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Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & 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)
Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & 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
Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & 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
Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & 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
Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & 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
Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & 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
Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & 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)
Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & 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)
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. rodkuhnhking@gmail.com & 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)
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. rodkuhnhking@gmail.com & 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
“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. rodkuhnhking@gmail.com & 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
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. rodkuhnhking@gmail.com & 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
Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & 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
Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & 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
Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & 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
Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & 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
Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & 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
Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & 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
Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & 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)
Engagement (Experience)
AcTvaTon
Referral
Reward (Revenue)
Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & 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
Engagement (Experience)
AcTvaTon
Referral
Reward (Revenue)
Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & 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
Engagement (Experience)
AcTvaTon
Referral
Reward (Revenue)
Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & 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
Engagement (Experience)
AcTvaTon
Referral
Reward (Revenue)
Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & 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
Engagement (Experience)
AcTvaTon
Referral
Reward (Revenue)
Register at www.visionaryd.com to learn more about Customer Growth Hacking. Lean Startup Coach. Dr. Rod King. rodkuhnhking@gmail.com & 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
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. rodkuhnhking@gmail.com & 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
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. rodkuhnhking@gmail.com & 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
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. rodkuhnhking@gmail.com & 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
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. rodkuhnhking@gmail.com & 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
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. rodkuhnhking@gmail.com & 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
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. rodkuhnhking@gmail.com & 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
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