ORGANIC GROWTH ORGANIC GROWTH
Objectives for today: 1. Identify a proven framework for growth. 2. Review the approach and tools. 3. Showcase case studies & examples.
ORGANIC GROWTH. THE FRAMEWORK. PLATFORM PLAN PEOPLE PROCESS
Plan
ORGANIC GROWTH. THE FRAMEWORK. ID opportuni+es • that drive growth Priori+ze strategies • with fast impact Develop & execute • opera+ng plan Model, measure, • learn, repeat. PLATFORM PLAN PEOPLE PROCESS
GO GROW TM KEY STAGES STAGE 1 STAGE 2 STAGE 3 STRATEGIC SUMMIT (2 DAYS) DISCOVERY (- 4 WKS) GTM ACTION PLAN (+ 4/6 WKS) GROWTH SURVEY ANALYSIS: MARKET INFORMATION: • Review by functions � • Industry & Market Data � MARKET Growth Strategy Growth Strategy � • ID’s critical issues and gaps � • Competitive landscape � INFO • Prioritizes activities for off-site � • Success factors � • Confirmed by participants � CUSTOMER INSIGHTS: Growth Strategy Growth Strategy � • Segmentation � CUSTOMER STRATEGY • Consumer profiles � INSIGHTS CONSIDERATIONS • Journey Mapping � Growth Strategy Growth Strategy � • Goals • Where do we want to GO? PAST STRATEGIC PAST • Mission, Vision, Values � STRATEGIC • Reality • What is our reality? • Positioning, Value Prop � Enabling Strategy Enabling Strategy � PLANNING • SWOT � • KPI’s � • Opportunity • What drives growth & value? FINANCIAL PLAN REVIEW: • Investment Model Thesis � FINANCIAL • Waypoints • What are the actions that get us there? • 3 year Forecast � PLAN • Prior year and current YTD performance vs plan � EXECUTION
GROWTH (OR ENABLING) INITIATIVE – 4W DETAIL Summary Tactical
People
ORGANIC GROWTH. THE FRAMEWORK. Talent Acquisi+on • ID opportuni+es • that drive growth Employee • Engagement Priori+ze strategies • with fast impact Employee Reten+on • Develop & execute • Culture • opera+ng plan Model, measure, • learn, repeat. PLATFORM PLAN PEOPLE PROCESS
SHIPWARE. IT’S ABOUT THE PEOPLE. TALENT ACQUISITION • What’s in an ad? • Predictive Index EMPLOYEE ENGAGEMENT & RETENTION • Team Events • Chairs • Engagement Platform • MOS CULTURE • Values Driven • Daily Intentionality
Process
ORGANIC GROWTH. THE FRAMEWORK. Talent Acquisi+on Leadership driven, • ID opportuni+es • • team executed that drive growth Employee • Engagement Process is agnos+c Priori+ze strategies • • and works for every with fast impact Employee Reten+on • func+on Develop & execute • Culture • Iden+fy KPI’s, then opera+ng plan • develop process Model, measure, • Measure, Report, learn, repeat • Improve PLATFORM PLAN PEOPLE PROCESS
PROCESS FIRST. TECHNOLOGY SECOND. Process is critical to the success of any growing business • Invest early and often • Must be leadership driven but executed by the team • Process spans all departments • Marketing and Sales can benefit the most • Establish Key Performance Indicators (KPIs) then develop process • Measure, report, improve • Continuous improvement never ends •
QUESTIONS. TO CONSIDER. Process Process is critical to the success of any growing business • 1. How do I get started? Invest early and often • 2. Where should I focus first? Must be leadership driven but executed by the team • 3. What outcomes should I expect? 1 Process spans all departments • 4. How do we change to be process-centric? Marketing and Sales can benefit the most 5. What is the best approach for implementing? • Establish Key Performance Indicators (KPIs) then develop process • Measure, report, improve • Continuous improvement never ends • Phase 7 Phase 8 Phase 4 Phase 5 Phase 6 Phase 1 Phase 3 Phase 2
Platform
ORGANIC GROWTH. THE FRAMEWORK. Talent Acquisi+on Leadership driven, Process first, • ID opportuni+es • • • team executed PlaKorm second that drive growth Employee • Engagement Process is agnos+c Priori+ze business Priori+ze strategies • • • and works for every func+ons with fast impact Employee Reten+on • func+on Understand total Develop & execute • • Culture • Iden+fy KPI’s, then cost to operate opera+ng plan • develop process Focus technology Model, measure, • • Measure, Report, on Value to learn, repeat. • Improve organiza+on PLATFORM PLAN PEOPLE PROCESS
PLATFORM. TECHNOLOGY. • Only invest after process is developed and in place • Apply a holistic approach • Start with most important business functions • Don’t paint yourself into a corner • Understand total cost to operate • Technology changes rapidly, be prepared • Don’t get caught up in ‘features’ • Technology is not ‘cool’ but it is ‘valuable’
QUESTIONS. TO CONSIDER. Platform 1. How do I perform a needs assessment? 2. Where should I look for recommendations? 3. How do I select the right platform? 4. What does implementation look like? 5. How should I plan for ongoing support? Platforms That accelerate business growth TECHNOLOGY COMPUTING UTILITY INTERACTION MARKETPLACES ON-DEMAND CROWDSOURCING DATA HARVESTING
CASE STUDIES
Rod Turner. Manhattan Street Capital. • Michelangelo virus preparation for huge scale impact • Symantec Failed Launch; Six-Pack • Norton Failed launch of prime product • Double challenge after Ashton-Tate IPO
DELIVERY TEAM #2 (OPS) 2016. IT WAS MESSY. (INCONSISTENT) DELIVERY TEAM #1 (OPS) (POORLY LEAD) SIDE BUSINESS (MONEY & TIME) SALES & MARKETING (SCATTER DIAGRAM) SUPPORT (MANUAL)
MANAGED SOLUTIONS. SIMPLIFY. FOCUS. ALIGN. Organiza+onal Sr. Leadership Team: I Changed Numerous • • • Automated TONS of • Alignment: took too long to get right Internal Apps: Success Internal Processes: Freed A Work in Progress people in right roles, Up Time, Shortened Sales including the Founder Cycle, Increased Narrowed Focus: What • Consistency & Who: Defined Core Values & • Took me too long Growth Mindset: Big Financial Dashboards: • Contributors Massive Progress & S+ll Sales: • More Struggling s+ll – Clarity @ Roles & • leadership & non- Decision Making: A Work technical sellers in Progress Marke+ng: Successful Recrui+ng: Hit • • Overhauled Team, and Miss Messaging & Website PLATFORM PLAN PEOPLE PROCESS
THE FIVE. Key Questions. 1. If I could build my Leadership Team from scratch, who would I rehire? - If no, what will I do about it? 2. Is my business model easy or complicated for new sellers to learn and sell effectively within 60 days of hire? - If not, simplify the complexity AND hire sellers from your industry 3. Do each of your Employees know what’s expected of them in their role; AND do you know how & where they each want to learn and grow? 4. Do you have Core Values that are known, defined and modeled by all. - If not, get started with Sr Leaders and a cross-company team 5. Do you have a regular structure in place to facilitate business review conversations AND are the metrics sufficiently detailed enough to tell the full story?
TODAY. THE RESULT. 2 DELIVERY TEAMS ALIGNED focused TODAY SALES & MARKETING SUPPORT FOCUSED STREAMLINED
Key Takeaways
ORGANIC GROWTH. KEY TAKEAWAYS. Talent Acquisi+on Leadership driven, Process first, ID opportuni+es • • • • team executed PlaKorm second that drive growth Employee • Process is agnos+c Priori+ze business Priori+ze strategies • • • Engagement and works for every func+ons with fast impact Employee • func+on Understand total Develop & execute • • Reten+on Iden+fy KPI’s, then cost to operate opera+ng plan • develop process Culture • Focus technology Model, measure, • • Measure, Report, on Value to learn, repeat. • Improve organiza+on PLATFORM PLAN PEOPLE PROCESS
For the Organic Growth Toolkit visit: www.growwithgo.com
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