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@ckp
BUILDING A FOUNDATION FOR GROWTH
CEZARY PIETRZAK
Startup Garage
Wellington, New Zealand
February 18, 2015
@ckp
HELLO, WELLY!
@ckp
MY BACKGROUND
2000 - 2004
2005 - 2008
CEZARY & CO
2008 - 2012
2012
2013
2014
@ckp
WHAT I’LL SHARE TODAY
My key takeaways on startup marketing & growth
Things you’d like to know / Q&A
@ckp
START WITH A STRONG FOUNDATION
#1
@ckp
#1
MARKETING FUNDAMENTALS CANVAS
@ckp
#1
EXAMPLE: UNION SQUARE VENTURES
@ckp
PUT PEOPLE FIRST,
CHANNELS SECOND
#2
@ckp
#2
WORKSHEET: MOMENTS & PLACES
@ckp
#2
PHOTO SHARING APP FOR NEW MOMS
MOMENTS & PLACES

‘FIRSTS’
DOCTOR’S VISITS
EMAIL UPDATES TO FRIENDS
FAMILY VISITS
FEEDING TIME
EXAMPLE: PHOTO SHARING APP FOR NEW MOMS
@ckp
#2
EXAMPLE: INSIGHTS & CHANNELS
PHOTO SHARING APP FOR NEW MOMS

INSIGHTS & CHANNELS

INSIGHT: MOM SPENDS A LOT OF TIME AT HOME
CHANNEL: TV, DELIVERY SERVICE
INSIGHT: MOM GOES TO DOCTOR’S
CHANNEL: PEDIATRICIAN OFFICES
@ckp
PRIORITIZE CHANNELS
#3
@ckp
#3
WORKSHEET: TRACTION CHANNELS
@ckp
#3
EXAMPLE: JOB ORGANIZATION APP
@ckp
#3
TRACTION BOOK + BULLSEYE FRAMEWORK
BULLSEYE FRAMEWORK
@ckp
MAKE RETENTION THE FOCUS
OF YOUR BUSINESS
#4
@ckp
#4
WORKSHEET: MARKETING FUNNEL
@ckp
#4
EMAIL AUTOMATION FLOWS
@ckp
#4
EMAIL AUTOMATION TOOLS
@ckp
CREATE STRONG HYPOTHESES
#5
@ckp
#5
CUSTOMER OBJECTIONS
I DON'T REMEMBER WHAT X IS
I'M SKEPTICAL ABOUT X
I DON'T HAVE TIME TO DO X
I MISSED THE EMAILS SO WASN’T AWARE
I FEEL X IS TOO EXPENSIVE
I FEEL X IS TOO COMPLICATED
I'M LOOKING FOR SOCIAL PROOF
@ckp
CODIFY GOODWILL VIA
REFERRALS
#6
@ckp
#6
REFERRAL PROGRAM CHECKLIST
MAP OUT THE REFERRAL FUNNEL
BUILD AWARENESS
PERSONALIZE THE EXPERIENCE
AUTOMATE INVITATIONS / GMAIL OAUTH
USE THIRD-PARTY TOOLS
@ckp
MAKE GROWTH A TEAM SPORT
#7
@ckp
#7
STARTUP TRIFECTA
MARKETING TECHNOLOGY DESIGN+ +
@ckp
#7
REFERRAL LIST
DO YOUR RESEARCH
BUILD A STRONG CASE
UNDERSTAND COMPANY PRIORITIES
MEASURE CORRECTLY
@ckp REFERRAL LIST
SET UP TOOLS FOR INDEPENDENCE
#7
@ckp
WIN WITH PROCESS, NOT TACTICS
#8
@ckp
#8
STARTUP MARKETING PROCESS
FUNDAMENTALS
GROWTH
@ckp
SUMMARY
1. START WITH A STRONG FOUNDATION
2. PUT PEOPLE FIRST, CHANNELS SECOND
3. PRIORITIZE CHANNELS
4. MAKE RETENTION THE FOCUS OF YOUR BUSINESS
5. CREATE STRONG HYPOTHESES
6. CODIFY GOODWILL VIA REFERRALS
7. MAKE GROWTH A TEAM SPORT
8. WIN WITH PROCESS, NOT TACTICS
@ckp
CEZARY.CO
Read my blog for articles on

marketing, growth and mobile

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Building a Foundation for Growth (cezary.co)