Calculate the total cost of winning a new customer to evaluate marketing efficiency and ensure sustainable unit economics across all channels.
.webp)
The cockpit that sits above your four growth engines. Individual teams can excel at their own metrics, but without orchestration they're musicians playing different songs. This is where everything comes together and where improvements in one engine amplify gains in another.
The wrong tools create friction. The right ones multiply your output without adding complexity. These are the tools I recommend for growth teams that move fast.
Small improvements multiply. A 10% gain across twelve metrics doesn't add up to 120% - it compounds to 3x growth. This is the mathematical engine behind systematic growth.
%2520(1).webp)
Four decisions that shape everything else. When growth feels harder than it should, the problem is usually here. Get these right and execution becomes much easier.
Without rhythm, effort becomes scattered and progress invisible. A consistent operating cadence keeps your team aligned and your growth system continuously improving.
Paul Jarvis
Rating
Rating
Rating
Rating
Rating
Lessons for keeping work simple and profitable. Focus on retention, systems and selective growth that preserves quality.
Annual goals mean nothing without quarterly targets that break them down. Learn how to work backwards from revenue through conversion steps and set the assumptions your team will execute against. By the end of this chapter, you'll have a model that turns ambition into arithmetic and gives every team a number they own.
Most teams look at dashboards without knowing what to do with the numbers. Learn how to diagnose what actually happened, separate signal from noise, and make course-corrections while there's still time to recover. Turn data into decisions instead of just reporting.
Credit the channel that introduced prospects to your brand to measure awareness efforts and understand which top-of-funnel activities start customer journeys.
Interpret experiment results to understand the probability that observed differences occurred by chance rather than because your changes actually work.
Systematically rank projects and opportunities using objective frameworks, ensuring scarce resources flow to highest-impact work.
Document your repeatable processes in clear, step-by-step instructions that ensure consistency, enable delegation, and capture institutional knowledge.
Connect tools so data flows automatically between systems to eliminate manual entry, keep records current, and enable sophisticated workflows across platforms.
Win customers through direct sales conversations where reps guide prospects from discovery to close with personalised solutions and relationship building.
Track revenue growth from existing customers through expansion and contraction to prove your product delivers increasing value over time.
Attract prospects through valuable content that solves real problems, building trust and generating qualified leads who approach you.
Unify customer data from every touchpoint to create complete profiles that power personalised experiences across marketing, sales, and product.
Diagnose and break through stagnation by identifying which business mechanisms have reached capacity and require new approaches.
Design experiments that answer specific questions with minimum time and resources to maximise learning velocity without over-investing in unproven ideas.
Cultivate belief that skills and results improve through deliberate effort, treating setbacks as learning opportunities rather than fixed limitations.
Scale through partner relationships where other companies distribute your product to their customers in exchange for commissions or reciprocal value.
Organise customer and prospect information to track relationships, communication history, and next steps without losing context or duplicating effort.
Connect triggers to actions across systems so repetitive tasks happen automatically and teams can focus on work that requires judgement instead of admin.
Build distribution through your personal brand and network where your expertise and story attract customers who trust you before your company.
Focus resources on high-impact business mechanisms where small improvements generate disproportionate results across the entire customer journey.
Drive acquisition and expansion through product experience where users discover value before sales conversations and upgrade based on usage.
Deploy fast, low-cost experiments to discover scalable acquisition and retention tactics, learning through iteration rather than big bets.
Group customers by acquisition period to compare behaviour patterns and identify which acquisition channels and time periods produce the best long-term value.