how to create a growth framework

Hi, I’m Sujan Patel

I run Web Profits, a marketing agency that help companies leverage growth marketing

I'm a regular contributor at Inc., Forbes, WSJ & Entrepreneur

I'm the author of Content Marketing Playbook & 100 Days of Growth

➔ 15,000+ Customers

➔ 5000+ Customers

➔ 1,000+ Customers

➔ 15,000 Users

USING THIS FRAMEWORK I’VE HELPED:

AGENDA

1. Understanding Your Funnel

2. Customer Persona

3. Defining Metrics

4. Growth Process

5. Questions!

DISCLAIMER: NO MAGIC

1. UNDERSTANDING YOUR FUNNEL

A TYPICAL FUNNEL

FIGURE OUT YOUR TOP 3 ACQUISITION CHANNELS

FIGURE OUT YOUR BOTTLE NECKS

Most common bottle necks

THE BULLSEYE FRAMEWORK

tractionbook.com

➔ Social Advertising, Advocacy & Inbound

Marketing

➔ Inbound Marketing, Advocacy & Community

➔ Advocacy, Influencers Marketing & Community

➔ Advocacy, Influencers Marketing & Community

MY TOP 3 CHANNELS

Marketing is

2. CUSTOMER PERSONA

CUSTMER PERSONA TEMPLATES

Download Templates: http://offers.hubspot.com/free-template-creating-buyer-personas

3. DEFINING YOUR METRICS

PIRATE METRICS = AARRR

http://www.slideshare.net/dmc500hats/startup-metrics-for-pirates-long-version

•Traffic•Qualified Leads •QL to SQL Rate (or trial to paid customer conversion rate)•Conversion Rate•Cost to Acquire Customer (CAC)•LTV•Average Order Value (or Average Contract Value)•Repeat Customer Rate•Churn Rate•Month over Month (MoM) Growth

OTHER IMPORTANT METRICS

4. GROWTH PROCESS

GROWTH FRAMEWORK: ONDECK

Example of my framework: http://bit.ly/growthframework

GROWTH FRAMEWORK: IDEAS

DON’T PRIORTIZE & IDEATE

AT THE SAME TIME

GROWTH FRAMEWORK: KPIs

1. Focus 40% of your efforts on increasing traffic

2. Focus 40% on bottle necks3. Focus 20% on on short term opportunities

& throwing shit at the wall

HOW TO GET STARTED

IT’S OKAY TO THROW SHIT AT THE WALL(20% OF THE TIME)

1. Define your goals (be specific!)2. Brainstorm ideas (based on bottle necks)3. Identify resources 4. Prioritize 5. Execute6. Measure 7. Rinse & repeat

MY SIMPLE GROWTH PROCESS

Startups: Prioritize based on highest impact, least effort

Everyone Else: Prioritize based on highest potential gain, least time to implement

HOW TO PRIORITIZE

IT’S OKAY TO FAIL(70% of my growth ideas fail)

SujanPatel.com

@SujanPatel

Snapat.me

QUESTIONS?