S2 E4: Creating Value 101
In this episode of Growth Vault, the hosts discuss their predictions for the e-commerce and B2B SaaS market in 2024. They explore the role of AI in value creation and extraction, emphasizing the importance of AI as a multiplier and the need for thoughtful implementation. The hosts also discuss the impact of elections on the market and the rise of M&A in the industry.
They delve into the difference between product and marketing, focusing on value creation and extraction. The episode concludes with a discussion on the middle ground of value realization. The conversation explores the importance of user experience and the undervaluation of experience in the retention cycle. The challenges of building relationships and the friction of relationship-based interactions are discussed. Clear communication and setting expectations early are highlighted as crucial factors.
The conversation also delves into the qualitative vs quantitative approach and the role of marketing in creating value for users and product in generating business impact. The distinction between attention and intention is explored, as well as the challenges of generating demand and capturing it. The conversation concludes with the importance of moving from attention to intention. In this conversation, the speakers discuss the importance of qualifying leads and the tactics they use to do so.
They emphasize the need for a simple and effective qualification process to ensure that the right customers are targeted. They also highlight the value of using data to inform the qualification process and make informed decisions. The speakers share their experiences with different qualification methods and the criteria they use to determine if a lead is a good fit. They stress the importance of not pursuing all revenue and being selective in choosing customers. The conversation concludes with closing remarks and plugs for various resources.
They delve into the difference between product and marketing, focusing on value creation and extraction. The episode concludes with a discussion on the middle ground of value realization. The conversation explores the importance of user experience and the undervaluation of experience in the retention cycle. The challenges of building relationships and the friction of relationship-based interactions are discussed. Clear communication and setting expectations early are highlighted as crucial factors.
The conversation also delves into the qualitative vs quantitative approach and the role of marketing in creating value for users and product in generating business impact. The distinction between attention and intention is explored, as well as the challenges of generating demand and capturing it. The conversation concludes with the importance of moving from attention to intention. In this conversation, the speakers discuss the importance of qualifying leads and the tactics they use to do so.
They emphasize the need for a simple and effective qualification process to ensure that the right customers are targeted. They also highlight the value of using data to inform the qualification process and make informed decisions. The speakers share their experiences with different qualification methods and the criteria they use to determine if a lead is a good fit. They stress the importance of not pursuing all revenue and being selective in choosing customers. The conversation concludes with closing remarks and plugs for various resources.
Takeaways
- AI is a multiplier and can drive value creation and extraction when implemented thoughtfully.
- The e-commerce and B2B SaaS market is expected to experience growth in 2024, with a focus on value creation and contribution margin.
- The impact of elections on the market may bring uncertainty and increased ad spending, leading to higher CPMs.
- The market is likely to see more consolidation and M&A activity, with private equity becoming a source of capital for e-commerce and DTC businesses.
- The distinction between value creation and extraction is important, with marketing focused on creating value in the market and product focused on extracting value from customers. Having a simple and effective qualification process is crucial for targeting the right customers.
- Using data to inform the qualification process can lead to more informed decisions.
- Not all revenue is good revenue, and it's important to be selective in choosing customers.
- Being willing to say no to customers who are not a good fit can save time and resources.
Chapters
00:00
Introduction and Excitement for Season 2
Introduction and Excitement for Season 2
00:33
2024 Predictions for E-commerce and B2B SaaS
2024 Predictions for E-commerce and B2B SaaS
03:11
The Role of AI in Value Creation and Extraction
The Role of AI in Value Creation and Extraction
09:04
The Impact of Elections on E-commerce
The Impact of Elections on E-commerce
12:51
The Future of AI and the Need for New Social Contracts
The Future of AI and the Need for New Social Contracts
15:14
Market Rip and the Rise of M&A
Market Rip and the Rise of M&A
19:46
The Difference Between Product and Marketing: Value Creation and Extraction
The Difference Between Product and Marketing: Value Creation and Extraction
27:10
Discussion on Value Creation and Extraction
Discussion on Value Creation and Extraction
30:13
The Middle Ground: Value Realization
The Middle Ground: Value Realization
34:41
The Importance of User Experience
The Importance of User Experience
35:15
Undervaluing the User Experience
Undervaluing the User Experience
35:51
The Impact of Experience on Retention
The Impact of Experience on Retention
36:19
Challenges in Building Relationships
Challenges in Building Relationships
37:37
The Friction of Relationship-Based Interactions
The Friction of Relationship-Based Interactions
39:16
The Importance of Clear Communication and Expectations
The Importance of Clear Communication and Expectations
40:16
The Qualitative vs Quantitative Approach
The Qualitative vs Quantitative Approach
43:16
Creating Value for Users vs Business Impact
Creating Value for Users vs Business Impact
46:19
The Role of Marketing and Product
The Role of Marketing and Product
49:45
Attention vs Intention
Attention vs Intention
52:01
Generating Value and Capturing Demand
Generating Value and Capturing Demand
57:39
The Disconnect Between Value Creation and Demand
The Disconnect Between Value Creation and Demand
01:03:06
Moving from Attention to Intention
Moving from Attention to Intention
01:10:33
Qualifying Leads
Qualifying Leads
01:12:30
Using Data for Qualification
Using Data for Qualification
01:13:47
Qualification Process
Qualification Process
01:15:31
Differentiating Customer Segments
Differentiating Customer Segments
01:18:17
Scoring and Qualification
Scoring and Qualification
01:19:14
Defining MQL and SQL
Defining MQL and SQL
01:20:13
Refining the Qualification Process
Refining the Qualification Process
01:23:22
Sophistication in Scoring
Sophistication in Scoring
01:25:18
Not All Revenue is Good Revenue
Not All Revenue is Good Revenue
01:26:16
Saying No to Customers
Saying No to Customers
01:28:48
Customer Margin
Customer Margin