The Growth Marketing Handbook: Maximizing Revenue and Scaling Your Business


Hatched by Glasp

Sep 13, 2023

4 min read


The Growth Marketing Handbook: Maximizing Revenue and Scaling Your Business


In the ever-evolving world of marketing, two key strategies stand out: brand marketing and growth marketing. While brand marketing focuses on increasing potential energy for revenue and priming users to convert in the future, growth marketing is all about converting that potential energy into kinetic energy by driving purchases. In this article, we will explore the growth trajectory of startups and delve into the growth funnel, uncovering actionable advice to maximize revenue and scale your business.

The Growth Trajectory of Startups:

For startups, the growth trajectory begins with building an amazing product that naturally encourages word-of-mouth. This initial phase sets the foundation for future growth. To kickstart user growth, a scalable acquisition channel, such as ads, can be utilized, even if it means temporarily operating at a loss. Simultaneously, the majority of growth resources should be dedicated to optimizing the funnel. A/B testing conversion rates at every step is crucial to maximize per-user revenue. Once a profitable and efficient funnel is established, it's time to scale it. Experimentation with various acquisition channels becomes essential, with a gradual shift towards sustainable and cost-efficient options like product-led growth, organic social, content, and sales. This strategic shift reduces dependency on ads and their volatile costs.

The Growth Funnel:

The growth funnel consists of several stages: lead acquisition, conversion, engagement, revenue, and referral. Lead acquisition can be achieved through paid channels, such as targeted advertisements, or unpaid channels, such as word-of-mouth referrals. The goal is to convert leads into customers by optimizing the conversion process. Engaging customers with new features, encouraging repeat purchases, and building a habit of relying on the product is crucial to maximize revenue. Finally, word-of-mouth referrals, often accelerated by referral programs, prove to be the most cost-effective and sustainable way to scale a business.

Paid Channels vs. Unpaid Channels:

Paid channels can be challenging to leverage due to three main thresholds: profit margin, audience size, and product demand. Companies with high margins or products that generate significant word-of-mouth and referral rates have a better chance of making paid channels work. On the other hand, unpaid channels offer alternative avenues for growth. Product-led growth, content marketing, SEO, word-of-mouth, referrals, and sales play significant roles in driving organic growth and reducing reliance on paid advertising.

Actionable Advice:

1. B2C Companies:

For B2C companies, identifying the right channels to prioritize is crucial. B2C ecommerce companies can benefit from a combination of paid and unpaid channels, with a focus on optimizing their online presence and leveraging word-of-mouth referrals. B2C mobile apps can tap into app store optimization and influencer partnerships to drive user acquisition. B2C SaaS apps can benefit from content marketing and SEO strategies to establish thought leadership and attract potential customers. Brick and mortar businesses can explore local SEO, online directories, and community partnerships to drive foot traffic.

2. B2B Companies:

In the B2B space, the approach may vary based on the niche and average revenue per user (ARPU). Niche B2B companies with high ARPU should prioritize personalized outreach, industry events, and thought leadership content to attract and convert high-value customers. Broad B2B companies with medium ARPU can explore a combination of content marketing, SEO, and targeted advertising to reach a wider audience. Niche B2B companies with low ARPU can benefit from partnerships with complementary businesses, referral programs, and product-led growth strategies. Broad B2B companies with low ARPU should focus on thought leadership content, industry events, and strategic partnerships to maximize their reach.

3. Leveraging Data and Iteration:

Regardless of the business type, data-driven decision-making and continuous iteration are key to growth marketing success. Analyze the data generated at each stage of the growth funnel, identify bottlenecks, and optimize conversion rates. A/B test various elements of your marketing campaigns to find what resonates best with your target audience. Embrace a culture of experimentation and adapt your strategies based on real-time insights.


Maximizing revenue and scaling a business requires a comprehensive growth marketing strategy. By understanding the growth trajectory of startups, optimizing the growth funnel, leveraging the right channels, and embracing data-driven decision-making, businesses can position themselves for success. Remember, growth marketing is a continuous process that requires constant iteration and adaptation. By focusing on actionable advice tailored to your business type, you can drive sustainable growth and unlock the full potential of your business.

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