Calculate the total cost of winning a new customer to evaluate marketing efficiency and ensure sustainable unit economics across all channels.
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Get a grip on what's actually working and what needs course correction. Use data and experiments to make decisions instead of opinions. See how changes in one part of the system affect everything else. Random tactics don't compound, coordinated ones do.
Select tools across your growth stack using clear evaluation criteria. Avoid common pitfalls, ensure integrations work, and build a system that scales with your business.
Uncover specific pain points, validate assumptions, and reveal what actually drives buying decisions. Run research that produces actionable insights, not just interesting quotes.
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Run quarterly business reviews that assess current state, set ambitious but realistic goals, build actionable roadmaps, and define key results that keep everyone aligned.
Analyse monthly performance data across all four growth engines. Identify what is working, what is not, and make tactical adjustments using a structured decision framework.
Paul Jarvis
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Lessons for keeping work simple and profitable. Focus on retention, systems and selective growth that preserves quality.
Focus on metrics that drive decisions and reveal bottlenecks. Avoid vanity metrics that look good but don't help you grow.
Analyse what worked and what didn't. Assess experiments, identify patterns, and decide what to double down on or cut completely.
Identify what you do better or differently that competitors can't easily copy to defend margins and win customers consistently over time.
Calculate how many users you need in experiments to detect meaningful differences and avoid declaring winners prematurely based on insufficient data.
Track revenue growth from existing customers through expansion and contraction to prove your product delivers increasing value over time.
Apply disciplined experimentation across the entire customer lifecycle, optimising every stage through rapid testing and data-driven iteration.
Connect triggers to actions across systems so repetitive tasks happen automatically and teams can focus on work that requires judgement instead of admin.
Track your user journey through Acquisition, Activation, Retention, Referral, and Revenue to identify which stage constrains growth most.
Structure experiments around clear predictions to focus efforts on learning rather than random changes and make results easier to interpret afterward.
Measure the percentage of customers who stop paying to identify retention problems and calculate the true cost of growth in subscription businesses.
Achieve the state where your product solves a genuine, urgent problem for a defined market that's willing to pay and actively pulling your solution in.
Credit the channel that introduced prospects to your brand to measure awareness efforts and understand which top-of-funnel activities start customer journeys.
Systematically rank projects and opportunities using objective frameworks, ensuring scarce resources flow to highest-impact work.
Drive acquisition and expansion through product experience where users discover value before sales conversations and upgrade based on usage.
Diagnose and break through stagnation by identifying which business mechanisms have reached capacity and require new approaches.
Define pipeline progression steps to standardise how reps advance opportunities and give managers visibility into where deals stall or convert unexpectedly.
Track campaign performance precisely by appending parameters to URLs that identify traffic sources, mediums, and campaigns in your analytics.
Automate multi-touch email campaigns that adapt based on recipient behaviour to nurture leads consistently without manual follow-up from reps or marketers.
Identify the fundamental factors that directly cause business expansion, concentrating resources on activities that generate measurable results.
Deploy fast, low-cost experiments to discover scalable acquisition and retention tactics, learning through iteration rather than big bets.
Organise the tools that capture leads, nurture prospects, and measure performance to automate repetitive work and connect customer data across systems.
Log emails, calls, and meetings automatically to understand what drives deals forward and coach reps based on actual behaviour rather than guesswork.