP Customer Success earlier in the company lifecycle
- What the key characteristics of greatness are and how to identify them early
- How maturing companies have evolved the VP Customer Success role to meet the changing needs of their customer base
Featuring: Tomasz Tunguz, Partner at Redpoint Ventures; Monica Adractas, VP of Customer Success and Retention at Box; and Nick Mehta, CEO at Gainsight
The art and science of growth hacking at MassTLC Marketing Summit April 2014MassTLC
David Skok, Partner at Matrix Partners presented the Art and Science of Growth Hacking at MassTLC's annual sales and marketing summit "Building a Lean, Self-Perpetuating Marketing Machine." Follow David at www.forentrepreneurs.com
Bob London of Chief Listening Officers on "How to Have More Strategic Custome...Chief Listening Officers
This webinar, originally hosted by ChurnZero on 9/16/2020, is full of actionable tips for customer success teams.
Description:
"That's enough about me, let's talk about you. What do you think of me?" This great movie quote describes how customers often perceive their vendor interactions.
So ask yourself, are your customer conversations and QBRs really about them - or are you focused on asking what they think about your product? Do you understand the "why" that drives their day to day priorities? Are they giving you their unvarnished perspective in a way that can help your company learn and grow?
Bob London of Chief Listening Officers has conducted over 2,000 interviews with B2B customers and other decision-makers. In this presentation, he covers:
- Bob's go-to questions that yield candid responses
- How to frame conversations, ask questions and follow up
- Tips on "listening between the lines" to maximize insights
This guide will walk you through the basics of conversion rate optimization—from why it matters in the first place to how you can go about building your testing and optimization.
Presentation with my POV on the critical elements necessary for successful B2B marketing.
1. Know your customer journey
2. Always be helping
3. Create marketing so good people would pay for it
4. Promote the power trio
5. Simmer your leads
6. Get in bed with Sales
7. Cultivate continuous improvement culture
8. Build products that sell themselves
How (and When) to Hire a Great VP of Customer Success Management CSMGainsight
The VP of Customer Success role has become one of the hottest hiring priorities for companies in the Subscription Economy. Although the impact is now widely recognized, businesses still struggle with identifying the right time to bring on a CSM leader, and furthermore, how to recognize truly great candidates.
Join a lively conversation between Nick Mehta, CEO at Gainsight, Tomasz Tunguz, Partner at Redpoint Ventures, and Monica Adractas, VP of Customer Success and Retention at Box as they share how (and when) to hire a great VP of Customer Success.
In this webinar, you’ll learn:
- How data supports hiring a VP Customer Success earlier in the company lifecycle
- What the key characteristics of greatness are and how to identify them early
- How maturing companies have evolved the VP Customer Success role to meet the changing needs of their customer base
Featuring: Tomasz Tunguz, Partner at Redpoint Ventures; Monica Adractas, VP of Customer Success and Retention at Box; and Nick Mehta, CEO at Gainsight
The art and science of growth hacking at MassTLC Marketing Summit April 2014MassTLC
David Skok, Partner at Matrix Partners presented the Art and Science of Growth Hacking at MassTLC's annual sales and marketing summit "Building a Lean, Self-Perpetuating Marketing Machine." Follow David at www.forentrepreneurs.com
Bob London of Chief Listening Officers on "How to Have More Strategic Custome...Chief Listening Officers
This webinar, originally hosted by ChurnZero on 9/16/2020, is full of actionable tips for customer success teams.
Description:
"That's enough about me, let's talk about you. What do you think of me?" This great movie quote describes how customers often perceive their vendor interactions.
So ask yourself, are your customer conversations and QBRs really about them - or are you focused on asking what they think about your product? Do you understand the "why" that drives their day to day priorities? Are they giving you their unvarnished perspective in a way that can help your company learn and grow?
Bob London of Chief Listening Officers has conducted over 2,000 interviews with B2B customers and other decision-makers. In this presentation, he covers:
- Bob's go-to questions that yield candid responses
- How to frame conversations, ask questions and follow up
- Tips on "listening between the lines" to maximize insights
This guide will walk you through the basics of conversion rate optimization—from why it matters in the first place to how you can go about building your testing and optimization.
Presentation with my POV on the critical elements necessary for successful B2B marketing.
1. Know your customer journey
2. Always be helping
3. Create marketing so good people would pay for it
4. Promote the power trio
5. Simmer your leads
6. Get in bed with Sales
7. Cultivate continuous improvement culture
8. Build products that sell themselves
Webinar: Build Loyalty and Drive Revenue with Effective Welcome JourneysPure360
Within this webinar you will discover the importance of implementing welcome email journeys, including how to build loyalty, increase engagement and drive revenue.
We cover acquisition based welcome journeys, industry examples and which types of content you should be using for your different stages throughout this welcome journey, including personalising the content based on your subscribers signup-point.
This webinar covers all the crucial areas you need to consider when implementing effective welcome email journeys.
Compared to a normal marketing email, welcome emails generate:
50-60% more open rates
5 x the click through rate
9 x more purchasing potential
8 x more revenue per email
50% – 86% more engagement than email newsletters
Angie Kilbourne, ASA's manager of Web Operations, examines how the independent automotive repair and service shop can compete against the likes of automakers, chains and discount stores with some timely tips and cost-effective strategies.
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Learn how to reach, engage and convert your target audience into customers. The talk is aimed at promoting the value of digital marketing and discussing how you can improve your marketing capability by following the step-by-step process that brings your business to the next level.
Driving Lifelong Customer Devotion With Loyalty Campaigns ConfirmationTrustpilot
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In this compelling webinar from Wpromote’s Michael Mothner and Trustpilot’s Jordan Garner, you’ll learn how to increase customer lifetime value (LTV) while lowering the time to second purchase. Uncover the true value of your customer by tracking loyalty KPIs rather than relying solely on ROI and 1st time conversions as the metrics for success.
Actionable tips and strategies on how to design your loyalty campaigns, including:
-Successfully Requesting On-Site Reviews
-Maintaining A Positive Brand Perception
-Moving Repeat Customers Through The Funnel
-Creating Brand Loyalty Through Engagement
Netwealth educational webinar: How a busy financial adviser can turn limited ...netwealthInvest
Andrew Braun, general manager of marketing at Netwealth, will discuss simple yet powerful techniques to help you develop a marketing strategy, key messages to help you differentiate your business, and tactics to grow and retain your customer base.
Our first Leeds Online Seller Meetup held on 7th April in Leeds Beckett University was really successful. We had attendance of 20 online
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Do you know the average life expectancy of today's CMO is a little over a year and a half? Shocking? Not really when you consider the current economic climate. Marketing as a practice is evolving and so are the strategies and technologies available.
Changes over the last decade and the recent economic situations have led businesses to new directions. Marketers and Small Business Owners are being charged with doing more for less and generating greater results than ever before. The internet has forever changed the way we interact with and market to customers.
The buying process of old times has changed. Marketers need to find new ways to reach the right customers.
Instead of finding customers with mass advertising and email blasts, marketers must now focus on being found and learn to build continuous relationships with customers.
Lead generation is an effective way to talk to relevant customers at the right time... however, lead generation in the MENA region has over 65% wastage; with tighter budgets, this calls for a more transparent and accountable process while most lead generation/Affiliate marketing work on a spray and pray method with no confirmation of authentic leads.
Thus we are proud to introduce Verify: A complete lead generation process that verifies the lead and understands at what stage of the purchase journey the lead. This means only verified leads will be delivered to the client in order to avoid wastage of time and resources.
*This product is offered to clients directly and to media agencies
Marketing 101 is an overview of what is marketing's role within an organisation, how to build a solid marketing staretgy based on analysis, strong messaging and picking the right tools.
It is a starting point if you are unsure about how to tackle the marketing needs of your business or are just starting out in a marketing role. Actionable advice, clear explanation and a few exercises to get the ball rolling.
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• Four (4) workplace discipline methods you should consider
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• Three (3) key tips to maintain a disciplined workplace.
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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.
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
The world of search engine optimization (SEO) is buzzing with discussions after Google confirmed that around 2,500 leaked internal documents related to its Search feature are indeed authentic. The revelation has sparked significant concerns within the SEO community. The leaked documents were initially reported by SEO experts Rand Fishkin and Mike King, igniting widespread analysis and discourse. For More Info:- https://news.arihantwebtech.com/search-disrupted-googles-leaked-documents-rock-the-seo-world/
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At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
Memorandum Of Association Constitution of Company.pptseri bangash
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A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
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Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
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2. Everyone is in sales and
marketing at an early
stage startup.
3. Why?
Because the biggest mistake a
startup can make is to build a
product or service nobody wants.
4. What pain point are you solving?
Are you morphine or ibuprofen?
Physical Mental Emotional Spiritual
5. What pain points did these companies solve?
Expensive
transportation
Expensive int’l
phone rates
Inconvenience Disconnectedness
& &
6. Who are you solving this pain point for?
Demographics
• Female
• Aged 35-40
• Unmarried, no children
• Annual income of X
• Lives in a big city
• Experiences migraines
Psychographics
• Loves to travel
• Wants to eat healthier
• Favors quality over
quantity
• Finds fulfillment in new
experiences
• Values time with friends
Behavioral
• Spends 10+ hours on
computer/day
• Takes train to work
• Eats vegetarian at home
• Yoga twice a week
• Does all shopping online
Don’t guess. Talk to potential customers.
7. What makes you different?
Pre-vetted
Beautiful
design
Hourly
pricing
Prompt
customer
service
Best fit
Custom fit Simple
Shared
values
Give back to
community
Free
consultation
Broadest
selection
Ease of
purchase
Free
shipping &
returns
Long-lasting Lowest price
Free trial
Money-back
guarantee
Environmen
t-ally
friendly
All natural …
11. These 3 things = your positioning statement
For Target Market
Company X is the
Point of Differentiation
among all Frame of Reference
because Reason to Believe.
12. Amazon’s positioning statement in 2001
Target market For World Wide Web users who enjoy books
Company name Amazon.com is a
Point of differentiation retail bookseller that provides instant access
to over 1.1 million books.
Frame of reference Unlike traditional book retailers,
Amazon.com provides a
Reason to believe combination of extraordinary convenience,
low prices, and comprehensive selection.
13. Why write a positioning statement?
If you don’t know who you’re selling to or why you’re better
than the competition, how can you convince your customers?
How can you build a product that will surprise and delight your
customers if you don’t know who they are?
How will you know where to find the customers you are trying
to target?
It’s your compass.
14. The positioning statement informs your
marketing campaign
Customers
?
Channels
Where you
reach them
Message
How you talk to your
target customers
15. A great message communicates how
you’re a solution to the pain point
Use what your customers have
already told you.
This is marketing gold.
16. Choose acquisition channels based on
what you know about your customers
is not always the answer
neither is Instagram
17. Think about where your customers are
spending time
Search engine optimization (SEO)
Content marketing
Email marketing
Search engine marketing
(online advertising)
Social media
Crowdfunding
Viral marketing
Sponsored content
Offline ads
Public relations
Sales team
Guerilla tactics
Trade shows
Offline events
Speaking engagements
Community building
18. Take a picture of this URL
https://medium.com/@yegg/t
he-19-channels-you-can-use-
to-get-traction-93c762d19339
19. And then test and LISTEN!
Who’s pain is greater? Persona A or B?
Which prototype is getting more interest?
Which solution are customer engaging with more?
Are you getting more website traffic from PR or ads?
Do more people click your AdWords ad with message A or message B?
Is the website button that says “purchase” getting more clicks than the one
that says “buy now”?
Is email A getting a higher response rate than email B?
Test what will lead to growth.
And listen to the feedback!
20. So, how do you measure success?
Monthly sales
growth
Monthly
sales/new
customers
Monthly new
leads/
prospects
Number of
qualified leads
Resources
spent on one
non-paying
client
Resources
spent on one
paying client
Customer
lifetime value/
customer
profitability
Lead-to-sale
conversion
rate
Cost per lead
by each
channel
Cost of a new
client by each
channel
Daily, weekly,
monthly,
quarterly,
annual sales
Average
conversion
time
Lead-to-close
rate: all
channels
Customer
turnover rate
Number of
monthly sales
demos
Customer
engagement
level
Number of
abandoned
shopping carts
Shopping cart
abandonment
rate
Number of
monthly
quotes/orders
Average
purchase value
Average order
value
Sales per
representative
Sales by lead
source
Inbound calls
handled per
representative
Outbound calls
handled per
representative
Average
annual sales
volume per
customer
Average
monthly sales
volume per
customer
Monthly new
leads/
prospects
Qualified leads
per month
Marketing
qualified leads
(MQL)
Sales-accepted
leads (SAL)
Sales qualified
leads (SQL)
Cost per lead
generated
Net promoter
score
Cost per
conversion
Cost per
conversion by
channel
Average time
of conversion
Retention rate Attrition rate
Monthly
website traffic
Traffic from
organic search
Returning vs
new visitors
Visits per
channel
Average time
on page
Click-through
rate on web
pages
Pages per visit
Conversion
rate for call-to-
action content
Inbound links
to website
Traffic from
organic search
New leads
from organic
search
New leads
from organic
search
Number of
unique
keywords that
drive traffic
Keywords in
top 10 search
engine results
Rank increase
of target
keywords
Conversion
rate per
keyword
Page authority
Google
PageRank
…
21. So, how do you measure success?
Monthly sales
growth
Monthly
sales/new
customers
Monthly new
leads/
prospects
Number of
qualified leads
Resources
spent on one
non-paying
client
Resources
spent on one
paying client
Customer
lifetime value/
customer
profitability
Lead-to-sale
conversion
rate
Cost per lead
by each
channel
Cost of a new
client by each
channel
Daily, weekly,
monthly,
quarterly,
annual sales
Average
conversion
time
Lead-to-close
rate: all
channels
Customer
turnover rate
Number of
monthly sales
demos
Customer
engagement
level
Number of
abandoned
shopping carts
Shopping cart
abandonment
rate
Number of
monthly
quotes/orders
Average
purchase value
Average order
value
Sales per
representative
Sales by lead
source
Inbound calls
handled per
representative
Outbound calls
handled per
representative
Average
annual sales
volume per
customer
Average
monthly sales
volume per
customer
Monthly new
leads/
prospects
Qualified leads
per month
Marketing
qualified leads
(MQL)
Sales-accepted
leads (SAL)
Sales qualified
leads (SQL)
Cost per lead
generated
Net promoter
score
Cost per
conversion
Cost per
conversion by
channel
Average time
of conversion
Retention rate Attrition rate
Monthly
website traffic
Traffic from
organic search
Returning vs
new visitors
Visits per
channel
Average time
on page
Click-through
rate on web
pages
Pages per visit
Conversion
rate for call-to-
action content
Inbound links
to website
Traffic from
organic search
New leads
from organic
search
New leads
from organic
search
Number of
unique
keywords that
drive traffic
Keywords in
top 10 search
engine results
Rank increase
of target
keywords
Conversion
rate per
keyword
Page authority
Google
PageRank
…
KPIs
Key Performance Indicators
or Key Metrics
22. Don’t be fooled by vanity metrics.
Choose KPIs that drive your business’s growthChoose KPIs that drive
your business’s growth
23. What did Uber need to grow?
Drivers Passengers Usage
24. What are some possible KPIs
(from Uber’s early days)?
Drivers
• # of new
driver
signups
• Time to first
ride after
signup
Passengers
• # of new
passenger
signups
• Time to first
ride after
signup
Usage
• Avg # hours
driven /
week
• Avg # rides
taken / week
27. At the end of the day: what revenue / users
does each generate?
10,000 website visits
100 form fillouts
30 positive sales
calls
5 paying
clients
$1,000
? website visits
5 form fillouts
3 positive sales
calls
1 paying
client
$10,000
28. And at what cost?
It costs money to
make money.
29. 2 KPIs most businesses should measure
• How much money are you
spending to acquire each
customer?
Customer
Acquisition
Cost
• How much revenue will
that customer generate
you over time?
Lifetime Value
Is it worth it?
Do the
economics
work?
30. Now which is better?
10,000 website visits
100 form fillouts
30 positive sales
calls
5 paying
clients
$1,000
? website visits
5 form fillouts
3 positive sales calls
1 paying
client
$100 $1,000
$10,000
Campaign cost:
Revenue:
For each campaign, you received $10 back per $1 of spend.
31. Is it worth spending $1,000 to acquire a
customer?
It depends…
As a rule, if that customer generates 3X ($3,000)
in revenue over their lifetime as a customer…
then YES.
36. Don’t forget to listen to feedback and
ITERATE!
Started as a
podcast discovery
company
Started as a
prototype built to
learn how to code
Started as a
dating site
37. 5 key takeaways
Everyone at a startup is in marketing
Solve for (and market to) pain
Understand what drives your business
Test and iterate
Keep doing ↑ over and over again
1
2
3
4
5
Great article describing various acquisition channels: https://medium.com/@yegg/the-19-channels-you-can-use-to-get-traction-93c762d19339
Many people get sucked into likes and followers, but if those people aren’t purchasing from you, why are they important?
E-commerce – # website visits and $sales/visit
SaaS businesses - # quality leads generated for Sales, which may include a whole lot of sub-KPIs like website visits, % conversion of form fills, % engagement with marketing emails, etc.
New product – kickstarter $ raised, pre-sales,
E-commerce – # website visits and $sales/visit
SaaS businesses - # quality leads generated for Sales, which may include a whole lot of sub-KPIs like website visits, % conversion of form fills, % engagement with marketing emails, etc.
New product – kickstarter $ raised, pre-sales,