Achieving Growth –

Markers to Mind

Phani Nagarjuna
Mentor

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 Objective
✔ Growth is a deep & comprehensive topic
✔ Provide some of the key milestones and/or markers that trigger/signal growth
✔ Happy to dig deep into each of these and advise on the “How-to’s” in offline mentor
sessions. Feel free to book office hours

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 Definition of Growth
Milestones for achieving sustainable growth

✔ Topline while maintaining bottomline

✔ Cashflow positive
✔ Nonlinear vs. linear (Scale vs. Growth)

Profitable + Cashflow Positive = Sustainable Business

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 Product / Market Synergy
Tipping point for achieving growth

✔ Adoption vs. Acceleration

✔ WTP vs. Lowest pricing
✔ Product Focus vs. Customer Diversification

Product Stability + Market Adoption = Growth Foundation or Second Valley of Death

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 Pull vs. Push (Marketing)
Tipping point for achieving growth

✔ Demand gen is more from inbound vs. outbound

✔ Top of mind recall among target buyer audience
✔ Invitation to a majority of relevant of RFPs (B2B)

Inbound Demand + Targeted Outreach = Crossing the Chasm

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 Selling vs Buying (Sales)
Tipping point for achieving growth

✔ Deal Qualification vs Pipeline Volume

✔ Elevating vs Competing
✔ Process Discipline vs Closing Rush

Product Value + Customer Needs + Compelling Event = Customer Purchase

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 High Impact, Low Touch
Tipping point for achieving growth

✔ High Value CX vs Low Touch Customer Onboarding

✔ Self Service vs Assisted Service
✔ Customer Advocacy vs Customer Referrals

Customer Delight + Customer Advocacy + Economies of Scale = Customer Success

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 Intelligent Automation
Tipping point for achieving growth

✔ Product Innovation vs Agility

✔ Operational Excellence vs Efficiency
✔ Customer Empathy vs Intimacy

Artificial Intelligence + Human Intelligence = Market-defining Innovation

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 Network / Ecosystem Effects
Tipping point for achieving growth

✔ Connection vs Content
✔ Selling Product vs Selling Access
✔ Going solo vs Strategic Partnerships

Usage + Users = Network Effects

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 Firm Value vs Customer LTV
Tipping point for achieving growth

✔ CAC vs ARR, GMV, etc.

✔ ARPU (C) vs Switching Costs
✔ Customer Churn vs Revenue Churn

Customer LTV Growth + Customer Growth = Customer Equity = Firm Value

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 Thank you!

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