Practical Guide to Achieving 20% Yearly Growth Through Effective Strategies

Grow by 20% a Year: A Practical Guide to Why Research and Development Matters Todd Robinson CEO/President, BoldGrid Download the App and rate this session. app.hostingcon.com

Growth My Definition 1. Sell more of what you offer to existing leads 2. Retain more of the customers you have 3. Sell your current customers additional subscriptions of what they already have 4. Sell you current customers additional products you already have 5. Sell your current offering in a new geographic region 6. Sell a modified version of your existing product to existing customers and/or a new type of customer 7. Iteratively more complex Growth Initiatives here 8. Sell a completely new product to a new type of customer THE GLOBAL EVENT FOR THE CLOUD AND SERVICE PROVIDER ECOSYSTEM

Growth My Definition THE GLOBAL EVENT FOR THE CLOUD AND SERVICE PROVIDER ECOSYSTEM

Growth My Definition 1. 1. Sell more of what you offer to existing leads Sell more of what you offer to existing leads 2. 2. Retain more of the customers you have Retain more of the customers you have 3. Sell your current customers additional subscriptions of what they already have 4. Sell you current customers additional products you already have 5. Sell your current offering in a new geographic region 6. 6. Sell a modified version of your existing product to existing Sell a modified version of your existing product to existing customers and/or a new type of customer customers and/or a new type of customer 7. Iteratively more complex Growth Initiatives here 8. Sell a completely new product to a new type of customer THE GLOBAL EVENT FOR THE CLOUD AND SERVICE PROVIDER ECOSYSTEM

Sell more of what you offer to existing leads (aka Increase Conversion Rates) Example: Free SSL THE GLOBAL EVENT FOR THE CLOUD AND SERVICE PROVIDER ECOSYSTEM

Example Stats from A/B Test 16*2 = 32 Accounts THE GLOBAL EVENT FOR THE CLOUD AND SERVICE PROVIDER ECOSYSTEM

Sell more of what you offer to existing leads (aka Increase Conversion Rates) 1. Marketing and/or Product Line Manager 2. Customer Experience 3. Core Researcher 4. Systems Operations 5. SMEs and Task Groups Support, Training, Documentation 6. Rinse and Repeat THE GLOBAL EVENT FOR THE CLOUD AND SERVICE PROVIDER ECOSYSTEM

Retain more of the customers you have (aka try to demystify Churn) Example: Specific Support Teams by Product THE GLOBAL EVENT FOR THE CLOUD AND SERVICE PROVIDER ECOSYSTEM

Retain more of the customers you have (aka try to demystify Churn) 1. Office of Business Intelligence (or Manual) 2. Product Line Manager 3. Customer Experience 4. Core Researcher 5. Software Development, Systems Operations, and/or Systems Engineering 6. Finance and HR 7. SMEs and Task Groups Support, Training, Documentation, Quality Assurance 8. Rinse and Repeat or Escalate if Big Issues THE GLOBAL EVENT FOR THE CLOUD AND SERVICE PROVIDER ECOSYSTEM

Sell a Modified Version of your Existing Product to Existing Customers and/or a New Type of Customer (aka Taking a Bigger Bet) Example: WordPress Hello World, Round 2 THE GLOBAL EVENT FOR THE CLOUD AND SERVICE PROVIDER ECOSYSTEM

Sell a Modified Version of your Existing Product to Existing Customers and/or a New Type of Customer (aka Taking a Bigger Bet) 1. 2. Completed Previous Minor R&D Cycles (Core Researcher) Sponsor/Product Line Manager and Project Lead/PMO Macro Customer Journey Finance and HR Software Dev War Room Team/Core Researchers Customer Experience, Rinse and Repeat, 5 Person Usability Customer Advisory Group/Beta Testers Office of Business Intelligence Marketing/Parity and Advantages Software Development/Scale Up 10. SMEs and Task Groups Support, Training, Documentation, Quality Assurance, Finance 3. 4. 5. 6. 7. 8. 9. THE GLOBAL EVENT FOR THE CLOUD AND SERVICE PROVIDER ECOSYSTEM

Who is the Core Researcher and how do I find him or her? (aka The Hidden and Critical Gem) THE GLOBAL EVENT FOR THE CLOUD AND SERVICE PROVIDER ECOSYSTEM

Who is the Core Researcher and how do I find him or her? (aka The Hidden and Critical Gem) 1. Who is an advocate of improving this product? 2. Who has the product and/or technical knowledge to see the next steps to improve this product? 3. Who is using this product in the improved way already? (this may be a competitors product) 4. The person won t have everything, introducing testing methodology is often needed. THE GLOBAL EVENT FOR THE CLOUD AND SERVICE PROVIDER ECOSYSTEM

Tips for Leadership THE GLOBAL EVENT FOR THE CLOUD AND SERVICE PROVIDER ECOSYSTEM

Tips for Leadership 1. Development is a BET, Research sets your odds 2. Functions you must have, even if they are only part time - Business Intelligence, Customer Experience, Core Researcher 3. Iterative improvements require rhythm 4. Do NOT start with a whole new product 5. Do NOT get offended when what you thought would be right turns out to be just confusing for users process guides your vision 6. Know the Customer Journeys - audits THE GLOBAL EVENT FOR THE CLOUD AND SERVICE PROVIDER ECOSYSTEM

Core R&D Teams or Functions 1. Sponsor or Project Lead and Core Researcher 2. Office of Business Intelligence 3. Marketing and/or Product Line Manager 4. Customer Experience 5. Project Management Office/Project Pool 6. Software Development, Systems Operations, and/or Systems Engineering 7. SMEs and Task Groups Support, Training, Documentation, Quality Assurance, Finance 8. Research and Product Development (when larger) THE GLOBAL EVENT FOR THE CLOUD AND SERVICE PROVIDER ECOSYSTEM

No Pitch Presentation Policy Please rate this session using the appropriate system. Each presenter signs a speaker agreement certifying that their presentation will be educational and not a sales pitch. Attendees have a right to report speakers not adhering to the policy. THE GLOBAL EVENT FOR THE CLOUD AND SERVICE PROVIDER ECOSYSTEM

Thats it! Questions? For a copy of this Presentation visit: https://www.boldgrid.com/category/news/ THE GLOBAL EVENT FOR THE CLOUD AND SERVICE PROVIDER ECOSYSTEM