secrets to automating your growth engine
Post on 23-Jan-2018
168 Views
Preview:
TRANSCRIPT
Secrets to Automating Your Growth Engine
GUY MARION CMO & Head of Growth @ Autopilot
GMC London, May 9, 2017
@GUY_MARION
Apr-15 Jun-15 Aug-15 Oct-15 Dec Feb-16 Apr-16 Jun-15 Aug-16 Oct-16 Dec-16 Feb-17 Apr-17
This is how we’re growing…
18% MoM revenue growth
40,000+ trials
3,500+ customer adds
6
Monetization
Engagement / Retention
Virality
Simon Knapp @simonknapp
I’ve signed up to trial over 500 apps
over last 5 yrs so I’m not easily
impressed. But @autopilotus just blew
me away! Best onboard ever!
#SaaS
2) Grow Leads and Customer Lifetime Value
6 Steps to Automating Your Growth Engine
1
Map the customer journey
Automate lead capture
Personalize key moments
Get a quick win
3
2
4
5
6 Track, optimize, and improve
Build a killer stack
Customer Journey Automation
Subscription Billing Predictive Scoring + AttributionCRM
Events & Product Data Usage Funnel & Analytics
Content & CRO
Forms & Lead Capture Email, In-app, SMS, Slack
Tech Stack
@AUTOPILOTUS
Step #1
Acquire• Lead follow up • Lead routing • Onboarding
Nurture
Grow
• Lifecycle nurture • Reactivation • Lead scoring
• Events & webinars • Newsletters • Cross-sell
Step #2
Map the Customer Journey
@AUTOPILOTUS
Example: Lifecycle nurturing has resulted in…
• 3x higher trial conversion rates
• 1.4x higher ASPs
• 75% increase in reactivation pipeline in 6 months
• $70,000+ ARR won revenue
@AUTOPILOTUS
Qualify with Predictive Scoring
A Leads convert at 2.1x average, and
14.6x more than D.
@AUTOPILOTUS
Online Direct Sales
57% of trials 23% of New MRR
13% of trials 35% of New MRR
Velocity
30% of trials 42% of New MRR
New Lead
Assign Qualified Leads to Sales
<2,500 2,500 - 50k 50k+
Forward-thinker seeking flexibility, execution, and TCO.
Frustrated email marketer who needs better targeting and channels.
Passionate early adopter who needs efficiency and agility to scale.
Growth Gary Email Emily Executive Ellie
@AUTOPILOTUS
@AUTOPILOTUS
Review Request61% 13%
open rate click rate
Ask Promoters (NPS >8) to write a review on GetApp
@AUTOPILOTUS
Step #6
Track, Optimize, and Improve Results
Salesforce
Leads, Customers, $
Autopilot Mixpanel
Journeys & Content Conversion Funnels
6 Steps to Automating Your Growth Engine
1
Map the customer journey
Automate lead capture
Personalize key moments
Get a quick win
3
2
4
5
6 Track, optimize, and improve
Build a killer stack
top related