Founder Institute: Growth

Noah Wallach founder of Hope OS

Noah Wallach | noah@hope-os.com | linkedin.com/in/noahswallach

1 + 1 = Infinity
WTF does Growth mean?
 30 Ways To Increase Your Pro ts
1. Increase pricing. Redesign work ows and systems for greater e ciency. 

2. Eliminate tasks and activities that don't add value to the company or customer. 

3. Give your team a clearer picture on ways they can contribute to pro tability. 

4. Regularly review your administrative and operational sta levels closely. 

5. Look for ways to increase value to clients and customers. 

6. Increase the dollar value of every purchase transaction with your clients. 

7. Beware the steep cost of attrition. 

8. Feed your winners; starve your losers. 

9. Feed your winning sales people more leads (even if that means you starve your lower performing sales people of leads.)
10.Renegotiate with your landlord. 

11.Focus your best e orts, talent, and attention on selling your most pro table products, services, customers, niches, or channels.

12.Strategically map out a pathway to upgrade your top 10-20 percent of clients to "red carpet" or "highest value" o erings. 

13.Look for ways to bundle products and or services so that you increase the average ticket price of every sale.

14.Sell your product or service in larger purchase sizes. 

15.Strategically consider giving pricing or other incentives to make the purchase and use of your product or service in larger unit sizes compelling.

16.Strategically map out systems to help your customer consume your product or service faster so that they get more value and hence repurchase more frequently. 

17.Make buying from your easy and simple. 

18.Shift a cost from a xed to a variable expense to give yourself greater exibility. 
19.Shift a cost from a variable to a xed where the value is proven. Consistently look for ways to lower your xed overhead. 

20.Stabilize your production systems so that you can reduce need to stock as much inventory and raw materials which are a drag on your cash ow and on your gross pro t margins.

21.Consider buying "o -the-shelf" versus designing or developing a tool (e.g. software, machine, etc.) from scratch.

22.Negotiate hard. 

23.Speci cally -- negotiate and get competitive pricing on your merchant accounts. 
24.Beware "hidden" R & D costs for pet projects and bright shiny opportunities that don't match up with your company's strategic plan.

25.R & D is not just a tech or pharmaceutical company line item.

26.Get clear on all the costs of inventory: cost of capital; storage; insurance; etc. .

27.Consider selling o or writing o old inventory. 

28.Set optimal inventory levels and stick to them.

29.Referrals

30.Retention

https://www.inc.com/david- nkel/30-simple-ways-to-increase-your-pro ts.html

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 Business Growth 

is a stage where a business reaches the point of expansion and seeks

additional options to generate more pro t… or to achieve speci c
milestones that progress your company into its next phase/cycle.

How you de ne and achieve growth

is directly related to your company’s current stage and future goals.
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Definitions
• CAC

• LTV

• KPI’s

• Inputs vs Outputs

• Linear vs Non-Linear
Case Studies

Build relationships with

Retention Upsell Expand to new market

decision makers
 Growth is a combination of…
• E ort
• Operations

• Data

• Marketing

• Resources

• Sales

• Processes

• Account Management

• Strategies

• Sta ng/Skills
• Customer Service

• Reputation
• Retention

• Experimentation

• Learning
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 Effort
You can guarantee input. 

You cannot guarantee

Data
How do you make choices
without data?

Resources
Money, labour, and skills
 Knowing you customer is priority #1
Understanding your potential customers allows you to make informed decisions.

De ne your target demographics

Evaluate each demographic and it’s potential value

CAC + LTV

Who, what, where and when

Who has already captured their attention?

Who already serves or cares for them?

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Tracking is your second priority.
NO WASTED CONVERSATION

CRM, CRM, CRM!!!

Lead, source, type, stage, history, internal notes

 Processes
Triggers and Actions

Automation vs Tailored vs Custom

Touch points, acquisition, engagement, retention

 What do
Missy Elliott, Ron Popeil, The Little Mermaid, a four
leaf clover and the game of leapfrog

have in common?
They’re all stupid names I made up for various growth strategies.
(Naming our sales strategies lowered stress and anxiety amongst team members who
previously did not enjoy sales. Have fun, bring joy to everything you do.)

Ron Popeil
Missy Elliott

Set it and forget it. Flip it and reverse it.

The Little Mermaid

I want to be where the people are.

Negotiate
Retain
Track
Experiment
Learn
 Thank you

Noah Wallach | noah@hope-os.com | linkedin.com/in/noahswallach