From the La Jolla Mastermind on March 9, 2017, this deck contains my top tools for designing business strategy and growth strategy. For growth hacking, check out the 3x3x3 Growth Matrix, which contains multiple strategies for attaining growh: getting more customers, having them buy more when they order, and having them return to order again and again. It provides actionable growth tools like the Channel Grid, Trend Mapping Canvas, Value Curve Plotter and Business Innovation Map, to help you plot your business's growth. It also provides the 3x3x3 Business Scale Matrix, which helps you drill down on systems, people and money. Tools are included to help with this effort as well. They include The Product Mix Canvas, Product Development Grid and Ash Maurya's Lean Canvas.

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Flight Club
Growth + Scale
From $1MM To $5MM

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Leverage

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More Customers (KPI = CAC + DPL + Viral Coefficient)
Acquire (Sales)
Acquire (Buy)
Referral
Larger Transactions + Higher Margins (KPI = ICV + GM)
Revenue Bump
Bigger Orders
Vertical Int.
Repeat Buyers (KPI = CHURN + LTV + MAU + PIR)
Consumables
Retention
More Products
Channel Partners
Money + Debt
Value Prop + BML
Super Funnel
Wholesalers
Money + Strat Rel
Milestones
Consumables
Super Funnel/Rec
Media + Channels
SPA or APA
COIs + Virality
Up/Cross Sells
Bulk + Bundles
Make/Buy/Source
Activation
Continuity
B>M>L Iteration
The 3 x 3 x 3 GROWTH MATRIX
More Products
More Products
More Products
More Products
More Products
More Products
More Products
More Products
More Products
Goal
Method Need
Means
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4. PROFITCENTERS
TRAFFIC CHANNEL GRID
FACEBOOK GOOGLE HOUSE LIST
CERTIFIED
PARTNERS
AMAZON DIRECT SALES AFFILIATES T&C
SOCIAL
MEDIA
SEO
HOUSE EMAIL
LIST
AMAZON AFFILIATES TRADE SHOWS DIRECT MAIL EMAIL DROPS
Product 1
Media Site
Events
Mastermind
Continuity
SaaS

5. Source: TrendWatching.com
Trend Mapping Canvas

6. Value Curve Plotter… Differentiate Your Brand From Your Industry
OfferingLevel
Low
High
KeyValue Factors
Industry
Your Brand
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7. Body Shop Example
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8. Disruption = Applying Different Business Models To Your Industry
• Landlord (Physical/IP)
• Affiliate
• Pay As You Go
• Publisher
• Franchise
• Manufacturer/Sales Rep
• Wholesaler
• Broker
• Reseller/VAR
• Retailer
• Network Marketing
• All you can eat
• Direct Seller
• Subscription
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9. Experiment With Different Pricing Models
• Free (Ad Supported)
• Freemium
• Value Based
• Tiered/Volume
• Feature + Add-Ons
• Low Price
• MSRP/MAP
• Free + Paid Support
• “Cost +” or “x Cost”
• Portfolio/Suite
• Commodity
• Razor + Blade
• Premium/Luxury
• Discount
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10. Uber Business Model Innovation Map
Business Model
Primary Secondary Tertiary
PricingModels
PrimarySecondaryTertiary
Broker: Connect Drivers
With Passengers
Volume: Charge 15%-
30% Brokerage Fee
Landlord/Tenant:
Drivers Rent Car Space
Tiered based on type of
car requested
Affiliate
Referral Fees For New
Customers
Referral Fee For New
Drivers
Volume (Distance/Miles)
Time of Day Premium
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11. Business Model Innovation Map
Business Model
Primary Secondary Tertiary
PricingModels
PrimarySecondaryTertiary
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Systems (KPI = NPS + CAGR + EBITDA)
Product
Financial
Operations
More/Better People (KPI = ETO + EER)
Culture
Comp
Upside Share
More Capital (KPI = CAGR + EBITDA)
Equity
Debt
Creative
PDG + PM Canvas
Internal Controls
SOPs
Mission + Values
Salary + Benefits
Equity/Variable
A Or B Round
A Or B Round
POF/ARF/ABL
IMS + OMS + CCS
SOPs + Acct Soft
TOC - Bottlenecks
Manifestos
Comp Plan
PSA + Rev. Share
PPM
Convertible Note
TBD
The 3 x 3 x 3 SCALE MATRIX
COO + Software
CFO + Software
SweetProcess
OfficeVibe
HR + Attorneys
Attorneys
Capital + Team
Capital + Team
Creativity
Goal
Method Need
Means
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13. The Product Mix Canvas
 PRODUCT MIX WIDTH 
 PRODUCT LINE 1 

PRODUCT
MIX
DEPTH

 PRODUCT LINE 2 
Product
Category 1
Product
Category 2
Product
Category 3
Product
Category 1
Product
Category 2
Product
Category 3
Product
Category 4
Product
Name 1
Product
Name 2
Product
Name 3
Product
Name 4
 PRODUCT MIX WIDTH 
 PRODUCT LINE LENGTH   PRODUCT LINE LENGTH 
 PRODUCT CONSISTENCY 
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14. Product Development Grid
Products
Existing Extended New
Markets/Customers
ExistingExtendedNew
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15. Problem Solution Unique Value
Proposition
Unfair
Advantage
Customer
SegmentsTop 3 problems Top 3 Benefits
Single, clear compelling
message states why
you’re different, worth
paying attention to.
Can’t be easily copied or
bought
Target customers
Key Metrics
Key activities you
measure
Channels
Path to customers
Cost Structure
Customer acquisition costs
Distribution costs
Hosting, People, etc.
Revenue Streams
Revenue Model
LTV, Revenue,
Gross Margin
Problem Solution
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The Lean Canvas
Source: Ash Maurya -leanstack.com/leancanvas

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Thank you!
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