A WALL STREET JOURNAL BESTSELLER
Do you know the best way to drive your company's growth? If not, it's time to boost your Growth IQ.
Trying to find the one right move that will improve your business's performance can feel overwhelming. But, as you'll discover in Growth IQ, there are just ten simplebut easily misunderstoodpaths to growth, and every successful growth strategy can be boiled down to picking the right combination and sequence of these paths for your current context.
Tiffani Bova travels around the world helping companies solve their most vexing problem: how to keep growing in the face of stiff competition and a fast-changing business environment. Whether she's presenting to a Fortune 500 board of directors or brainstorming over coffee with a startup founder, Bova cuts through the clutter and confusion that surround growth.
Now, she draws on her decades of experience and more than thirty fascinating, in-depth business stories to demonstrate the opportunitiesand pitfallsof each of the ten growth paths, how they work together, and how they apply to business today. You'll see how, for instance:
• Red Bull broke Coca-Cola and PepsiCo's stranglehold on the soft drink market by taking the Customer Base Penetration path to establish a foothold with adventure sports junkies and expand into the mainstream.
• Marvel transformed itself from a struggling comic book publisher into a global entertainment behemoth by using a Customer and Product Diversification strategy and shifting their focus from comic books to comic book characters in movies.
• Starbucks suffered a brand crisis when they overwhelmed their customers with a Product Expansion strategy, and brought back CEO Howard Schultz to course-correct by returning to the Customer Experience path.
Through Bova's insightful analyses of these and many other case studies, you'll see why it can be a mistake to imitate strategies that worked for your competitors, or rely on strategies that worked for you in the past. To grow your company with confidence, you first need to grow your Growth IQ.
|Publisher:||Penguin Publishing Group|
|Product dimensions:||6.00(w) x 9.10(h) x 1.20(d)|
About the Author
Tiffani Bova is the global customer growth and innovation evangelist at Salesforce. Over the past two decades, she has led large revenue-producing divisions at businesses ranging from start-ups to the Fortune 500. She spent ten years at Gartner, the world's leading IT research and advisory firm as a distinguished analyst and research fellow. Her cutting-edge insights have helped Microsoft, Cisco, Salesforce, Hewlett-Packard, IBM, Oracle, SAP, AT&T, Dell, Amazon-AWS, and other prominent companies expand their market share and grow their revenues. This is her first book.
Table of Contents
Foreword Geoffrey A. Moore xi
The One Thing is-It's Never Just One Thing 1
Path 1 Customer Experience 11
Story 1 Sephora: A Beautiful Experience 18
Story 2 Shake Shack: Radical Hospitality 24
Story 3 Starbucks: Losing the Soul of the Past 28
Putting It All Together 34
Path 2 Customer Base Penetration 37
Story 1 Red Bull: A Thai Pharmacist and an Austrian Entrepreneur Walk into a Bar 43
Story 2 McDonald's: Ready, Set, Breakfast 50
Story 3 Sears: Uprooting Retail 56
Putting It All Together 66
Part 3 Market Acceleration 69
Story 1 Under Armour: Sweaty T-Shirts 74
Story 2 The Honest Company: Setter Living Through Chemistry 81
Story 3 Mattel: Toys Will Be Toys 89
Putting It All Together 96
Part 4 Product Expansion 101
Story 1 Kylie Cosmetics: Keeping Up with Kylie Jenner (#KUWKJ) 106
Story 2 John Deere: And the "Beef" Goes On 112
Story 3 Blockbuster: "Be Kind, Please Don't Unwind Our Business" 117
Putting It All Together 123
Path 5 Customer and Product Diversification 127
Story 1 Marvel: Superhero Saves the Day 133
Story 2 PayPal: Banking on the Future 140
Story 3 LEGO: Coming Apart, Brick by Brick 145
Putting It All Together 150
Path 6 Optimize Sales 155
Story 1 Salesforce: Four Men and Two Dogs 162
Story 2 Walmart: The Ultimate Retail Matchup 168
Story 3 Wells Fargo: A Rhyme Is Not a Reason 175
Putting it AM Together 180
Part 7 Churn
Story 1 Spotify: Winning Playlist 185
Story 2 Netflix: Twenty Years Old (and Counting) 199
Story 3 Blue Apron: Too Much on the Plate 205
Putting It All Together 211
Path 8 Partnerships 215
Story 1 GoPro: Adrenaline Junkies 221
Story 2 Airlines: The Friendly Skies 227
Story 3 Apple: Killing Me Swiftly 233
Putting It All Together 237
Path 9 Co-Opetition 241
Story 1 Fiat Chrysler, BMW, and Intel: Joining Forces 246
Story 2 Wintel: Attack of the Clones 251
Story 3 Cisco-VMware-EMC: Better Together? 256
Putting It All Together 261
Path 10 Unconventional Strategies 263
Story 1 TOMS Shoes: Heart and Sole 272
Story 2 Lemonade Insurance: When Life Gives You Lemons 279
Story 3 Grameen Bank in Bangladesh: On Purpose 286
Putting It All Together 291
Knowing When To Jump 294
Amazon Case Study: Staying in Day One 302
Most Helpful Customer Reviews
In general the book reminded me about how important is to look to the long term; to look at the big picture without falling in the trap of solving the problems today. A sustainable growth in our organizations can be created only by following that rule. The clear description of the ten growth strategies, and their inter-relationship was also revealing. All case studies were a good illustration of the different growth strategies. In that regards it was interesting to learn how SEARS was stuck on the wrong path (I can't believe they are where they are today), without taking the courageous decisions that others like Netflix took. The book shows that the business world has become more complex, but also more fascinating. In summary I cannot wait for Tiffani Bova's next book!.