You've been at your business for quite some time. You have a decent run rate, a significant pipeline and ambitious growth plans. But still, you're struggling every day to scale up.
Scaleup isn't just about proving your business model, finding a product-market fit in the new world order, or scaling up revenues.
Scaleup mindset is about a lot more — it’s about streamlining your processes to make sure everything is ready for replication (and growth). But scaling up requires more than just textbook tactics to discover and cement your sweet spot in a competitive online environment.
You must have come across many articles, books and ideas about scaling up your operations. In his wildly popular book Blitzscaling, Reid Hoffman talks about an interesting scaleup tactic.
According to Reid, Blitzscaling is about the "prioritiz[ation] [of] speed over efficiency in an environment of uncertainty".
He says that change is the only constant in the business world and suggests taking risks to grow a startup rapidly (and turn it into a scaleup).
While Blitzscaling seems simple at first, you'd realize it's more than what meets the eye. If you go deeper, you will get stuck with newer challenges.
Before you can look at the advanced aspects of Blitzscaling, we've got a fundamental primer to help you get started with scaling up your business. Here it goes:
Automate your workflows & processes
Automation is an entrepreneur's best friend in 2022. Having the right automation tactics is like having an army of minions working day-in and out for your business growth.
Think about it — you don't have to waste time on mundane activities like sending emails manually about project updates, posting on social media every day, or onboarding clients.
Automation is the process of setting up rules and flows to make things happen. In simpler terms, it is about what follows what.
You must have seen a tool like Zapier. It connects multiple apps to create automation sequences. For example, it can automatically save form submission data to your CRM for follow-up.
A marketing automation tool like Encharge can help you automate your lead generation/conversion funnels using automated flows. A tool like SuiteDash can help you set up powerful automation sequences to simplify client onboarding, speed up project management, and more.
But how to begin with marketing automation? Well, there are basically two ways to start with automation:
Bring all your data from multiple SaaS tools on a single dashboard
Sync up all the tools through a third-party SaaS automation tool like Zapier.
While both have their merits and demerits, having everything on a single platform makes more sense.
Powerful automation tools to begin with
Zapier — All-in-one Automation Platform
SuiteDash — Client Dashboard & Business Manager with Built-in Automation Flows
nTask — Project Management and Team Collaboration Tool
Create Standard Operating Procedures (SOPs)
Automation is great when you know exactly what you want to get done.
Hence, creating standard operating procedures (SOPs) for general business activities is necessary for scaling up your operations.
Otherwise, how would you ensure that your team follows the ''right way'' of doing things? Or how would you set up automation funnels/tools in place?
SOPs bring standardization and help you stay focused on opportunities to scale up your operations.
If you're serious about taking your business to the next level, documenting your business processes is something you should practice religiously.
Take blogging, for example. How do you do your keyword research? Which tools do you use? What happens right after you are done with keywords?
While every process in your business can have a dedicated SOP, you should create standard SOPs based on your preferences, growth goals, and team capabilities.
A general best practice to start creating SOPs is to make them based on industry best practices and your success metrics. For instance, there are many ways to market your business, but you should make an SOP based on your goals, and sound marketing best practices and habits.
Set up a lead nurturing strategy
Having an endless stream of sales-qualified leads (SQLs) is a dream scenario for every entrepreneur. But you know how hard it is to convert incoming leads into customers.
If you want to scale up operations, you need to have a lead nurturing strategy.
What is lead nurturing?
Lead nurturing is about creating ongoing relationships with your subscribers, existing customers, and MQLs to be qualified (and informed enough) to move further in the buyer's journey.
According to industry data, 96% of visitors on your websites are still not ready to buy yet. But they might be open to sharing their personal information for valuable content. You can move all those visitors further into your marketing funnel by setting up a lead nurture campaign.
An easy way to start nurturing leads
1 Collect lead information
2 Score your leads and segment them based on their preferences/buyer's journey
3 Send dynamic and personalized emailers or retarget them with contextual ads
4 Keep them engaged with follow-up campaigns
You can start collecting leads from the day you launch your website and use the available data to grow your business.
Setting up exciting quizzes and forms can also be an excellent booster for your lead nurturing strategy.
Sales enablement means equipping your sales team with the resources to help them close more deals. This can involve sharing information, knowledge, content, and tools to help them do a better job.
While you must have relied on Google Drive or multiple standalone tools until now, you need an intelligent and robust sales enablement tool if you want to scale up.
According to G2, an organization with sales enablement capabilities registers a 49% win rate against 42.5% in organizations with no sales enablement tools/abilities.
Sales enablement isn't just about having some tool/feature in your workflow. Having a sales enablement mindset is like equipping your sales force with the right thing at the right time so that they don't waste time.
Industry data show that most sales personnel spend 440 hours every year trying to find the right content to share with prospects. At the same time, companies lose $2.3 million each year on average in terms of opportunity costs related to unused marketing content.
Think of how much value-add a right sales enablement solution can be to your scalability initiatives. Your business scale will grow when your sales team has everything they need to be efficient at a stone's throw.
Picking the right sales enablement tool is like choosing the suitable spade for a gold digger to dig the earth. The sooner you equip with the right tool, the faster will you strike gold with sales enablement.
Another great (and cost-effective) way to grow your business is to focus on employer branding initiatives and use your team effectively.
You'd think how employer branding can help me scale fast?
But look all around you. Everyone's busy promoting their company culture online. SaaS founders (and their teams) post photos of company retreats, welcome boxes, and similar things on their feeds.
Using your existing investment in building a team can be a great tactic to grow your audience is an excellent approach. But use this with caution. You shouldn't force your employees to post good things on LinkedIn.
But if you can start a user-generated content (UGC) engine around your company, you'll begin to organically attract good media (and an amazingly efficient team). This would also bring business your way (heard of the network effect?)
If you manage to make your team a part of the journey, you can expand your horizons. You can plan for guest features on popular websites, contact influencers, or podcasters in your niche for increasing your reach.
Keep in mind to pick the right influencers/podcasters — not by vanity metrics but by relevance. You should always go for someone who has a solid community, in your same niche or complementing community, instead of someone with 1mn followers.
This channel of scaling upstarts an organic engine for your growth. Kind of like word-of-mouth in the pre-internet era. And we all love organic publicity. Right?
Having the vision to scale up your operations is the first step to growth. While you’re planning to amp up your operations (and revenues), you need to pick and choose the right tools that accentuate your vision.
Once you’re clear about your growth goals, all you need is to pick up a scaleup strategy and start executing based on your vision and ambitions. All the best!
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