Business Dev for Beginners

In: Business and Management

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BUSINESS DEVELOPMENT FOR BEGINNERS: 3 STEPS TO ACQUIRE AND KEEP CUSTOMERS
Arie Abecassis

INTRODUCTION

ARIE ABECASSIS
‣ Venture Partner, Founder

Dreamit, AppStori

INTRODUCTION

ARIE ABECASSIS
‣ Venture Partner, Founder

Dreamit, AppStori ‣ Investor, Advisor Adaptly, BizApps, inkky, MAZ, SeatGeek

INTRODUCTION

ARIE ABECASSIS
‣ Venture Partner, Founder ‣ Operator

Dreamit, AppStori ‣ Investor, Advisor Adaptly, BizApps, inkky, MAZ, SeatGeek

Marvel, MindFireInc, SecondMarket, Thomson Reuters, Updata Partners

3 STEPS TO ACQUIRE AND KEEP CUSTOMERS

CUSTOMER ACQUISITION STRATEGIES

PRICING

REVENUE MODEL

DISTRIBUTION STRATEGY

END CUSTOMER

INFLUENCERS

3 STEPS TO ACQUIRE AND KEEP CUSTOMERS

Customer experience

RETENTION AND CHURN

Competitive options

Switching costs

3 STEPS TO ACQUIRE AND KEEP CUSTOMERS

KEY #1: UNDERSTAND RELEVANT MARKETING CHANNELS

3 STEPS TO ACQUIRE AND KEEP CUSTOMERS

KEY #1: UNDERSTAND RELEVANT MARKETING CHANNELS
Who is your end customer and how are you going to get to them?

3 STEPS TO ACQUIRE AND KEEP CUSTOMERS

DIRECT SALES
‣ Search (SEM, SEO) ‣ Social Media (Facebook, Twitter) ‣ Digital and mobile media ‣ PR / Events ‣ Paid Media (traditional media) ‣ Outbound Sales

PARTNERSHIPS
‣ Referral ‣ VAR ‣ OEM ‣ APIs

3 STEPS TO ACQUIRE AND KEEP CUSTOMERS

KEY #2: METRICS THAT MATTER

3 STEPS TO ACQUIRE AND KEEP CUSTOMERS

KEY #2: METRICS THAT MATTER
What are the drivers (KPIs) for your business?

3 STEPS TO ACQUIRE AND KEEP CUSTOMERS

‣ Customer Acquisition Cost (CAC)

3 STEPS TO ACQUIRE AND KEEP CUSTOMERS

‣ Customer Acquisition Cost (CAC) ‣ Free-to-Paid Conversions (Freemium model)

3 STEPS TO ACQUIRE AND KEEP CUSTOMERS

‣ Customer Acquisition Cost (CAC) ‣ Free-to-Paid Conversions (Freemium model) ‣ Lifetime Value (LTV)

3 STEPS TO ACQUIRE…...

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