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SaaS Growth Stacking - with Dan Martell

How do you end up in rehab for 11 months, discover computer programming, then build 5 tech startups, selling 3 and raising money for the last 2 in 15 years? Tune in each week and Dan Martell will teach you: How he got invited to spend a week with Richard Branson. How he ended up raising money from Mark Cuban. How to hack your productivity. How to focus your marketing efforts. How to get your big dreams funded. How to build, scale and sell your technology company without giving away the control to investors and financial stakeholders. The 3 disempowering “pick me, pick me” mentality that plagues startup founders.. and what you can do to avoid it and fund your startup. Tune in each week and get Dan’s deep-in-the-trenches experience as a father, serial entrepreneur, and investor. Do you want to fund, start, scale and sell your business? That’s the only question that matters here. If the answer is “yes”, then hit the SUBSCRIBE button and let’s make it happen.
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Now displaying: July, 2017
Jul 31, 2017

If you want a good laugh, watch this week’s video.

There may be some singing / rapping in it (if you want to call it that).

What’s important though, are the lyrics.

“Nurture – nurture – nurture that lead!”

Even more important…

… how many leads are you generating per month?

If that number is 0, or not growing, then the business isn’t growing.

Period.

The best way to capture a visitor who’s on your site is to offer them valuable content…

… many people call these Lead Magnets.

If you’re doing it right, a great lead magnet will attract your best potential customers,  and entice them enough to exchange their email address.

Over the years I’ve created 100’s of lead magnets, but I always use this framework to evaluate my ideas to make sure they work.

When it comes to creating lead magnets that convert, you need to consider the following:

  1. What’s your focus?
  2. Are you helping them overcome a discomfort, or achieve an aspirational result?
  3. Does this solution meet an urgent need? or is it simply interesting?
  4. Are you targeting a general problem? Or making it hyper-specific and targeted to your most qualified customers??

In this video, I dive into all 4 of those questions and provide a simple framework that you can use to evaluate your lead magnet ideas and pick the one most likely to convert your ideal customer.

If you’ve got an idea for one right now, post a comment with your business / industry and the lead magnet idea.

I’ll reply with my thoughts!

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Dan Martell has advised more startups than his hometown has people and teaches startup founders like you how to scale. (Get the free 3 videos to grow your business here.) He previously created, raised venture funding for and successfully exited two tech startups: Flowtown and Clarity.fm. You should follow him on twitter@danmartell for tweets that are actually awesome.

Are you an entrepreneur? Get free weekly video training here:
http://www.danmartell.com/newsletter

+ Join me on FB: http://FB.com/DanMartell
+ Connect w/ me live: http://periscope.tv/danmartell
+ Tweet me: http://twitter.com/danmartell
+ Instagram awesomeness: http://instagram.com/danmartell

Jul 24, 2017

“This is totally a company you would create!”

That’s what people would say every time I showed them the prototype for Clarity.

My passion for connecting people to have a conversation was something I had been doing for years…

… first starting with Founder Dinners, and morphing over the years to my entrepreneurial events like Maple Summit, Idea to Exit, etc.

What I quickly realized is that most great companies were started by founders who had a passion for the problem way before they discovered the solution.

For example, some people say that Travis Kalanick (CEO of Uber) was an optimizer his whole life.

For me, it was helping people get unstuck (the original Clarity slogan).

In many ways these videos are a bi-product of that focus.

This week I want to share the 5 keys to startup success – Product/Founder Fit being #1 – to help you understand what makes a great idea.

Now, you don’t need all 5 to be successful, but two or three is a great place to start.

The most challenging is #5 – building a moat (i.e. being hard to copy).

I can’t tell you how many times I got a Google News alert for someone posting a job on UpWork.com for someone to clone Clarity or Flowtown (my previous company).

Not exactly the best feeling in the world.

One of the keys to a great startup idea is defensibility.

So what’s got you excited about what you’re building?

How is it connected to one of the 5 keys to building a successful startup?

Leave a comment with your answer and share your excitement with the community!

This is especially important for you if you’ve never left a comment.

Today is your day … go from being a digital introvert to one who’s publicly proud of what they're building.

See you in the comments.

--

Dan Martell has advised more startups than his hometown has people and teaches startup founders like you how to scale. (Get the free 3 videos to grow your business here.) He previously created, raised venture funding for and successfully exited two tech startups: Flowtown and Clarity.fm. You should follow him on twitter@danmartell for tweets that are actually awesome.

Are you an entrepreneur? Get free weekly video training here:
http://www.danmartell.com/newsletter

+ Join me on FB: http://FB.com/DanMartell
+ Connect w/ me live: http://periscope.tv/danmartell
+ Tweet me: http://twitter.com/danmartell
+ Instagram awesomeness: http://instagram.com/danmartell

Jul 17, 2017

If I grabbed 100 people, and asked them how many needed to buy a pair of jeans – only 3 would raise their hands…

… but 7% would be “In Market” (the 2nd stage of the Audience Triangle) and will be buying soon.

What about the other 90%?

How do you speak to them?

That’s what I cover in this week’s video where I define the 5 stages and the different “buying intents” of each.

If you do this right, you can create marketing content that will take care of the market until they’re ready to buy.

Here’s how it works.

I believe marketing is crafting a message and inserting it into a market that wants to hear from you.

The way you do that AND attract 90% of the potential market is to create content that’s valuable to them.

It plays a double role…

1) It should repel those who aren’t interested in buying EVER (saves you from the tire kickers).

2) It will educate them over time about your business and get them excited to buy from you when the need arises.

Think about it this way… great content marketing focuses on either their aspirations, or desperations.

It either teaches them how to avoid a pain, or achieve a gain.

But for now, let’s focus on a pain they’re having that you can solve – or better yet…

Leave a comment and let me know what are the 5 biggest pains you solve for your customer?

If you’re struggling to list them, drop me a short description of your services, and I’ll help you expand on them.

Can’t wait to read.

--

Dan Martell has advised more startups than his hometown has people and teaches startup founders like you how to scale. (Get the free 3 videos to grow your business here.) He previously created, raised venture funding for and successfully exited two tech startups: Flowtown and Clarity.fm. You should follow him on twitter@danmartell for tweets that are actually awesome.

Are you an entrepreneur? Get free weekly video training here:
http://www.danmartell.com/newsletter

+ Join me on FB: http://FB.com/DanMartell
+ Connect w/ me live: http://periscope.tv/danmartell
+ Tweet me: http://twitter.com/danmartell
+ Instagram awesomeness: http://instagram.com/danmartell

Jul 10, 2017

When I first built Clarity.fm, it wasn’t a marketplace.

It was a call list app.

The concept was that I could add anyone to my list, with phone number and description, then it would robo call each person, reading to me the name of the person and reason for the call.

In short…

I was building a productivity tool, NOT a marketplace.

A strategic “face palm” that would greatly handicap the business’ potential for growth. (#2 on my list of inputs to build great product).

Even after I held a 300 person launch event in my hometown of Moncton, I refused to build search into the product.

What I did instead was build a page that listed all of the experts who were available for a call.

Stupid.

It wasn’t until after months of getting emails to our support team that I realized we needed to add a search feature.

What happened next was the beginning of what made Clarity a huge success.

We launched the feature and it doubled our growth.

What I break down in this week’s video are the 3 inputs (or categories) of feedback you have to leverage to build a great business that doesn’t ignore it’s customers AND builds real revenue.

Over the next two years, we leveraged this framework to help our product roadmap strategy…

… each team member brought ideas and categorized accordingly:

1) Market and Needs: Is this something the customers are asking for in numbers? What are they expecting that we don’t offer?

2) Business Goals: What features do we need to add (like search) to help the business grow and succeed?

3) Key Features/Differentiators: What makes our product different, or offers a product hook that we can lead with to differentiate ourselves from existing solutions?

Understanding each of these buckets allowed us to quickly sort and build a product roadmap that would deliver the traction we needed to grow.

So my question to you is…

Do you have a way to capture & categorize customer feedback?

What about the input from your team?

How is it managed?

If you don’t, create one now…

If you had that in place, how would it change the way you build your product or service today?

Leave a comment below with your answer!

Have an amazing week!

--

Dan Martell has advised more startups than his hometown has people and teaches startup founders like you how to scale. (Get the free 3 videos to grow your business here.) He previously created, raised venture funding for and successfully exited two tech startups: Flowtown and Clarity.fm. You should follow him on twitter@danmartell for tweets that are actually awesome.

Are you an entrepreneur? Get free weekly video training here:
http://www.danmartell.com/newsletter

+ Join me on FB: http://FB.com/DanMartell
+ Connect w/ me live: http://periscope.tv/danmartell
+ Tweet me: http://twitter.com/danmartell
+ Instagram awesomeness: http://instagram.com/danmartell

Jul 3, 2017

Have you ever heard of the Kano Model?

I hadn’t either… until my buddy Merv told me about it.

Here’s a diagram that gives you a visual:

If you think that looks complicated, you’re not alone.

It took a bit of marinating for my brain to fully “get” how much value this model has to offer.

But let me tell you…

It was SO worth it.

What I learned was simple… there are really only three ways to deliver value to your customers based on their needs…

… and from those there are only two ways to improve it.

If you do those right, you get GROWTH!

Simple? It can be.

That’s what I go over in this video to help you build a simple model of how to deliver on what your customers want most.

Here’s my simplified explanation:

  1. You need to focus on your customer’s needs… they come in 3 ways.
  2. They’re either Expected, Expressed or it Excites them.
  3. Those drive you to either a) Improve, or b) Innovate your service.

If you follow that process and categorize your strategies and filter through that model, you’ll experience growth.

Business at its core is stating and delivering on a promise you make to your customers.

Understanding what promise to make is where the Kano Model comes into play.

Leave me a comment on which NEED you think you need to spend more time on.

Can’t wait to read your answers!

--

Dan Martell has advised more startups than his hometown has people and teaches startup founders like you how to scale. (Get the free 3 videos to grow your business here.) He previously created, raised venture funding for and successfully exited two tech startups: Flowtown and Clarity.fm. You should follow him on twitter@danmartell for tweets that are actually awesome.

Are you an entrepreneur? Get free weekly video training here:
http://www.danmartell.com/newsletter

+ Join me on FB: http://FB.com/DanMartell
+ Connect w/ me live: http://periscope.tv/danmartell
+ Tweet me: http://twitter.com/danmartell
+ Instagram awesomeness: http://instagram.com/danmartell

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