Nossa agência possui uma metodologia própria, que pode causar certa estranheza para aqueles que estão vendo o termo pela primeira vez.
Com essa metodologia atendemos pequenas startups, fintechs e empresas de T.I. que precisam definir processos e principalmente cortarem “maus hábitos” que atrapalham o processo de venda ou de retenção de clientes.
Podemos explicar, de forma resumida, que o Growth&Success são estratégias de crescimento e retenção de clientes por meio de Martech, Inteligência de dados e Growth Hacking.
Na prática, colocamos o melhor dos mundos do marketing, vendas e das metodologias de growth no mercado em um planejamento para uma startup ou empresa de tecnologia que está querendo ampliar seu negócio.
Com essa metodologia simples mas altamente eficaz, o empresário e sua equipe consegue mapear os esforços da empresa, e transforma ações em dados visíveis e alcançáveis.
Para explicar em detalhes como o Growth&Success funciona, e como ele pode mudar sua realidade, deixamos tudo explicado neste artigo de hoje.
Qual o passo a passo para sua empresa escalar?
Há várias teorias e possíveis métodos que prometem alavancar uma empresa em seu processo de crescimento.
Para um growth hacker, tudo é uma questão de encontrar falhas, identificar indicadores do negócio (que muda de empresa para empresa) e fazer alguns experimentos por alguns meses. Tudo isso vai resultar, em algum ponto, em melhorias no negócio.
Falando assim parece fácil né…mas não é!
Já para a metodologia de Customer Success, o crescimento e “manutenção de um negócio” estão relacionados ao relacionamento, acompanhamento do cliente e na suavização de sua trajetória nos momentos “pós vendas” do funil de vendas.
Como nossa metodologia toma de ambas as fontes, temos alguns momentos e etapas um pouco diferentes na hora de crescer e estabilizar uma empresa.
Veja mais detalhes no tópico abaixo.
Como o Growth&Success ajuda no crescimento de uma empresa?
O primeiro passo é entender sobre um negócio, e identificar os processos que sustentam a empresa.
Algumas empresas terão um perfil mais voltado ao trabalho dos vendedores e ações diretas com seus clientes, enquanto outras vão depender mais de automações e processos relacionados ao marketing digital (como mídia paga, por exemplo).
Pode até parecer algo básico, mas muitas empresas ainda não possuem seus processos e indicadores bem alinhados com seus processos de prospecção e vendas, o que cria um verdadeiro caos no fim de cada ciclo (seja ele mensal ou trimestral).
Por isso, começamos identificando os processos da empresa, e ajudamos o cliente a estabelecer eles.
Depois desta etapa, temos a busca pela melhoria dos resultados e dos processos, o que pode demandar o esforço de muitas frentes do marketing, vendas e até do desenvolvimento do produto da empresa.
A sequência, de forma resumida, pode ser vista nesta imagem:
Para haver melhoria e otimização, temos a necessidade de trabalhar com dados e números, e por isso os 2 primeiros passos são focados na busca e identificação dos indicadores (tais como os KPI’s).
Otimização de resultados com base em histórico
Na etapa anterior, fizemos uma análise do cenário atual da empresa, para somente depois pensarmos em um planejamento tático para os próximos meses.
Nesta etapa, na otimização com base em histórico, começamos a criar um backlog das ações e metas da empresa, o que acaba demandando a existência de um “acompanhamento” de tudo que é feito ao longo dos meses.
É também nessa etapa que as ferramentas de marketing (martech) são colocadas em ação, melhorando as vendas e até a retenção de clientes.
Com a implementação dessas ferramentas, muitos processos que eram desorganizados ou que não tinham melhoria constante, passam a ter acompanhamento e aumento em escala, uma vez que deixam de demandar do trabalho manual ou “presença” da pessoa – como é o caso de vendas e prospecção de clientes, que passa a operar por meio da Martech.
Depois da implementação, temos a parte mais interessante do ciclo do Growth&Success: a realização dos hacks de crescimento.
Hora de arrumar a casa: colocando os ensinamentos de Growth Hacking para funcionar
Primeiro tivemos uma inspeção e alinhamento de objetivos e expectativas com a empresa em processo de atendimento.
Mas depois que o roteiro já está feito, entra o trabalho mais técnico e mais ousado em uma MPE ou Startup, que é o momento para procurar alavancas de crescimento na empresa.
Por isso, nesta etapa, aplicamos os ciclos de growth hacking na empresa, onde pegamos o que foi idealizado lá nas etapas anteriores, e colocamos para rodar e testar.
O que chamamos de ciclo de growth é, basicamente, segundo nosso CEO:
- Idealizar um projeto ou objetivo Smart (mais seus KR’s);
- Priorização do que será feito em cada mês ou cada fase;
- Teste do que foi colocado para rodar;
- Análise do que funcionou e do que não funcionou
- O ciclo começa mais uma vez, com novos experimentos e variáveis!
Toda essa etapa do ciclo de Growth só pode ser feita depois de alguns alinhamentos e reuniões com a empresa, pois é necessário alguns dias para que os indicadores possam ser identificados e colocados em diversas áreas e subáreas da empresa.
A otimização somente é alcançada com um esforço mútuo entre áreas, ou seja, não há como ter crescimento e bons resultados mexendo ou melhorando apenas uma área ou tema da empresa, como por exemplo, a área de vendas e os vendedores de maneira isolada.
Objetivo Smart + KR’s: a fórmula que vai garantir o sucesso de sua empresa.
Antes de haver um projeto conciso e bem estruturado, devemos torná-lo palpável e realista para uma empresa.
De nada adianta falar de métricas e aumento de vendas sem criar um roteiro, que demonstra algo específico, dentro de um cenário alcançável para um negócio.
Por isso, tudo que validamos como “próximos passos” em uma empresa que está sendo analisada, deve passar pelo crivo do Smart+KR’s (KeyResults).
Para quem não conhece os objetivos smart, eles são a abreviação de 5 componentes, que traduzidos ao portugues ficam como: específico, mensurável, alcançável, relevante (ou realista, se preferir) e tempo (no sentido de ter prazo).
Dessa forma, juntamos um objetivo inteligente, que a empresa pode sim alcançar em um determinado tempo, seguindo os processos estabelecidos pela agência, e analisamos ao mesmo tempo os resultados chave que vão levar a empresa até o resultado pretendido.
Tudo isso é feito em um acompanhamento em tempo real, onde a cada semana, a empresa pode ver com está crescendo ou onde está errando na busca pelo seu Objetivo Smart.
Vale ressaltar que essa parte do processo coexiste com os ciclos de growth hacking, que é onde a empresa tem a oportunidade de reconhecer suas falhas e amadurecer um negócio.
Estabelecendo o Growth&Success em uma empresa
Está na hora de falar como o Growth&Success é implementado e colocado em ação em uma empresa.
Normalmente, as pessoas que procuram a nossa ajuda possuem as seguintes dores:
- Dificuldades em manter (ou melhorar) o número de leads mensalmente;
- Falta de equipe e de profissionais para realizarem ações de marketing da empresa;
- Falta de know how de boas práticas de Growth Hacking
Sendo assim, o primeiro passo em uma análise mais de perto dessas empresas é a identificação de processos a serem melhorados, e quais processos deveriam estar sendo utilizados, mas que infelizmente ainda não foram colocados em prática.
Posteriormente, temos a busca por indicadores e as causas raízes deles – pois é na raiz do problema(s) que estaremos trabalhando nos meses seguintes, criando uma nova cadeia de atividades ao longo das áreas da empresa
Por fim, temos a otimização dos processos, e também contamos com a implementação permanente dos ciclos de growth na empresa, para que ela possa andar com as próprias pernas nos anos futuros.
Note que todas essas fases são importantes e orquestradas em uma ordem cronológica proposital, uma vez que tirar alguma etapa ou simplesmente ignorar certas ações poderiam agravar seriamente alguma etapa futura.
Onde entra o sucesso do cliente (customer success)?
Depois de tudo que apresentamos, alguns que estão lendo o artigo podem ter pensado: “Ok, mas onde está o Customer Success nessa jornada?”
Para quem não conhece o Customer Success, ela é uma metodologia ligada ao sucesso e êxito do cliente em usar seu produto ou serviço. Ou seja, uma empresa cria mecanismos diversos para reter um cliente, e para que seu produto permaneça útil e relevante ao longo do tempo.
Nosso trabalho é fazer exatamente isso como empresa: ter um atendimento diferenciado que possa levar você ao sucesso e conclusão daquilo que é proposto desde a primeira reunião.
Participamos dos processos e das decisões que os gestores terão que tomar a cada semana, e prestamos a consultoria devida para que cada ação tenha o efeito esperado na empresa.
A empresa percebe, dessa forma, que o atendimento funciona como uma verdadeira parceria, e não se perde no caminho em meio a novas aplicações, novos processos e a adoção das boas práticas de Growth.
Conclusão
Bom, hoje o artigo foi especialmente feito para aqueles que leram sobre nossa empresa e que ficaram um pouco curiosos sobre o que era o Growth&Success.
Nosso método foi criado para ser de fácil aplicação, mesmo sendo sofisticado na hora de colher resultados.
Às vezes, tudo que uma empresa em seus primeiros meses de vida precisa é de uma boa ajuda.
Alguns processos, muitas vezes, não são de conhecimento da área dos fundadores, e isso cria problemas na hora de criar ações de go to market ou de lançar novos produtos e serviços.
O que a Agência Growth disponibiliza é exatamente essa ajuda, que é nosso know how na criação e identificação de processos, métricas e “brechas” que podem estar ainda escondidas em uma empresa, mas que quando encontradas mudam o cenário de uma empresa para sempre.
Quer saber mais sobre nosso trabalho? Então fale com a gente!
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