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Customer Growth Factory
Customer Discovery, Trac2on, and Scalability
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 (Discovery; Segmenta2on;
Behaviors/Habits)
Growth (Strategic/Tac2cal Scaling; Performance Management)
Factory (Repeatable System for
Problem Finding & Solving; Innova2on; Improvement;
Revenue Genera2on)
Customer Growth Factory
Customer Growth Factory (CGF) has a goal of conducEng experiments to rapidly and inexpensively discover customer problems and types (segments); gain tracEon; exponenEally scale customer growth 1. Customer Factory
3. Growth Factory
2. Customer Growth (Discovery/ValidaDon) (TracDon)
(Scalability)
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)
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
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
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
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
A Customer Growth Factory (aka Business Model Engine, Business Model Strip, or
Customer Happiness Factory) Is
the Unit of Analysis, Design, and Performance Management
for Customer Growth Hacking
Like in a Business Model Engine, A Customer Growth Factory Can Be Visualized as a System That Consists of 3 Interconnected Engines: q Customer Growth Engine (CGE)
q Enterprise Engine (EE)
q Value Engine (VE)
5 Business Model Strips For Visualizing
A Customer Growth Factory
Business Model Engine (BME) No Stack-‐Business Model Strip Stack-‐Business Model Strip
1D: Point (“Lean” System)
2D: Circle Gradated (Without Label)
Gradated (With Label)
Stack of Blocks (VerEcal)
S: Supplier (Input)
C
S
C
S
C
S
C: Customer (Output)
C
S
Customer Growth Engine (CGE)
Enterprise Engine (EE)
Value Engine (VE)
Customer Growth Engine (CGE)
Enterprise Engine (EE)
Value Engine (VE)
(Processing/
Stock)
Value Delivery
Value Crea2on
Value Capture/ Share
Business Model Engine (BME)
Zooming in (Block diagram) Zooming out (Line diagram)
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 Hacking Is
A SystemaDc Process for Rapidly and Inexpensively Building
A Customer Growth Factory
Customer Growth Hacking
Rapidly Document, Analyze, Prototype, and Design Business Model Engines for CUSTOMER GROWTH HACKING
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 (Discovery; Segmenta2on;
Behaviors/Habits)
Growth (Strategic/Tac2cal Scaling; Performance Management)
Hacking (Problem Finding & Solving; Innova2on)
Customer Growth Hacking
Customer Growth Hacking (CGH) involves an experiment to rapidly and inexpensively discover as well as solve Big Urgent Market Problems (BUMPs)
1. Customer Hacking
3. Growth Hacking
2. Customer Growth (Problem-‐SoluDon
Fit) (Product-‐Market
Fit)
(Business Model Fit & Scaling)
The 3 Hats of a Customer Growth Hacker
Rapidly Document, Analyze, Prototype, and Design Business Model Engines for CUSTOMER GROWTH HACKING
Marketer/
Ethnographer
Quant-‐Strategist/ Data Analyst
Product Developer/ Business Model
Innovator
Customer Growth Hacker (CGH): individual, team, or organizaEon that carries out experiments to rapidly and inexpensively discover as well as solve Big Urgent Market Problems (BUMPs) 1. Customer Hacking
3. Growth Hacking
2. Customer Growth (Problem-‐SoluDon
Fit) (Product-‐Market
Fit)
(Business Model Fit & Scaling)
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 Hacker
The 3 Hats of a Customer Growth Hacker
Rapidly Document, Analyze, Prototype, and Design Business Model Engines for CUSTOMER GROWTH HACKING
Marketer/
Ethnographer
Quant-‐Strategist/ Data Analyst
Product Developer/ Business Model
Innovator
Customer Growth Hacker
(Metrics: “EAARRR”; Delight/Pain)
Customer Growth Hacker (CGH): individual, team, or organizaEon that carries out experiments to rapidly and inexpensively discover as well as solve Big Urgent Market Problems (BUMPs) 1. Customer Hacking
3. Growth Hacking
2. Customer Growth (Problem-‐SoluDon
Fit) (Product-‐Market
Fit)
(Business Model Fit & Scaling)
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
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)
AcEvaEon
Referral
Reward (Revenue)
E
A
A
R R
R
RetenEon
AcquisiEon
Customer Growth Hacking
Rapidly Document, Analyze, Prototype, and Design Business Model Engines for CUSTOMER GROWTH HACKING
The Three Main Phases of Customer Growth Hacking 1. Customer Hacking:
Problem-‐Solu2on Fit 2. Customer Growth:
Product-‐Market Fit 3. Growth Hacking:
Business Model Fit/Scaling
B.U.M.P. = Big Urgent Market Problem
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)
AcEvaEon
Referral
Reward (Revenue)
E
A
A
R R
R
RetenEon
AcquisiEon
Customer Growth Hacking
Rapidly Document, Analyze, Prototype, and Design Business Model Engines for CUSTOMER GROWTH HACKING
Experiment & Reflect
The Three Main Phases of Customer Growth Hacking 1. Customer Hacking:
Problem-‐Solu2on 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
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)
AcEvaEon
Referral
Reward (Revenue)
E
A
A
R R
R
RetenEon
AcquisiEon
Customer Growth Hacking
Rapidly Document, Analyze, Prototype, and Design Business Model Engines for CUSTOMER GROWTH HACKING
Experiment & Reflect
O.T.H.E.R. Loop (DeclaraEve/ExperienEal) 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 experimen2ng on R: Reflect different – Reflect on what no one else is reflec2ng on
The Three Main Phases of Customer Growth Hacking 1. Customer Hacking:
Problem-‐Solu2on 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
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)
AcEvaEon
Referral
Reward (Revenue)
E
A
A
R R
R
RetenEon
AcquisiEon
Customer Growth Hacking
Rapidly Document, Analyze, Prototype, and Design Business Model Engines for CUSTOMER GROWTH HACKING
Experiment & Reflect
q Build (MVP)
q Measure q Learn
O.T.H.E.R. Loop (DeclaraEve/ExperienEal) 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 experimen2ng on R: Reflect different – Reflect on what no one else is reflec2ng on
The Three Main Phases of Customer Growth Hacking 1. Customer Hacking:
Problem-‐Solu2on 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
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)
AcEvaEon
Referral
Reward (Revenue)
E
A
A
R R
R
RetenEon
AcquisiEon
Customer Growth Hacking
Rapidly Document, Analyze, Prototype, and Design Business Model Engines for CUSTOMER GROWTH HACKING
Experiment & Reflect
q Build (MVP)
q Measure q Learn
O.T.H.E.R. Loop (DeclaraEve/ExperienEal) 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 experimen2ng on R: Reflect different – Reflect on what no one else is reflec2ng on
The Three Main Phases of Customer Growth Hacking 1. Customer Hacking:
Problem-‐Solu2on 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)
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)
AcEvaEon
Referral
Reward (Revenue)
E
A
A
R R
R
RetenEon
AcquisiEon
Experiment & Reflect
q Build (MVP)
q Measure q Learn
The Three Main Phases of Customer Growth Hacking 1. Customer Hacking:
Problem-‐Solu2on Fit 2. Customer Growth:
Product-‐Market Fit 3. Growth Hacking:
Business Model Fit/Scaling
B.U.M.P. = Big Urgent Market Problem
S: Supplier
C: Customer
Product (Min. Viable Product) Strategy (Business Model Engine)
Vision (Winning Aspira2on)
Think (Causes)
Hypothesize (Fitness Plan)
Observe (Job To Get Done/Problem)
Customer Growth Hacking
Rapidly Document, Analyze, Prototype, and Design Business Model Engines for CUSTOMER GROWTH HACKING
Engagement (Experience)
AcEvaEon
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
RetenEon
AcquisiEon
Product
Strategy
Vision
MVP = Minimum Viable Product
Magne2c Value Proposi2on Business Model Engine (Pivots)
Leap of Faith (Winning Aspira2on)
Why?
What?
How?
Customer Growth Hacking
Rapidly Document, Analyze, Prototype, and Design Business Model Engines for CUSTOMER GROWTH HACKING
The Three Main Phases of Customer Growth Hacking 1. Customer Hacking:
Problem-‐Solu2on 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)