Customer Success-driven Initial Traction for Startups - 2016 San Pedro Valley Summit

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On November 10, 2016, in Belo Horizonte, Brazil, at the 2016 San Pedro Valley Summit, Lincoln Murphy gave a keynote presentation on Customer Success-driven Initial Traction for Startups. Using the true definition of Customer Success as the backdrop for initial traction for very early-stage Startups is something few people talk about. But this presentation showed exactly why you should do this and how to make it work.

Small Business & Entrepreneurship

Customer Success-driven Initial
Traction
Hello, my name is Lincoln Murphy
I’m excited to be presenting at:
@LincolnMurphy

The biggest barrier to
progress is NOT being
DELIBERATE.

Deliberate is doing
something
CONSCIOUSLY and
INTENTIONALLY

Don’t throw stuﬀ
at the wall to see
WHAT STICKS

Grow BECAUSE of
your eﬀort, not  
IN SPITE of it

Desired Outcome
Customer Success is when customers achieve their
interactions
through with your
companytheir
“
” -  Lincoln Murphy
@lincolnmurphy

…their relationship
with us should
EVOLVE and GROW

“The seeds !
of churn are !
planted early” !
– Lincoln Murphy!
@lincolnmurphy!

Acquire
customers with 
SUCCESS
POTENTIAL

Technical
Fit
Functional
Fit
Competence
Fit
Experience
Fit
Cultural
Fit
@lincolnmurphy

Churn is the
SYMPTOM of an
Underlying Disease

Required
Outcome
Appropriate
Experience
Desired Outcome
WHAT your
customer
needs to
achieve
HOW they
need to
achieve it@lincolnmurphy

Customer
Characteris9cs
Method
Customer
(segment)
Desired Outcome
@lincolnmurphy
Required
Outcome
Appropriate
Experience

Stay longer
Buy More
Expand Internally
Advocate Externally
@lincolnmurphy

Enter the conversation
ALREADY taking place
in your prospect’s mind

The topic of the
conversation in their mind
Their Desired Outcome

LOGICAL
EXPANSION
MODEL
LOWER
BARRIERS
OPTIMIZE
VALUE
DELIVERY
Deliberate Growth Model

EXPANSION is part of
the Customer’s
SUCCESS

Your success is
DIRECTLY tied to
their success

Thank You! 
@lincolnmurphy
lincoln@lincolnmurphy.com

Awesome! Thanks for your attention.
Learn more about me at http://sixteenventures.com
And contact me via lincoln@lincolnmurphy.com
@LincolnMurphy
Customer Success-driven Initial
Traction

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