Mark Fulford

speaker

149 appearances 1 recordings 1 series first heard Aug 2022 last heard Aug 2022

Mark Fulford’s voice in public audio — every appearance, attributed to the second.

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Orbit - An Hg software leadership podcast · Building a Growth Engine: Mark Fulford and Jolanta Pilecka discuss Hg's Growth Framework · 31 Aug 2022 podcast

For me, far too many times I I see

boards and board decks reporting on very laggy metrics, which is obviously just revenue, or sometimes not at all.

So not even quizzing at board level the effectiveness of the growth engine.

So that's kind of how we like to view it.

So again viewing the whole pie, if you like.

End to end.

Exactly.

Now one of the the most important pieces of that pie I think is that top of funnel, you know, lead generation and flow through.

Good to see you.

Thanks, Yolanta.

I think about the growth framework as a single

Comprehensive structure for understanding how effectively and efficiently this engine works.

So, in other words, how it acquires, how it retains and develops customers.

And the reason I came up with this model is because frankly, I was finding that the old approach of just looking at function-by-function performance as outdated, ineffective, and not really driving the inputs and results that I wanted to see.

So thinking of the growth framework.

As a comprehensive way of looking at these elements was for me the way forward.

And so thinking around things like

You have your go-to-market strategy, you think about your market potential, but then really, how do you think about acquisition and the elements that play a part of that?

Retention and renewals is an element of that, especially in SaaS-based businesses.

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