Gia Laudi

Chapters

Why Traditional Funnels Fail in SaaS

Impact of Customer-Led Growth Approach

The Inspiration from Airbnb’s Project Snow White

The Research Process: Identifying Best Customers

Prioritizing Which Customer Job to Solve First

Mapping Milestones and Setting KPIs

Messaging Guide and Customer Communication

Jobs-to-Be-Done Framework Explained

Executing on the Customer-Led Growth Process

Recommended Books and Resources on Marketing and Growth

Key Concepts

• behavioral design
• best customer criteria
• cross-functional coordination
• customer fit
• customer job prioritization
• customer journey mapping
• customer journey milestones
• customer motivation
• customer psychology
• customer-centric approach
• decision-making
• demographic fallacy
• desired outcome
• emotional journey
• growth phase metrics
• internal alignment
• internal vs external metrics
• jobs-to-be-done
• market concentration
• messaging and positioning
• messaging hierarchy
• overcoming analysis paralysis
• personal brand building
• pirate metrics limitations
• positioning
• post-acquisition lifecycle
• rapid implementation
• recent adoption window
• recurring revenue model
• shared language across teams
• storyboarding
• struggle and evaluation phases
• survey methodology
• trial conversion
• urgency of problem
• value realization
• voice of customer
• website optimization
• willingness to pay