6 strategies to drive growth in a startup environment Alizee Varloud

What is growth?

1. Know your personas Who am I talking to? What value can I bring them? Who? Recommend a decision or action Agree a decision Perform a decision once made Input to a recommendation Decide Make sure you take into account everyone involved in the decision process What? - Understand their main pain points - Map their purchasing behaviour - List where to get touchpoints with them - Evaluate their degree of involvement in the decision How? - Offer a value proposition that will solve their pain points - Tailor your purchasing experience - Be where they are - Invest your time and efforts where it matters

2. Get the right tools and automate Growing a business is all about scale - Think big, long term What do you need? CRM Marketing Automation Emails CMS Social Media Data Analytics Internal communication Chatbot Agenda/Meeting Booking Customer service software ...

3. Inbounds vs Outbounds Why choose? Outbounds (account-based marketing) Inbounds

4. Marketing for growth Find the right balance and mix Invest Analyse Should I invest in offline or online marketing? Where are my targets & customers? Create a plan Measure, analyse, optimise What is my LTV:CAC ratio? Predict and influence the future

5. Build your team Sales, account management, support... CUSTOMER SUPPORT SET THEM UP FOR SUCCESS Build your sales pitch Design and refine your sales material Build lead-scoring Organize regular trainings SET GOALS Set sales targets Reward your team SET THEM UP FOR SUCCESS Build a customer-centric culture Set up account tiering Know your customers SET GOALS Set meetings and renewal targets Send regular customer surveys SET THEM UP FOR SUCCESS Be available when/where your customers are Get a CS management tool Make it personal SET GOALS Measure satisfaction Compensate your customers

6. Invest in retention Don’t just invest to acquire new customers, invest to keep them!

Thank you!