The document outlines the Startuprunner Growth Framework, which integrates voice of customer analysis, objectives and key results (OKRs), and scrum methodologies to enhance business profitability and growth. It details various consulting solutions, such as sales acceleration, customer success plans, technical product management, and marketing strategies tailored to customer needs. Additionally, it emphasizes the importance of capturing customer insights and optimizing business models to drive market success.

1. © 2019 StartupRunner
Growth Framework

2. Events
Customer Interviews
Partner Interviews
Email Lists
VoC
Structuring
Product
Roadmaps
Marketing Data
Market Research
Sales Data
Other
Product Usage Data
Business Model,
Financial Model
& Go To Market
Projects
Sales
Marketing
Technology
Management
Legal
Other work streams
VoC Initiatives
VoC
Synthesis
VoC
Analysis
Objectives & Key Results (OKRs)
VoCDataCollectionSources
Value Prop Design &
Beachhead Market Analysis
StartupRunner Growth Framework
VoC
Dataset

3. Objectives

4. Objective: Accelerate Business Growth
IDEA
START
VALIDATE
SCALE
GROW
VoC
Experiments &
Analysis
MVP
Canvas
Business Model
Canvas
Refined
Financial
Modeling
Beachhead
Market
Validation
OKR
Definition
Personal
Purpose To
Customer Job
Mapping
Customer
Segment
Analysis
Beachhead
Market
Analysis
Value Proposition
Design Sales &
Marketing
Acceleration Business
Process
AutomationBusiness
Model
Optimization

5. Events
Customer Interviews
Partner Interviews
Email Lists
VoC
Structuring
Product
Roadmaps
Marketing Data
Market Research
Sales Data
Other
Product Usage Data
Business Model,
Financial Model
& Go To Market
Projects
Sales
Marketing
Technology
Management
Legal
Other work streams
VoC Initiatives
VoC
Synthesis
VoC
Analysis
Objective: Voice of Customer Driven Decisions
Objectives & Key Results (OKRs)
VoCDataCollectionSources
Value Prop Design &
Beachhead Market Analysis
VoC
Dataset

6. Key Results

7. Key Result: Voice of Customer Data Collection
Events
Customer Interviews
Partner Interviews
Email Lists
Marketing Data
Market Research
CRM Notes - .7
Other
Product Usage Data
AvailableSources
Baseline Sources - (weight)
Sales Data
Support Tickets - .7
Industry News Articles - .2
Suggested:

8. Key Result: Voice of Customer Data Definition
Customer Job what customers are spending money on to get done in their professional lives
Customer Persona group of customers buying the same products with the same frequency
Customer Pain what drives customer to seek out a product to help them get a customer job done
Customer Gain outcome experienced while using a product which drives repurchase and referrals
Product brand customers recognize can deliver a unique value proposition
Company organization designed to deliver unique value proposition(s) to customers
Persona Buying Center
End User - uses product
Initiator - identifies need
Gatekeeper - controls access
Influencer - influences buying decision
Decider - approve buying decision
Buyer - defines buying terms
TBD TBD

9. Key Result: Voice of Customer Data Processing
VoC Analytics

10. SFDC Meeting Notes
VoC Data
(SRMC VoC Structuring)
Topical News Articles
SFDC Case Notes
BalinesVoCSources
Aha Card
Key Result: Voice of Customer Data Set
Aha Card
Aha Card
Aha Card

11. Key Result: Voice of Customer Data Reports
Primary Reports
● VoC by Customer
● Voc by Customer Persona
● VoC Derived Potential Projects
● VoC Pending Review by Product Strategy
● VoC by Initiative

12. Key Result: VoC Data Analysis & Synthesis
VoC
Analysis
Product Strategy analizes VoC promoting each Aha card to
new or existing initiatives or determining no action at this
time.
VoC
Synthesis
Product Strategy synthesizes VoC data into a proposed
initiative (or vision doc) to deliver on PIB’s master OKRs.

13. Key Result: Project Definition
Projects To Deliver Initiative

14. Key Result: Business Model Optimization

15. Key Result: Go-To0Market Optimization
TAM
SAM
BEACHHEAD
$150M ADJACENTADJACENT
Primary Value Proposition
Secondary Value PropositionSecondary Value Proposition

16. Month 1 Month 2
Monthly VoC Retrospectives
Identify New Projects or Initiatives
Month 3
Quarterly
Business Review
Monthly VoC Retrospectives
Identify New Projects or Initiatives
Repeats Quarterly
Key Result: Product & Business Meetings
Sprint 1 Sprint 2 Sprint 3 Sprint 4 Sprint 5 Sprint 6
Quarterly
Project Planning
Week 1 Week 2
Sprint
Prioritization
Week 3 Week 4
Sprint Planning Sprint Review Sprint Planning
Sprint
Prioritization
Sprint Review
Repeats Monthly

17. SOLUTIONS

18. SR Growth
Framework
StartupRunner’s Management Framework integrates OKRs, SCRUM,
retrospective health checks, VoC and growth marketing to produce a new
strategic and tactical direction for businesses to lead them to profitability.
● VoC Analysis - StartupRunner implements it’s unique methodology to capture and analyze voice of
the customer data to determine what customer jobs, pains and gains your customer personas
are trying to get done.
● Objectives & Key Results (OKRs) - StartupRunner works with your management team to define and
govern the master objectives and key results to deliver the desired growth and impact.
● SCRUM - StartupRunner implements a set of cross functional SCRUM cadences to ensure
alignment between the business, technology, sales, and marketing teams.
Consulting Solutions

19. Customer Solutions
Engineering Sales
Acceleration
StartupRunner defines and establishes a set of processes and sales engagement model to
accelerate sales through customer solutions engineering leveraging the voice of customer.
Labs Early Access
Program
StartupRunner helps launch an Early Adopter program to better capture Voice of
Customer and technical requirements prior to investment into the product roadmaps. This
program also help win early adopter customers in your beachhead market.
Customer Success
Plans
StartupRunner analyzes the challenges in closing prospects, and helps realize Customer
Success Plans to provide greater customer satisfaction and increase the close rate on
prospective deals.
Hackathon > Sales
Acceleration
StartupRunner facilitates a hackathon to determine the needs of the sales team to
accelerate growth.
Hubspot Growth
Marketing
StartupRunner builds a custom CRM and sales management platform powered by
hubspot CRM, chat bots, forms, workflows, sequences and quotes.
Consulting Solutions

20. Technical Product
Management
StartupRunner provides technical product management support in the design
and delivery of your product(s).
Go To Market
Management
StartupRunner provides strategic advice based on voice of customer data to
help take your product(s) to market.
Project
Management
StartupRunner provides project management resources to support pre-, mid-,
and post-launch of your product(s).
Recruiting and
talent acquisition
StartupRunner can leverage its recruiting and talent acquisition platform to find
the right human resources that meet your needs.
Talent Solutions

21. Media Solutions
WordPress Marketing
Site
StartupRunner builds a custom wordpress marketing site to dominate SEO
ranking relevant to your industry/vertical.
Product Rebrand StartupRunner helps design a new brand to feature the impact story of
your product(s) based on voice of customer data.
Impact Product Video
StartupRunner’s media writes and produces a storytelling video which
brings to life the vibrant story of your product(s).
Impact Product
Photography
StartupRunner’s media team captures authentic photography on site that
speaks to the story of your product(s), which can be used for marketing
and other collateral.

22. Goods Solutions
Amazon
Go-to-market
StartupRunner leverages its relationship and experience with the Amazon
ecosystem to help launch and/or grow your business through the Amazon
channel.
Export / Import
StartupRunner, through its value chain partners, designs a seamless
import/export process capable of delivering product from factories to Amazon
warehouses in as little time as possible.

23. Capital Solutions
Debt Financing
StartupRunner Capital can bring debt financing to invest in a business it may be
engaged with.
Equity Financing
StartupRunner Capital can bring equity financing to invest in a business it may
be engaged with.

24. Consulting Engagement Model
Engagement Status
SR Consult
SR Model Deep Dive
SR Solution & Customer Success Plan
SR Consulting Engagement Quote
SR Consulting Engagement Statement of
Work (SOW) Proposal
SOW Review & Acceptance
SOW Execution