Design experiments that answer specific questions with minimum time and resources to maximise learning velocity without over-investing in unproven ideas.
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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.
Jason Fried
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Short essays that challenge default habits. Focus on product, talk to customers and cut pretend work.
Eric Ries
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A disciplined approach to experiments. Define hypotheses, design MVPs and learn before you scale.
Look at your dashboard to identify where conversion drops, then use customer research to understand why. Bottlenecks are where the most impact lives.
Measure the month-over-month growth in qualified leads to predict future revenue and catch pipeline problems before they impact revenue three months later.
Win customers through direct sales conversations where reps guide prospects from discovery to close with personalised solutions and relationship building.
Focus effort on the 20% of activities that drive 80% of results, systematically eliminating low-yield work to maximise output per hour invested.
Document your repeatable processes in clear, step-by-step instructions that ensure consistency, enable delegation, and capture institutional knowledge.
Scale through partner relationships where other companies distribute your product to their customers in exchange for commissions or reciprocal value.
Send a series of scheduled emails that educate prospects over time to stay top-of-mind without overwhelming them with aggressive sales pitches.
Attract prospects through valuable content that solves real problems, building trust and generating qualified leads who approach you.
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.
Store information in browsers to track user behaviour across visits and enable personalised experiences without requiring login for every interaction.
Choose one metric that best predicts long-term success to align your entire team on what matters and avoid conflicting priorities that dilute focus.
Calculate how much pipeline you need relative to quota to ensure you generate enough opportunities to hit revenue targets despite normal conversion rates.
Analyse profit per customer to determine if your business model works at scale before investing heavily in growth and customer acquisition.
Maintain an unchanged version in experiments to isolate the impact of your changes and prove causation rather than correlation with external factors.
Distribute conversion credit across multiple touchpoints to recognise that customer journeys involve many interactions and channels working together.
Organise the tools that capture leads, nurture prospects, and measure performance to automate repetitive work and connect customer data across systems.
Apply disciplined experimentation across the entire customer lifecycle, optimising every stage through rapid testing and data-driven iteration.
Automate multi-touch email campaigns that adapt based on recipient behaviour to nurture leads consistently without manual follow-up from reps or marketers.
Compare two versions of a page, email, or feature to determine which performs better using statistical methods that isolate the impact of specific changes.
Calculate the total cost of winning a new customer to evaluate marketing efficiency and ensure sustainable unit economics across all channels.