Referrals happen through “Viral loops.”Figure 9.17 Example of a Simple DashboardFigure 9.18 Support/Approval MatrixFigure 9.19 Example of an Influence MapFigure 9.20 Example of an Access Map12 Chapter 10Figure 10.1 Steps for “Get Out of the Building and Sell” by ChannelFigure 10.2 The “Get Customers” Funnel in Physical ChannelsFigure 10.3 Sample A/B Tests Compare Changing Home Page ResultsFigure 10.4 Usability Tests happen in Starbucks or test facilitiesFigure 10.5 Example of Heat MappingFigure 10.6 Example of Eye TrackingFigure 10.7 The “Get Customers” Funnel in Web/Mobile ChannelsFigure 10.8 Typical Influence Map in a Company Organized by FunctionFigure 10.9 Core StrategyFigure 10.10 Example of an Access Strategy MapFigure 10.11 Example of a Sales RoadmapFigure 10.12 The “Keep Customers” Funnel in Web/Mobile ChannelsFigure 10.13 Cohort Analysis of a Sales FunnelFigure 10.14 “Grow Customers” Activation Activities in Web/Mobile Channels
13 Chapter 11Figure 11.1 Example of an External Audit QuestionnaireFigure 11.1 Example of Product Positioning
14 Chapter 12Figure 12.1 Review Business Model HypothesesFigure 12.2 Business Model ChecklistFigure 12.3 Revenue Growth in New and Existing MarketsFigure 12.4 Revenue Growth in a Resegmented Market
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