Embracing Growth

Cloud and SaaS are promising vehicles for growth, if done right. Let me tell you the story how we failed early and what we’ve learned about it for our second try. Now we’re changing a well established industry and are enthusing customers like Lufthansa, TUI, IBM, Adidas, LEGO and many more. I’ll show you methods, tools and apps our small team of 3-4 people used to achieve that.

Transcript

1. 1 A POWERFUL PRESENTATION EMBRACING 
 GROWTH 
 START SUMMIT ‘16 JOSIP BUDZAKI
2. 2 DISCLAIMER 2 CONFIDENTIAL SLIDES REMOVED - CONTACT mail@josip.ch FOR MORE INFORMATION
3. 3 
 START SUMMIT ‘16 JOSIP BUDZAKI mail@josip.ch josip.ch
 @josipbud HELLO MSc in ENTREPRENEURSHIP ADVERTIMA AG Co-Founder & Investor Growth & Product Management FRONTIFY AG CMO & Investor Growth & Marketing Start-up Coach
4. 4 EMBRACING 
 GROWTH TODAYS PROGRAM NICHE GROWTH EFFICIENCY 4
5. 5 NICHE VISION
 MARKET CUSTOMERS
6. 6 YOUR VISION WHAT MARKET 
 WANTS
 WHAT MARKET NEEDS THE 
 NICHE THE MARKET
7. 7 DON’T 
 DO THIS THE PRODUCT V1 DO THIS!
8. 8 THEN 
 EXPAND AND 
 INTEGRATE THE PRODUCT V2
9. 9 A POWERFUL PRESENTATION 
 START SUMMIT ‘16 TALK WITH LEAD USERS USE METRICS CONDUCT SURVEYS IDENTIFY PAINS HOW TO FIND THE NICHE 9
10. 10 A POWERFUL PRESENTATION 
 START SUMMIT ‘16 NICHE 
 WORKSHOP DESCRIBE SOME CHARACTERISTICS: WHAT IS YOUR VISION CAN YOU IDENTIFY A NICHE? WHAT MARKET WANTS WHAT MARKET NEEDS 10
11. 11 GROWTH MARKETING
 PRODUCT FUNNEL
12. 12 A POWERFUL PRESENTATION 
 START SUMMIT ‘16 INNOVATORS EARLY ADOPTERS EARLY MAJORITY LATE MAJORITY LAGGARDS CHASM CROSSING THE CHASM 12
13. 13 FULL-STACK MARKETING Copywriting Email Marketing Social Media Content Marketing Blogging Analytics A/B Testing Distribution / Channels Newsletter Affiliate Marketing Video Public Relations Influencer Marketing Ebooks Side Projects Copywriting Website / SEO Paid Advertising Content Marketing Blogging Landing Page Experiment External Content Video Side Projects
14. 14 A POWERFUL PRESENTATION EXAMPLE INFLUENCER MARKETING 14
15. 15 PRODUCT MARKETING inApp A/B Testing Upgrade Hooks inApp Analytics Analytics for Customers Management Overview for Customers Customizing Social Payments Trial API Share Content Integrations Referral Programs Event Based Notifications Translation Paypal Support Premium Features inApp A/B Testing inApp Analytics Documentation Trial API Integrations Referral Programs Event Based Notifications Onboarding / Gamification Translation Support Roadmap
16. 16 GROWTH FUNNEL DO THIS!
17. 17 PIRATE FUNNEL DO THIS! AARRR
18. 18 EMBRACING GROWTH DO THIS! Copywriting Website / SEO Paid Advertising Email Marketing Social Media Content Marketing Blogging Analytics A/B Testing Landing Page Experiment Distribution / Channels inApp A/B Testing Upgrade Hooks inApp Analytics Analytics for Customers Management Overview for Customers Customizing Documentation Newsletter Affiliate Marketing External Content Video Public Relations Influencer Marketing Ebooks Social Payments Trial API Share Content Integrations Referral Programs Event Based Notifications Onboarding / Gamification Translation Paypal Support Side Projects Premium Features Roadmap
19. 19 A POWERFUL PRESENTATION 
 START SUMMIT ‘16 GROWTH 
 WORKSHOP DRAW YOUR FUNNEL & DEFINE: THE SPECS MARKETING INSTRUMENTS PRODUCT INSTRUMENTS 19
20. 20 Efficiency TEAM
 TOOLS SERVICE
21. 21 A POWERFUL PRESENTATION 
 START SUMMIT ‘16 TEAM SKILLS INNOVATORS EARLY ADOPTERS EARLY MAJORITY LATE MAJORITY LAGGARDS SOME DEVS 1(!) BUSINESS 
 ALLROUNDER 1 CREATIVE 
 ALLROUNDER MORE DEVS 1 SALES GUY 1 GROWTH GUY 1 MANAGER 1 DESIGNER DEV ARMY SALES MACHINERY GROWTH FEW MANAGERS DESIGNERS SUPPORT GUY SALES MACHINERY COMMUNITY CHANGE MANAGER DESIGNERS SUPPORT ORGANISATION DEV ARMY PARACHUTES
 MANY, MANY
 PARACHUTES
22. 22 A POWERFUL PRESENTATION 
 START SUMMIT ‘16 FUNNEL TOOLS ACQUISITION ACTIVATION RETENTION REFERRAL REVENUE HOTJAR INTERCOM TYPEFORM CONTENTFUL BROWSERSTACK COMPASS CHARTMOGUL KISSMETRICS OPTIMIZELY HUBSPOT TEAM TOOLS SLACK EXPENSIFY GOOGLE FOR BUSINESS (DRIVE,
 DOCS, GMAIL, HANGOUTS, ETC.) PRODUCTBOARD TRELLO SCREENHERO GOOGLE 
 ANALYTICS PODIO 22 HUBSPOT MOZ.COM
23. 23 A POWERFUL PRESENTATION 
 START SUMMIT ‘16 GROWTH: CROSSING THE CHASM BOOK MARKETING: QUICK SPROUT BLOG PRODUCT: INTERCOM BLOG FURTHER
 READS 23
24. 24 A POWERFUL PRESENTATION THANK 
 YOU! JOSIP.CH