Measure the percentage of customers who stop paying to identify retention problems and calculate the true cost of growth in subscription businesses.
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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.
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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
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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.
Build active lists that update automatically as contacts meet criteria, create segmentation rules based on behaviour and attributes, and set up list hygiene automation that removes inactive or unqualified contacts.
Calculate the total cost of winning a new customer to evaluate marketing efficiency and ensure sustainable unit economics across all channels.
Send a series of scheduled emails that educate prospects over time to stay top-of-mind without overwhelming them with aggressive sales pitches.
Clear mental clutter by transferring all thoughts, tasks, and ideas onto paper or screen, creating space for focused work.
Connect triggers to actions across systems so repetitive tasks happen automatically and teams can focus on work that requires judgement instead of admin.
Enable tools to exchange data programmatically so you can build custom integrations and automate processes that vendor-built integrations don't support.
Deploy fast, low-cost experiments to discover scalable acquisition and retention tactics, learning through iteration rather than big bets.
Calculate your true growth trajectory by measuring the rate at which your business grows when gains build on previous gains over multiple periods.
Navigate competing priorities and secure buy-in by systematically understanding, influencing, and aligning internal decision-makers toward shared goals.
Maintain an unchanged version in experiments to isolate the impact of your changes and prove causation rather than correlation with external factors.
Block extended time for cognitively demanding tasks requiring sustained focus, maximising valuable output whilst minimising shallow distractions.
Track predictable monthly subscription revenue to monitor short-term growth trends and make faster decisions than waiting for annual revenue reports.
Capture specific user actions in your product or website to understand behaviour patterns and measure whether changes improve outcomes or create friction.
Define pipeline progression steps to standardise how reps advance opportunities and give managers visibility into where deals stall or convert unexpectedly.
Scale through partner relationships where other companies distribute your product to their customers in exchange for commissions or reciprocal value.
Log emails, calls, and meetings automatically to understand what drives deals forward and coach reps based on actual behaviour rather than guesswork.
Organise the tools that capture leads, nurture prospects, and measure performance to automate repetitive work and connect customer data across systems.
Compare two versions of a page, email, or feature to determine which performs better using statistical methods that isolate the impact of specific changes.
Track revenue growth from existing customers through expansion and contraction to prove your product delivers increasing value over time.
Calculate how many users you need in experiments to detect meaningful differences and avoid declaring winners prematurely based on insufficient data.
Identify the fundamental factors that directly cause business expansion, concentrating resources on activities that generate measurable results.