2. By the end of this lesson, you
should be able to:
• Understand the Get, Keep and Grow Funnel
• Create a Marketing Plan and Sales Strategy to Get
Customers
• Managing Customer Relationships to Keep and
Grow Customer
• Able to create and implement Growth Hacking
Strategies
3. Before we start this lesson, consider:
• How do you get customers?
• How do you keep your customers?
• How do you grow your customers?
• How much does it cost to get your customers?
• How much does it cost to keep and grow your
customers?
4. Startup School is…
• Startup School is a 6-part series to help entrepreneurs learn the
fundamentals of entrepreneurship. At the end of this series,
Entrepreneurs will be able to express their ideas with an excellently
crafted elevator pitch. Have completed the Business Model Canvas,
Customer Discovery, Built or Identified an MVP and Understand the Cost
and Revenue needed to be successful. Finally, we will translate all of
this into a Business Plan to execute against.
5. Aaron D. Bare
I am an Entrepreneur Educator, making an impact on Entrepreneurs starting
businesses.
• Chief Facilitator & Curriculum Design, ASU Startup School
• Former Entrepreneur-in-Residence, Arizona State University
• Aaron has driven over $4.5 billion of value creation through growth initiatives for various
Fortune 1000 companies, and has served as CEO for 6 privately funded companies & founder of
over a dozen companies.
• 12x Entrepreneur, 100+ websites, 20+ software projects + 15+ apps
• MBA, Thunderbird; Stanford D.School; MA, Indiana; BSc. (Honors) Indiana Tech.
Kaos Pilots. Hyper Island. Singularity University.
8. Get, Keep and Grow
• Get: Growth hacking awareness and acquisition tactics while
reducing customer acquisition costs.
• Keep: Reduce attrition and retain customers via loyalty
programs, product updates and quality service.
• Grow: Increase customer lifetime value by upselling, next-
selling and cross-selling.
9.
10. Get
Let’s review the metrics and pick 3 to see, which is most essential to the success
of your business.
11. Keep
Let’s review the metrics and pick 3 to see, which is most essential to the success
of your business.
12. Grow
Let’s review the metrics and pick 3 to see, which is most essential to the success
of your business.
14. Growth Hacking
A growth hacker is not a replacement for a marketer. Every
decision that a growth hacker makes is informed by growth. Every
strategy, every tactic, and every initiative, is attempted in the
hopes of growing. Growth is the sun that a growth hacker
revolves around. Of course, traditional marketers care about
growth too, but not to the same extent. Remember, the power of a
growth hacker is in their obsessive focus on a singular goal. By
ignoring almost everything, they can achieve the one task that
matters most early on.
This absolute focus on growth has given rise to a number of
methods, tools, and best practices, that simply didn’t exist in the
traditional marketing repertoire, and as time passes the chasm
between the two discipline deepens.
Learn about growth hacking here: https://www.quicksprout.com/the-definitive-guide-to-growth-hacking-chapter-1/
15. Growth Hack
Brainstorm
Get your post-its out and have the class
share ideas for your company to grow,
think specifically about the stages of
Get, Keep and Grow.
19. • Go to Survey Monkey
& create survey to
send to customers
asking for your net
promoter score.
Create Net Promoter
20. Iterate & Start over
30 DAYS
24 HOURS
15 min. Daily meeting.
Team members respond to basics:
A.What did you do since last Scrum Meeting?
B.Do you have any obstacles?
C.What will you do until next Scrum Meeting?
Project
Complete
24 h Scrum
Backlog
Items
expanded
by team
Sprint
Backlog
Features
assigned to
sprint
ProductBacklog
Prioritized product features desired by
client
22. At this point, you have:
• Completed many Iterations of the Business Model Canvas
• Completed of a Successful 30-Second Elevator Pitch
• Created of a Customer Discovery Analysis
• Developed a Minimum Viable Product
• Created of a Profitable Company
• Understanding of a Fundable Business Plan
23. Learning to Know: What do you know now about startups or
entrepreneurship that you didn’t know a when you started?
Learning to Do: What do you know how to do that you
couldn’t do before?
Learning to Be: Have your ways of thinking and acting
changed? How has this changed you? Have your values and
priorities changed?
* Please share feedback with class
Notas do Editor
Homework Guide: No notes here.
Facilitators Guide: This should be the slide on the screen, when students enter the room.
Homework Guide: Follow notes below
Facilitators Guide:
By the end of this lesson, you should be able to:
Understand the Get, Keep and Grow Funnel
Create a Marketing Plan and Sales Strategy to Get Customers
Managing Customer Relationships to Keep and Grow Customer
Able to create and implement Growth Hacking Strategies
Homework Guide: Follow notes below
Facilitators Guide:
Before we start this lesson, consider:
How do you get customers?
How do you keep your customers?
How do you grow your customers?
How much does it cost to get your customers?
How much does it cost to keep and grow your customers?
Homework Guide: No notes needed
Facilitators Guide:
Startup School is a 6-part series to help entrepreneurs learn the fundamentals of entrepreneurship. At the end of this series, Entrepreneurs will be able to express their ideas with an excellently crafted elevator pitch. Have completed the Business Model Canvas, Customer Discovery, Built or Identified an MVP and Understand the Cost and Revenue needed to be successful. Finally, we will translate all of this into a Business Plan to execute against.
Homework Guide: No notes needed
Facilitators Guide:
Who am I? REPLACE MY BIO HERE> Add your bio here for other Facilitators. In Facilitation Training, have Facilitators create their own bios.
Facilitators Guide:
Overview of 6 Modules –
1. Overview is a chapter to introduce the concept of the simplified canvas.
2. Idea chapter is how to test your idea.
3. Customer is finding your customer.
4. Product is knowing that satisfies a need for that customer.
5. Profit is understanding the cost and pricing of your product or service.
6. Growth is all about growing your product or service.
Homework Guide: No notes here.
Facilitators Guide:
Get, Keep and Grow.
Homework Guide: No notes here.
Facilitators Guide:
Get: Growth hacking awareness and acquisition tactics while reducing customer acquisition costs.
Keep: Reduce attrition and retain customers via loyalty programs, product updates and quality service.
Grow: Increase customer lifetime value by upselling, next-selling and cross-selling.
Homework Guide: No notes here.
Facilitators Guide:
Walk through the funnel:
Get: Growth hacking awareness and acquisition tactics while reducing customer acquisition costs.
Keep: Reduce attrition and retain customers via loyalty programs, product updates and quality service.
Grow: Increase customer lifetime value by upselling, next-selling and cross-selling.
Homework Guide: No notes here.
Facilitators Guide:
Homework Guide: No notes here.
Facilitators Guide:
Homework Guide: No notes here.
Facilitators Guide:
Homework Guide: No notes here.
Facilitators Guide:
Homework Guide: No notes here.
Facilitators Guide:
Definition of growth hacking…
https://www.quicksprout.com/the-definitive-guide-to-growth-hacking-chapter-1/
Homework Guide: No notes here.
Facilitators Guide:
Homework Guide: No notes here.
Facilitators Guide:
Click on video or on link here:
https://www.youtube.com/watch?v=ZgDhQyw4uGs
Homework Guide: No notes here.
Facilitators Guide:
Click on video or on link here:
https://www.youtube.com/watch?v=jcxqJjd-rAE
Homework Guide: No notes here.
Facilitators Guide:
Go to Survey Monkey & create survey to send to customers asking for your net promoter score.
Homework Guide: No notes here.
Facilitators Guide:
This is a picture of AGILE SCRUM – a process that is iterative. Also, a great technique to implement in the project management of your startup business.
Homework Guide: No notes here.
Facilitators Guide:
REFLECTION
Homework Guide: No notes here.
Facilitators Guide:
Congrats, at this point you have:
Completed many Iterations of the Business Model Canvas
Completed of a Successful 30-Second Elevator Pitch
Created of a Customer Discovery Analysis
Developed a Minimum Viable Product
Created of a Profitable Company
Understanding of a Fundable Business Plan
Homework Guide: No notes here.
Facilitators Guide:
Learning to Know: What do you know now about startups or entrepreneurship that you didn’t know a when you started?
Learning to Do: What do you know how to do that you couldn’t do before?
Learning to Be: Have your ways of thinking and acting changed? How has this changed you? Have your values and priorities changed?