customer growth hacking for lean startups: how silicon valley is creating billion dollar $tartups

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Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. [email protected] & h;p://businessmodels.ning.com & h;p://twi;er.com/RodKuhnKing Customer Growth Storyboard Using a Business Model Strip to Comprehensively Visualize a Customer Growth Factory S: Supplier C: Customer Business Model Strip (System: Customer Growth Factory) Processing (Stock)

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Page 1: Customer Growth Hacking for Lean Startups: How Silicon Valley is Creating Billion Dollar $tartups

Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.    Lean  Startup  Coach.  Dr.  Rod  King.  [email protected]  &  h;p://businessmodels.ning.com  &  h;p://twi;er.com/RodKuhnKing  

Customer  Growth  Storyboard    

Using  a  Business  Model  Strip  to  Comprehensively  Visualize  a  Customer  Growth  Factory      

S:  Supplier  

C:  Customer  

Business  Model  Strip  (System:  Customer  Growth  Factory)  

Processing  (Stock)  

Page 2: Customer Growth Hacking for Lean Startups: How Silicon Valley is Creating Billion Dollar $tartups

Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.    Lean  Startup  Coach.  Dr.  Rod  King.  [email protected]  &  h;p://businessmodels.ning.com  &  h;p://twi;er.com/RodKuhnKing  

Goal/Job  To  Get  Done  (JTGD)  

Value:  +/-­‐  (Trade-­‐off;  Margin)  

Delight:  +  (Revenue/Streams)  

Pain:  -­‐  (Cost/Structure)  

Node  (Object)  

S:  Supplier  

C:  Customer  

Processing  (Stock)  

Business  Model  Strip  (System:  Customer  Growth  Factory)  

Customer  Growth  Storyboard    

Using  a  Business  Model  Strip  to  Comprehensively  Visualize  a  Customer  Growth  Factory      

Page 3: Customer Growth Hacking for Lean Startups: How Silicon Valley is Creating Billion Dollar $tartups

Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.    Lean  Startup  Coach.  Dr.  Rod  King.  [email protected]  &  h;p://businessmodels.ning.com  &  h;p://twi;er.com/RodKuhnKing  

Goal/Job  To  Get  Done  (JTGD)  

Value:  +/-­‐  (Trade-­‐off;  Margin)  

Delight:  +  (Revenue/Streams)  

Pain:  -­‐  (Cost/Structure)  

Node  (Object)  

S:  Supplier  

C:  Customer  

Business  Model  Strip  (System:  Customer  Growth  Factory)  

Customer  Growth  Storyboard    

Using  a  Business  Model  Strip  to  Comprehensively  Visualize  a  Customer  Growth  Factory      

Product  (MVP)/  Strategy/  Vision  

Page 4: Customer Growth Hacking for Lean Startups: How Silicon Valley is Creating Billion Dollar $tartups

Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.    Lean  Startup  Coach.  Dr.  Rod  King.  [email protected]  &  h;p://businessmodels.ning.com  &  h;p://twi;er.com/RodKuhnKing  

Goal/Job  To  Get  Done  (JTGD)  

Value:  +/-­‐  (Trade-­‐off;  Margin)  

Delight:  +  (Revenue/Streams)  

Pain:  -­‐  (Cost/Structure)  

Node  (Object)  

S:  Supplier  

C:  Customer  

Business  Model  Strip  (System:  Customer  Growth  Factory)  

Customer  Growth  Storyboard    

Using  a  Business  Model  Strip  to  Comprehensively  Visualize  a  Customer  Growth  Factory      

 Payment  

Product  (MVP)/  Strategy/  Vision  

Page 5: Customer Growth Hacking for Lean Startups: How Silicon Valley is Creating Billion Dollar $tartups

Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.    Lean  Startup  Coach.  Dr.  Rod  King.  [email protected]  &  h;p://businessmodels.ning.com  &  h;p://twi;er.com/RodKuhnKing  

Goal/Job  To  Get  Done  (JTGD)  

Value:  +/-­‐  (Trade-­‐off;  Margin)  

Delight:  +  (Revenue/Streams)  

Pain:  -­‐  (Cost/Structure)  

Node  (Object)  

Customer  Growth  Storyboard    

Using  a  Business  Model  Strip  to  Comprehensively  Visualize  a  Customer  Growth  Factory      

Page 6: Customer Growth Hacking for Lean Startups: How Silicon Valley is Creating Billion Dollar $tartups

Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.    Lean  Startup  Coach.  Dr.  Rod  King.  [email protected]  &  h;p://businessmodels.ning.com  &  h;p://twi;er.com/RodKuhnKing  

i  

p  

m  

a  c  

t  

Customer  Growth  Storyboard  Comprehensively  Visualize  a  System  

 System,  Environment,  and  Impact  (Value;  Trade-­‐off:  Success  Criteria/Metrics/Key  Performance  Indicators)  

System  

Page 7: Customer Growth Hacking for Lean Startups: How Silicon Valley is Creating Billion Dollar $tartups

Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.    Lean  Startup  Coach.  Dr.  Rod  King.  [email protected]  &  h;p://businessmodels.ning.com  &  h;p://twi;er.com/RodKuhnKing  

Business  System  

       Engagement            (Experience)  

AcTvaTon  

Referral  

           Reward                  (Revenue)  

E  

A  

A  

R  R  

R  

RetenTon  

           AcquisiTon  

Customer  Growth  Storyboard  Comprehensively  Visualize  a  Business  System  

 Business  System,  Environment,  and  Impact  (Value;  Trade-­‐off:  Success  Criteria/Metrics/Key  Performance  Indicators)  

Page 8: Customer Growth Hacking for Lean Startups: How Silicon Valley is Creating Billion Dollar $tartups

Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.    Lean  Startup  Coach.  Dr.  Rod  King.  [email protected]  &  h;p://businessmodels.ning.com  &  h;p://twi;er.com/RodKuhnKing  

Business  Model  

       Engagement            (Experience)  

AcTvaTon  

Referral  

           Reward                  (Revenue)  

E  

A  

A  

R  R  

R  

RetenTon  

           AcquisiTon  

Customer  Growth  Storyboard  Comprehensively  Visualize  a  Business  Model  

 Business  Model,  Environment,  and  Impact  (Value;  Trade-­‐off:  Success  Criteria/Metrics/Key  Performance  Indicators)  

Page 9: Customer Growth Hacking for Lean Startups: How Silicon Valley is Creating Billion Dollar $tartups

Customer  Growth  Storyboard    

“EAARRR”  Success  Criteria  (Metrics)  for  InnovaTon  AccounTng  

       Engagement            (Experience)  

AcTvaTon  

Referral  

Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.    Lean  Startup  Coach.  Dr.  Rod  King.  [email protected]  &  h;p://businessmodels.ning.com  &  h;p://twi;er.com/RodKuhnKing  

E  

A  

A  

R  R  

R  

RetenTon  

           AcquisiTon  

           Reward                  (Revenue)  

The  Three  Main  Phases  of    Customer  Growth  Hacking  1.  Customer  Hacking:  

Problem-­‐SoluBon  Fit  2.  Customer  Growth:  

Product-­‐Market  Fit  3.  Growth  Hacking:        

Business  Model  Fit/Scaling  

Problem-­‐Solving  Cycle  

(Steering)  

Page 10: Customer Growth Hacking for Lean Startups: How Silicon Valley is Creating Billion Dollar $tartups

Customer  Growth  Storyboard    

“EAARRR”  Success  Criteria  (Metrics)  for  InnovaTon  AccounTng  

       Engagement            (Experience)  

AcTvaTon  

Referral  

Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.    Lean  Startup  Coach.  Dr.  Rod  King.  [email protected]  &  h;p://businessmodels.ning.com  &  h;p://twi;er.com/RodKuhnKing  

E  

A  

A  

R  R  

R  

RetenTon  

           AcquisiTon  

           Reward                  (Revenue)  

The  Three  Main  Phases  of    Customer  Growth  Hacking  1.  Customer  Hacking:  

Problem-­‐SoluBon  Fit  2.  Customer  Growth:  

Product-­‐Market  Fit  3.  Growth  Hacking:        

Business  Model  Fit/Scaling  

Page 11: Customer Growth Hacking for Lean Startups: How Silicon Valley is Creating Billion Dollar $tartups

Customer  Growth  Storyboard    

“EAARRR”  Success  Criteria  (Metrics)  for  InnovaTon  AccounTng  

       Engagement            (Experience)  

AcTvaTon  

Referral  

Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.    Lean  Startup  Coach.  Dr.  Rod  King.  [email protected]  &  h;p://businessmodels.ning.com  &  h;p://twi;er.com/RodKuhnKing  

E  

A  

A  

R  R  

R  

RetenTon  

           AcquisiTon  

           Reward                  (Revenue)  

6  B.U.M.P.-­‐QUESTIONS  FOR  CUSTOMER  GROWTH  HACKING  (CGH)    How  might  we  ideally  increase  …    E:  Engagement  (Experience)?  A:  AcquisiTon?  A:  AcTvaTon?  R:  RetenTon?  R:  Referral?  R:  Reward?    

The  Three  Main  Phases  of    Customer  Growth  Hacking  1.  Customer  Hacking:  

Problem-­‐SoluBon  Fit  2.  Customer  Growth:  

Product-­‐Market  Fit  3.  Growth  Hacking:        

Business  Model  Fit/Scaling  

Page 12: Customer Growth Hacking for Lean Startups: How Silicon Valley is Creating Billion Dollar $tartups

       Engagement            (Experience)                    Hacks  

AcTvaTon  Hacks  

Referral  Hacks  

Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.    Lean  Startup  Coach.  Dr.  Rod  King.  [email protected]  &  h;p://businessmodels.ning.com  &  h;p://twi;er.com/RodKuhnKing  

E  

A  

A  

R  R  

R  

RetenTon  Hacks  

           AcquisiTon  Hacks  

The  Three  Main  Phases  of    Customer  Growth  Hacking  1.  Customer  Hacking:  

Problem-­‐SoluBon  Fit  2.  Customer  Growth:  

Product-­‐Market  Fit  3.  Growth  Hacking:        

Business  Model  Fit/Scaling  

           Reward                  (Revenue)  

 Hacks   6  B.U.M.P.-­‐QUESTIONS  FOR  CUSTOMER  GROWTH  HACKING  (CGH)    How  might  we  ideally  increase  …    E:  Engagement  (Experience)?  A:  AcquisiTon?  A:  AcTvaTon?  R:  RetenTon?  R:  Referral?  R:  Reward?    

Customer  Growth  Storyboard    

6  Categories  of  Customer  Growth  Hacks  

Page 13: Customer Growth Hacking for Lean Startups: How Silicon Valley is Creating Billion Dollar $tartups

Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.    Lean  Startup  Coach.  Dr.  Rod  King.  [email protected]  &  h;p://businessmodels.ning.com  &  h;p://twi;er.com/RodKuhnKing  

E  

A  

A  

R  R  

R  

The  Three  Main  Phases  of    Customer  Growth  Hacking  1.  Customer  Hacking:  

Problem-­‐SoluBon  Fit  2.  Customer  Growth:  

Product-­‐Market  Fit  3.  Growth  Hacking:        

Business  Model  Fit/Scaling  

6  B.U.M.P.-­‐QUESTIONS  FOR  CUSTOMER  GROWTH  HACKING  (CGH)    How  might  we  ideally  increase  …    E:  Engagement  (Experience)?  A:  AcquisiTon?  A:  AcTvaTon?  R:  RetenTon?  R:  Referral?  R:  Reward?    

Customer  Growth  Storyboard    

6  Categories  of  Customer  Growth  Hypotheses  (EAARRR-­‐InnovaBon  AccounBng)  

       Engagement            (Experience)          Hypothesis  

AcTvaTon  Hypothesis  

       Referral          Hypothesis  

RetenTon      Hypothesis  

           AcquisiTon              Hypothesis  

           Reward                  (Revenue)  

                     Hypothesis  

Page 14: Customer Growth Hacking for Lean Startups: How Silicon Valley is Creating Billion Dollar $tartups

Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.    Lean  Startup  Coach.  Dr.  Rod  King.  [email protected]  &  h;p://businessmodels.ning.com  &  h;p://twi;er.com/RodKuhnKing  

Customer  Growth  Factory  

       Engagement            (Experience)  

AcTvaTon  

Referral  

           Reward                  (Revenue)  

E  

A  

A  

R  R  

R  

RetenTon  

           AcquisiTon  The  Three  Main  Phases  of    Customer  Growth  Hacking  1.  Customer  Hacking:  

Problem-­‐SoluBon  Fit  2.  Customer  Growth:  

Product-­‐Market  Fit  3.  Growth  Hacking:        

Business  Model  Fit/Scaling  

B.U.M.P.  =  Big  Urgent  Market  Problem  

Customer  Growth  Storyboard    

Customer  Growth  Factory  

Page 15: Customer Growth Hacking for Lean Startups: How Silicon Valley is Creating Billion Dollar $tartups

Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.    Lean  Startup  Coach.  Dr.  Rod  King.  [email protected]  &  h;p://businessmodels.ning.com  &  h;p://twi;er.com/RodKuhnKing  

                     

       Engagement            (Experience)  

AcTvaTon  

Referral  

           Reward                  (Revenue)  

E  

A  

A  

R  R  

R  

RetenTon  

           AcquisiTon  

Experiment  &  Reflect  

       

The  Three  Main  Phases  of    Customer  Growth  Hacking  1.  Customer  Hacking:  

Problem-­‐SoluBon  Fit  2.  Customer  Growth:  

Product-­‐Market  Fit  3.  Growth  Hacking:        

Business  Model  Fit/Scaling  

B.U.M.P.  =  Big  Urgent  Market  Problem  

Think    

Hypothesize    

Observe    

Customer  Growth  Storyboard    

O.T.H.E.R.  Loop:  Core  &  Periphery  

Page 16: Customer Growth Hacking for Lean Startups: How Silicon Valley is Creating Billion Dollar $tartups

Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.    Lean  Startup  Coach.  Dr.  Rod  King.  [email protected]  &  h;p://businessmodels.ning.com  &  h;p://twi;er.com/RodKuhnKing  

                     

       Engagement            (Experience)  

AcTvaTon  

Referral  

           Reward                  (Revenue)  

E  

A  

A  

R  R  

R  

RetenTon  

           AcquisiTon  

Experiment  &  Reflect  

       

O.T.H.E.R.  Loop  (DeclaraTve/ExperienTal)  O:  Observe  different  –  Observe  what  no  one  else  is  observing  T:  Think  different  –  Think  what  no  one  else  is  thinking  H:  Hypothesize  different  –  Hypothesize  what  no  one  else  is  hypothesizing  E:  Experiment  different  –  Experiment  on  what  no  one  else  is  experimenBng  on  R:  Reflect  different  –  Reflect  on  what  no  one  else  is  reflecBng  on  

The  Three  Main  Phases  of    Customer  Growth  Hacking  1.  Customer  Hacking:  

Problem-­‐SoluBon  Fit  2.  Customer  Growth:  

Product-­‐Market  Fit  3.  Growth  Hacking:        

Business  Model  Fit/Scaling  

B.U.M.P.  =  Big  Urgent  Market  Problem  

Think    

Hypothesize    

Observe    

Customer  Growth  Storyboard    

O.T.H.E.R.  Loop:  Core  &  Periphery  

Page 17: Customer Growth Hacking for Lean Startups: How Silicon Valley is Creating Billion Dollar $tartups

Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.    Lean  Startup  Coach.  Dr.  Rod  King.  [email protected]  &  h;p://businessmodels.ning.com  &  h;p://twi;er.com/RodKuhnKing  

                     

       Engagement            (Experience)  

AcTvaTon  

Referral  

           Reward                  (Revenue)  

E  

A  

A  

R  R  

R  

RetenTon  

           AcquisiTon  

Experiment  &  Reflect  

q  Build  (MVP)  

q  Measure  q  Learn  

O.T.H.E.R.  Loop  (DeclaraTve/ExperienTal)  O:  Observe  different  –  Observe  what  no  one  else  is  observing  T:  Think  different  –  Think  what  no  one  else  is  thinking  H:  Hypothesize  different  –  Hypothesize  what  no  one  else  is  hypothesizing  E:  Experiment  different  –  Experiment  on  what  no  one  else  is  experimenBng  on  R:  Reflect  different  –  Reflect  on  what  no  one  else  is  reflecBng  on  

The  Three  Main  Phases  of    Customer  Growth  Hacking  1.  Customer  Hacking:  

Problem-­‐SoluBon  Fit  2.  Customer  Growth:  

Product-­‐Market  Fit  3.  Growth  Hacking:        

Business  Model  Fit/Scaling  

B.U.M.P.  =  Big  Urgent  Market  Problem  

Think    

Hypothesize    

Observe    

Customer  Growth  Storyboard    

O.T.H.E.R.  Loop:  Bullseye,  Core,  and  Periphery  

Page 18: Customer Growth Hacking for Lean Startups: How Silicon Valley is Creating Billion Dollar $tartups

Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.    Lean  Startup  Coach.  Dr.  Rod  King.  [email protected]  &  h;p://businessmodels.ning.com  &  h;p://twi;er.com/RodKuhnKing  

                     

       Engagement            (Experience)  

AcTvaTon  

Referral  

           Reward                  (Revenue)  

E  

A  

A  

R  R  

R  

RetenTon  

           AcquisiTon  

Experiment  &  Reflect  

q  Build  (MVP)  

q  Measure  q  Learn  

O.T.H.E.R.  Loop  (DeclaraTve/ExperienTal)  O:  Observe  different  –  Observe  what  no  one  else  is  observing  T:  Think  different  –  Think  what  no  one  else  is  thinking  H:  Hypothesize  different  –  Hypothesize  what  no  one  else  is  hypothesizing  E:  Experiment  different  –  Experiment  on  what  no  one  else  is  experimenBng  on  R:  Reflect  different  –  Reflect  on  what  no  one  else  is  reflecBng  on  

The  Three  Main  Phases  of    Customer  Growth  Hacking  1.  Customer  Hacking:  

Problem-­‐SoluBon  Fit  2.  Customer  Growth:  

Product-­‐Market  Fit  3.  Growth  Hacking:        

Business  Model  Fit/Scaling  

B.U.M.P.  =  Big  Urgent  Market  Problem  

Think  (Causes)  

Hypothesize  (Fitness  Plan)  

Observe  (Job  To  Get  Done/Problem)  

Customer  Growth  Storyboard    

O.T.H.E.R.  Loop:  Bullseye,  Core,  and  Periphery  

Page 19: Customer Growth Hacking for Lean Startups: How Silicon Valley is Creating Billion Dollar $tartups

Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.    Lean  Startup  Coach.  Dr.  Rod  King.  [email protected]  &  h;p://businessmodels.ning.com  &  h;p://twi;er.com/RodKuhnKing  

                     

       Engagement            (Experience)  

AcTvaTon  

Referral  

           Reward                  (Revenue)  

E  

A  

A  

R  R  

R  

RetenTon  

           AcquisiTon  

Experiment  &  Reflect  

q  Build  (MVP)  

q  Measure  q  Learn  

The  Three  Main  Phases  of    Customer  Growth  Hacking  1.  Customer  Hacking:  

Problem-­‐SoluBon  Fit  2.  Customer  Growth:  

Product-­‐Market  Fit  3.  Growth  Hacking:        

Business  Model  Fit/Scaling  

B.U.M.P.  =  Big  Urgent  Market  Problem  

Customer  Growth  Storyboard    

O.T.H.E.R.  Loop:  Bullseye,  Core,  and  Periphery;  Customer  Growth  Factory  (Business  Model  Engine/Strip)  

S:  Supplier  

C:  Customer  

Product  (Min.  Viable  Product)  Strategy  (Business  Model  Engine)  

Vision  (Winning  AspiraBon)  

Think  (Causes)  

Hypothesize  (Fitness  Plan)  

Observe  (Job  To  Get  Done/Problem)  

Page 20: Customer Growth Hacking for Lean Startups: How Silicon Valley is Creating Billion Dollar $tartups

       Engagement            (Experience)  

AcTvaTon  

Referral  

           Reward                  (Revenue)  

Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.    Lean  Startup  Coach.  Dr.  Rod  King.  [email protected]  &  h;p://businessmodels.ning.com  &  h;p://twi;er.com/RodKuhnKing  

E  

A  

A  

R  R  

R  

RetenTon  

           AcquisiTon  

   

Product      

Strategy      

Vision  

MVP  =  Minimum  Viable  Product  

MagneBc  Value  ProposiBon  Business  Model  Engine  (Pivots)  

Leap  of  Faith  (Winning  AspiraBon)  

Why?  

What?  

How?  

The  Three  Main  Phases  of    Customer  Growth  Hacking  1.  Customer  Hacking:  

Problem-­‐SoluBon  Fit  2.  Customer  Growth:  

Product-­‐Market  Fit  3.  Growth  Hacking:        

Business  Model  Fit/Scaling  

B.U.M.P.  =  Big  Urgent  Market  Problem  

                     

Experiment  &  Reflect  

q  Build  (MVP)  

q  Measure  q  Learn  

Think  (Causes)  

Hypothesize  (Fitness  Plan)  

Observe  (Job  To  Get  Done/Problem)  

Customer  Growth  Storyboard    

O.T.H.E.R.  Loop:  Bullseye,  Core,  and  Periphery;  Customer  Growth  Plan  

Page 21: Customer Growth Hacking for Lean Startups: How Silicon Valley is Creating Billion Dollar $tartups

       Engagement            (Experience)  

AcTvaTon  

Referral  

           Reward                  (Revenue)  

Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.    Lean  Startup  Coach.  Dr.  Rod  King.  [email protected]  &  h;p://businessmodels.ning.com  &  h;p://twi;er.com/RodKuhnKing  

E  

A  

A  

R  R  

R  

RetenTon  

           AcquisiTon  

BUILD  (MVP)  

MEASURE  

LEARN  

 (Data)    

(Ideas)  

The  Three  Main  Phases  of    Customer  Growth  Hacking  1.  Customer  Hacking:  

Problem-­‐SoluBon  Fit  2.  Customer  Growth:  

Product-­‐Market  Fit  3.  Growth  Hacking:        

Business  Model  Fit/Scaling  

Customer  Growth  Storyboard    

Lean  Startup  Steering  

Page 22: Customer Growth Hacking for Lean Startups: How Silicon Valley is Creating Billion Dollar $tartups

       Engagement            (Experience)  

AcTvaTon  

Referral  

           Reward                  (Revenue)  

Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.    Lean  Startup  Coach.  Dr.  Rod  King.  [email protected]  &  h;p://businessmodels.ning.com  &  h;p://twi;er.com/RodKuhnKing  

E  

A  

A  

R  R  

R  

RetenTon  

           AcquisiTon  

BUILD  (MVP)  

MEASURE  

LEARN  

   

Product      

Strategy      

Vision  

MVP  =  Minimum  Viable  Product  

MagneBc  Value  ProposiBon  Business  Model  Engine  (Pivots)  

Leap  of  Faith  (Winning  AspiraBon)  

 (Data)    

(Ideas)  

Why?  

What?  

How?  

B.U.M.P.  

B.U.M.P.  =  Big  Urgent  Market  Problem  

The  Three  Main  Phases  of    Customer  Growth  Hacking  1.  Customer  Hacking:  

Problem-­‐SoluBon  Fit  2.  Customer  Growth:  

Product-­‐Market  Fit  3.  Growth  Hacking:        

Business  Model  Fit/Scaling  

Customer  Growth  Storyboard    

Lean  Startup  Steering  

Page 23: Customer Growth Hacking for Lean Startups: How Silicon Valley is Creating Billion Dollar $tartups

       Engagement            (Experience)  

AcTvaTon  

Referral  

           Reward                  (Revenue)  

Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.    Lean  Startup  Coach.  Dr.  Rod  King.  [email protected]  &  h;p://businessmodels.ning.com  &  h;p://twi;er.com/RodKuhnKing  

E  

A  

A  

R  R  

R  

RetenTon  

           AcquisiTon  The  Three  Main  Phases  of    Customer  Growth  Hacking  1.  Customer  Hacking:  

Problem-­‐SoluBon  Fit  2.  Customer  Growth:  

Product-­‐Market  Fit  3.  Growth  Hacking:        

Business  Model  Fit/Scaling  

Customer  Growth  Storyboard    

DMAIC  Cycle  

DMAIC  Cycle  (Six  Sigma  Methodology)  D:  Define    M:  Measure    A:  Analyze    I:  Improve    C:  Control  

D   • Define  

M   • Measure  

A   • Analyze  

I   •  Improve  

C   • Control  

Page 24: Customer Growth Hacking for Lean Startups: How Silicon Valley is Creating Billion Dollar $tartups

       Engagement            (Experience)  

AcTvaTon  

Referral  

           Reward                  (Revenue)  

Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.    Lean  Startup  Coach.  Dr.  Rod  King.  [email protected]  &  h;p://businessmodels.ning.com  &  h;p://twi;er.com/RodKuhnKing  

E  

A  

A  

R  R  

R  

RetenTon  

           AcquisiTon  The  Three  Main  Phases  of    Customer  Growth  Hacking  1.  Customer  Hacking:  

Problem-­‐SoluBon  Fit  2.  Customer  Growth:  

Product-­‐Market  Fit  3.  Growth  Hacking:        

Business  Model  Fit/Scaling  

Customer  Growth  Storyboard    

O.T.H.E.R.  Loop  

O.T.H.E.R.  Loop  O:  Observe  different  –  Observe  what  no  one  else  is  observing  T:  Think  Different  –  Think  what  no  one  else  is  thinking  H:  Hypothesize  Different  –  Hypothesize  what  no  one  else  is  hypothesizing  E:  Experiment  Different  –  Experiment  on  what  no  one  else  is  experimenBng  on  R:  Reflect  Different  -­‐    Reflect  what  no  one  else  is  reflecBng  on  

Observe  Different  

Think  Different  

Hypothesize  Different  

Experiment  Different  

Reflect  Different  

O  

T  

H  

E  

R  

Page 25: Customer Growth Hacking for Lean Startups: How Silicon Valley is Creating Billion Dollar $tartups

OrganizaBon/Project:  …………………..……………  Job-­‐To-­‐Get-­‐Done  (JTGD)  -­‐        …………………..…………………  (How  might  we  ideally  

improve…)  

Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.    Lean  Startup  Coach.  Dr.  Rod  King.  [email protected]  &  h;p://businessmodels.ning.com  &  h;p://twi;er.com/RodKuhnKing  

E  

A  

A  

R  R  

R  

       Engagement            (Experience)  

AcTvaTon  

Referral   RetenTon  

           AcquisiTon  

           Reward                  (Revenue)  

The  Three  Main  Phases  of    Customer  Growth  Hacking  1.  Customer  Hacking:  

Problem-­‐SoluBon  Fit  2.  Customer  Growth:  

Product-­‐Market  Fit  3.  Growth  Hacking:        

Business  Model  Fit/Scaling  

Customer  Growth  Storyboard    

Customer  Growth  Clock  

Page 26: Customer Growth Hacking for Lean Startups: How Silicon Valley is Creating Billion Dollar $tartups

1  2  

3  

4  5  

6  

7  

8  

OrganizaBon/Project:  …………………..……………  Job-­‐To-­‐Get-­‐Done  (JTGD)  -­‐        …………………..…………………  (How  might  we  ideally  

increase  …)  

       Engagement            (Experience)  

Referral  

Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.    Lean  Startup  Coach.  Dr.  Rod  King.  [email protected]  &  h;p://businessmodels.ning.com  &  h;p://twi;er.com/RodKuhnKing  

E  

A  

A  

R  R  

R  

RetenTon  

           AcquisiTon  

           Reward                  (Revenue)  

The  Three  Main  Phases  of    Customer  Growth  Hacking  1.  Customer  Hacking:  

Problem-­‐SoluBon  Fit  2.  Customer  Growth:  

Product-­‐Market  Fit  3.  Growth  Hacking:        

Business  Model  Fit/Scaling  

Customer  Growth  Storyboard    

Customer  Growth  Clock  

AcTvaTon  

Page 27: Customer Growth Hacking for Lean Startups: How Silicon Valley is Creating Billion Dollar $tartups

CUSTOMER  GROWTH  CLOCK  CUSTOMER  HACKING  (Red/Green  Hat)  1.   Problem  (Customer)  Discovery  2.   Problem  (Customer)  ValidaTon  3.   Solugon  (Product)  Discovery  4.   Solugon  (Product)  ValidaTon  5.   Problem-­‐Solugon  (Value  Prop.)  Fit  CUSTOMER  GROWTH  (Red/White  Hat)  6.            Business  Model  (Vision)  TracTon  7.            Product-­‐Market  (Strategy)  Fit  GROWTH  HACKING  (White/Green  Hat)  8.            Business  Model  (Mission)  Fit/Scaling  

1  2  

3  

4  5  

6  

7  

8  

       Engagement            (Experience)  

Referral  

Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.    Lean  Startup  Coach.  Dr.  Rod  King.  [email protected]  &  h;p://businessmodels.ning.com  &  h;p://twi;er.com/RodKuhnKing  

E  

A  

A  

R  R  

R  

RetenTon  

           AcquisiTon  

OrganizaBon/Project:  …………………..……………  Job-­‐To-­‐Get-­‐Done  (JTGD)  -­‐        …………………..…………………  (How  might  we  ideally  

increase  …)  

           Reward                  (Revenue)  

The  Three  Main  Phases  of    Customer  Growth  Hacking  1.  Customer  Hacking:  

Problem-­‐SoluBon  Fit  2.  Customer  Growth:  

Product-­‐Market  Fit  3.  Growth  Hacking:        

Business  Model  Fit/Scaling  

Customer  Growth  Storyboard    

Customer  Growth  Clock  

AcTvaTon  

Page 28: Customer Growth Hacking for Lean Startups: How Silicon Valley is Creating Billion Dollar $tartups

Customer  Growth  Storyboard    

Business  System  

       Engagement            (Experience)  

AcTvaTon  

Referral  

Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.    Lean  Startup  Coach.  Dr.  Rod  King.  [email protected]  &  h;p://businessmodels.ning.com  &  h;p://twi;er.com/RodKuhnKing  

E  

A  

A  

R  R  

R  

RetenTon  

           AcquisiTon  

           Reward                  (Revenue)  

The  Three  Main  Phases  of    Customer  Growth  Hacking  1.  Customer  Hacking:  

Problem-­‐SoluBon  Fit  2.  Customer  Growth:  

Product-­‐Market  Fit  3.  Growth  Hacking:        

Business  Model  Fit/Scaling  

       

Business  System  

B.U.M.P.  =  Big  Urgent  Market  Problem  

Page 29: Customer Growth Hacking for Lean Startups: How Silicon Valley is Creating Billion Dollar $tartups

Customer  Growth  Storyboard    

Business  Model  Engine  

       Engagement            (Experience)  

AcTvaTon  

Referral  

Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.    Lean  Startup  Coach.  Dr.  Rod  King.  [email protected]  &  h;p://businessmodels.ning.com  &  h;p://twi;er.com/RodKuhnKing  

E  

A  

A  

R  R  

R  

RetenTon  

           AcquisiTon  

           Reward                  (Revenue)  

The  Three  Main  Phases  of    Customer  Growth  Hacking  1.  Customer  Hacking:  

Problem-­‐SoluBon  Fit  2.  Customer  Growth:  

Product-­‐Market  Fit  3.  Growth  Hacking:        

Business  Model  Fit/Scaling          

       

       

Customer  Growth  Engine  (CGE)  

Enterprise  Engine  (EE)  

Value  Engine  (VE)  

Business  Model  Engine  

B.U.M.P.  =  Big  Urgent  Market  Problem  

Page 30: Customer Growth Hacking for Lean Startups: How Silicon Valley is Creating Billion Dollar $tartups

Customer  Growth  Storyboard    

Business  Model  Engine  

       Engagement            (Experience)  

AcTvaTon  

Referral  

Register  at  www.visionaryd.com  to  learn  more  about  Customer  Growth  Hacking.    Lean  Startup  Coach.  Dr.  Rod  King.  [email protected]  &  h;p://businessmodels.ning.com  &  h;p://twi;er.com/RodKuhnKing  

E  

A  

A  

R  R  

R  

RetenTon  

           AcquisiTon  

           Reward                  (Revenue)  

The  Three  Main  Phases  of    Customer  Growth  Hacking  1.  Customer  Hacking:  

Problem-­‐SoluBon  Fit  2.  Customer  Growth:  

Product-­‐Market  Fit  3.  Growth  Hacking:        

Business  Model  Fit/Scaling          

       

       

Customer  Growth  Engine  (CGE)  

Enterprise  Engine  (EE)  

Value  Engine  (VE)  

Business  Model  Engine  

BUSINESS  MODEL  ENGINE  (Stack)  Customer  Growth  Engine  (CGE)  q  Customer  Segments  -­‐  CS  q  Channels/Customer  Rel.  -­‐  CH/CR  q  Product/Service  -­‐  PS  Enterprise  Engine  (EE)  q  Value  ProposiTon  -­‐  VP  q  Key  AcTviTes/Processes  -­‐  KA  q  Key  Resources  -­‐  KR  q  Inputs/Partners  -­‐  KP  Value  Engine  (VE)  q  Profit  (Margin)  –  P$  q  Revenue  (Streams)  –  R$  q  Cost  (Structure)  –  C$  q  Strategy  -­‐  Strat  

B.U.M.P.  

B.U.M.P.  =  Big  Urgent  Market  Problem