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A step-by-step guide of how I would build a SaaS company right now - part 2
submitted by lickitysplitstyle to startups [link] [comments]
This is part 2 of 5. Part 1 LET'S DO THIS!
Big thank you to everyone that upvoted and commented on the last post.
I’m pumped, this is part 2 of 5 for those keeping track at home.
- Start with your revenue and monetization plan (are you targeting a sector that has money and can/will pay - Part 1)
- Align yourself with others in your space (cheapest way to get traction/credibility)
- Work on road mapping your product to align with what complements your partnerships (cheapest distribution)
- Work on building a marketing strategy that can help expose and align your brand while strengthening its recognition with your partners (will this make us both look good)
- Build customer advocates along the way, tell their stories (lead with examples)
Early traction, everyone wants it, very few people know how to do it effectively. Hell I’ve seen it all, run all the experiments, all the tests and I can tell you from experience if you have the patience, slow, steady, and surgical is the way to grow. Especially in the beginning.
In part one we spent a lot of time asking some basic fundamental business questions. Including, an exercise in the importance of being able to niche down.
We’re going to expand on the niching down because it’s how you gain clarity and find people to align yourself with early on.
The goal of this will be to understand:
- How to niche down
- How to use this to target a market and recognize opportunity
- How to position within that market
- How to give yourself the biggest chance of success
I’ve chosen to outline these in all our steps for niching down.
You’re going to see these steps move from research to market evaluation to list building stopping just short of outreach. We’ll touch on this in part 3.
Last week I took a call where someone told me their target market is males 25-45 that like sports. This is the most important part of your entire business. I’m serious.
Let’s rock through this together so we can get you super focused and know where and how to spend your time and money.
(The below was laid out in part 1 and was the layered niching exercise) LEVEL 1: We’re a helpdesk product. How to niche down
The big question is “for who”?
So you’ve picked the type of product you are building and a use case, the problem is there are lots of people like you out there and this doesn’t tell me much about your market, it’s too broad. How to use this to target a market and recognize opportunity
Because this is so broad, it’s impossible to actually target a market and without being able to do that, it’s not possible to recognize opportunities, there’s just too many of them. How to position within that market
Competition is good and bad, but it’s always better to be a big fish in a little pond, the best way to reduce the size of your pond is to niche down as much as possible while still understanding a large enough TAM (total addressable market). How to give yourself the biggest chance of success
No wasted effort. Every idea, concept, must have a small goal attached to it.
It’s too expensive to try to be everything for everyone and when you take this approach you end up failing at doing any one thing well enough for people to switch.
Let’s build on this. LEVEL 2: We’re a helpdesk product for eCommerce companies. How to niche down
Pick an industry or trend that is on the rise - look towards a shift or something that relates to changes people are making in their daily routine.
In this case we picked eCommerce because it’s on track to hit over $7 Trillion worldwide this year and has steadily been increasing across all brands. So we have an industry with a large enough economic driver to let us start niching down. How to use this to target a market and recognize opportunity
We now buy things online that we never would have thought to do so even just a few years ago. Amazon is selling Tiny Homes now, seriously, if you can buy it, odds are you can do it online. There are massive opportunities to bring goods and services to people through convenient online shopping. And with that increase they will all need a help desk platform to provide the best experience for their customers.
Customers today don’t want to speak with people, they want answers quickly and easily. It’s all about reducing friction. How to position within that market
Narrow down within the market. eCommerce is a good starting point, there are different industries, subsets, and categories. Go narrower. Start thinking about where the friction exists in the industry and for what subsets. How to give yourself the biggest chance of success
In the beginning, it’s going to be an uphill battle, picking the right trending industry will give you the best chance of success. Something that is rising up to the right in popularity is way easier to sell into than a trend that is declining.
Know your competitive landscape.
Everyone has a competitor, whether direct, partial, or mildly related. Spend a lot of time on understanding this and knowing that your product is part of a very large landscape or landscape of potential competitors. Any one of the existing partial or mildly related competitors may be building something to more directly compete with you down the road. Practical advice
Most companies stop here and hope for the best.
Unfortunately, this isn’t a go to market plan or a sustainable business model.
There’s an important bit worth mentioning here as it will become a theme of this entire post.
Great products enhance workflows through features, the focus isn’t on the product but what the product enables people to do. Success in the software business is all about understanding existing workflows and simplifying the experience.
As you do this exercise to niche down ask yourself:
What does the current workflow look like?
What are they currently using?
How are they currently using it?
Where are the gaps? What are the best practices for creating workflows?
Always seek to understand how your product works in a workflow - what role it plays, how it best optimizes - this is the data play referred to in Part 1.
What are the things that matter most to people in the eCommerce space?
That’s a lot of questions with even more answers, when you peel everything back it becomes very clear that it’s not possible to answer all of them without going deeper.
Too many people to talk to, too many industries, too much everything.
Let’s take a different approach - how I got to Shopify in the next niche down. No successful new SaaS company today launches without an integration.
So let’s find an eCommerce platform to integrate with.
We have to look for a stable player that has an app store and is a market leader.
As a starting point, my goal is to be a help desk for ecommerce companies.
- I need a list of all eCommerce platforms
- I need to understand which help desks they already integrate with
- I need to understand what people like and don’t like about them
- I need to find out which platform is going to be the best fit for my product
There are lots of sources for this and even more articles, google and read.
If you’re looking for numbers though and data, use BuiltWith and run a search on the platforms after you have your list to figure out which is the most popular.
Ok so we have our list of eCommerce platforms, we’ve analyzed the data, made sure they tick all the boxes and we’ve run our reports and found that Shopify powers 1.2 million stores.
Let’s lock it in as our next step in niching down. LEVEL 3: We’re a helpdesk product for eCommerce companies using Shopify. How to niche down
It’s more than just market size. Going with a market leader is always a safe bet but it also provides the most competition. Sometimes going with a smaller platform that doesn’t get all the attention is a worthwhile research project. How to use this to target a market and recognize opportunity
There are two sides of the opportunity and this is something that I didn’t touch on in the original niching down. Shopify and BuiltWith categorize the types of stores that are on the platform, so you can niche down to a certain type of store, for example just cosmetics or just apparel.
The other side of the opportunity is putting together your list of companies currently operating in the ecosystem. How to position within that market
Smart people are really good at collecting data and interpreting it.
Let’s get some data.
How to give yourself the biggest chance of success
- Go to the shopify app store
- Type in “Support”
- Click paid on the left margin and click the “Support Category”
- Use something like Simple Scraper ( a great chrome plugin, no affiliation)
- Get your scrape on, this shows 87
- Time to get busy - categorize them
- Pick the ones most similar to your offerings
- Click on them, look at their reviews - all of them on shopify Scrape them
- Go to G2 and Capterra and look through all those reviews as well
- Put them all in a spreadsheet, read them all, highlight those that stand out
- Find the ones that are popular, others that have features people like etc.
- Document, and integrate the baseline features into a trello board on your product roadmap
- Take all the bad reviews and complaints - look for gaps that you can fill
So take a look above, we went from a bunch of questions to being able to do a ton of market research to do product research and understand the current market offerings and where we might be able to gain some ground and offer something people might be interested in and ARE PAYING FOR.
How do you stand out?
You need to have a workflow that is 10x better than a current competitor in the market with a strong roadmap that lays out how you intend on optimizing this workflow. Features are built to augment the workflow and simplify the work of your clients employees, less work, more data, better understanding.
Ok so we’ve narrowed it down to eCommerce and Shopify and we have a list of other products that are currently playing in the space. We’re now looking at workflow - let’s figure this bit out. LEVEL 4: We’re a helpdesk product for eCommerce companies using Shopify and Shipstation. How to niche down
Add another variable - it doesn’t have to be Shipstation, but it’s a good example as for eCommerce you’re likely shipping products places. By adding another variable, we’re shrinking our population to target. How to use this to target a market and recognize opportunity
The biggest problem for all companies these days is combining different one off services and getting them to play nicely together. Stand alone products usually outclass all in one products as stated above because the focus is better. This is generally always going to be where you can find a gap in the market as the integrating of products is an afterthought rather than something contemplated in the very beginning.
How do you decide on the technologies you want to work with? How to position within that market
Don’t guess. Understand the workflow of an eCommerce company and how it relates to support. For instance, most support tickets relate to order status, tracking, and returns. These all involve the store, transaction, the service desk, and the shipping carrier. Look for ways to streamline the experience for the service rep - for instance if refunds require approval, build a system that allows for all those tickets to be queued up with an easy interface for approvals or different color tagging to allow for them to be easily sorted by type.
By focusing on two technologies you can start by creating a better visual collaboration between tools to improve overall experience. How to give yourself the biggest chance of success
Stack the deck in your favor.
Focus on where you can drive early alignment between your product offering and the audiences of your now two products. When you reach out to both companies especially the smaller ones like a Shipstation, you can collect more information about who they are catering to, volumes etc.
Most companies have a partner program - look into connecting with the lead.
When the time is right you might even get a shoutout on their social or blog or you can decide to co-publish some research report together. Lots of options.
Let’s double down on what being niche allows us to do:
- Know our audience
- Research with purpose
- Personalize outreach with early feelers
- Better understand a realistic TAM (total addressable market)
- Understand overlap between products
- Early alignment with bigger names
This whole topic is about alignment, alignment with partners, customers, and your product.
We have a list of potential customers now, but we need to segment them down further. LEVEL 5: We’re a helpdesk product for eCommerce companies using Shopify and Shipstation that have less than 100 skus. How to niche down
Why less than 100 skus?
This means they are small enough to try a new product. It also means you can see what works and what doesn’t work on a potentially smaller store. When you’re managing a store with more than 100 skus, things get a little complicated, it’s an arbitrary number but changing internal processes and workflows when you get to that level means that your staff is coming from a place of having used a system before that could handle the volume and trying out something newer or unproven is a tall order.
This process can be applied to anything, if your product does better project management look for people that run less than 20 projects at a time or projects that are less than 6 months, whatever it may be. We’re starting small.
Always default to the path of least resistance. Work smarter, not harder. How to use this to target a market and recognize opportunity
I’m sure this could be automated, but in lieu of it being automated, you should start by manually figuring this out for yourself.
That list you have from BuiltWith that has urls, yeah we’re going to use that one.
Put the websites in the spreadsheet you downloaded, then create a new column and add “products” to the url - so you have the website in cell A, the word “products” in cell B then in blank cell C write “=CONCATENATE
(A:B)” congratulations now you have cell C that will take you straight to the product page to see how many skus they have.
Update this hack doesn’t work on all shopify websites like I had hoped and after some research it seems like this is a bit of a struggle point for others as well.
I’m sure someone could write a script to scrape this information.
Go find an intern or hire someone to do all the lookups for you or find someone to write a script to automate the results - remember always work smart.
Run this and you’ll come up with your go to target list. How to position within that market
The best helpdesk for stores on Shopify using shipstation with less than 100 skus - all of a sudden this starts to sound like something someone would almost search for. That’s the point.
We’re working our way down where it becomes a simple checklist if someone was searching for things.
Shopify - check
Shipstation - check
Built for smaller stores - check How to give yourself the biggest chance of success
Remember you’re not building a product for everyone yet, your goal is to dominate a niche. You can always expand from there.
So we’re about half way through and we have figured out our potential partners and now we’re working on narrowing down this customer list. Before we dive in and start reaching out we need to really understand who we’re targeting and we need to start small.
Let’s narrow this down even further. LEVEL 6: We’re a helpdesk product for eCommerce companies using Shopify and Shipstation that have less than 100 skus and do less than $10 million in annual revenue. How to niche down
Why the less than $10 million in annual revenue? The only reason I would say this in the beginning is that they won’t have as much traffic and ticket volume, they make for better early clients, you can learn a lot more from their use cases and improve the product without worrying about something going wrong and a larger client really getting mad and churning. You also usually have greater access to work with their staff to improve your product. How to use this to target a market and recognize opportunity
Unless you’re currently on the front lines, you need to find some early providers of feedback that are on the front lines. In essence, this is the starting point of a community and information play.
There aren’t a lot of data points available about companies in the early stages. People always have questions and there are limited resources in the early days, even across similar companies.
(Just look at reddit there are tons of repeat answers and questions.)
Someone answering tickets all day is the last person that wants to provide feedback, as much as they would like their job made easier, they don’t have the time. How to position within that market
“But I need a big logo to let people know that I’m real.” You don’t, not in the beginning. All you need is a few good customers that are open to lending you the feedback you need to get better. A lot of smaller brands do a good job of branding, play the long game, find brands that are growing and try to get in early - grow with them.
Logo hunting has its place but you need to find product market fit before you can really make that happen.
By now you have probably figured out that whenever possible you should automate things. The way you do this is through data collection.
Using logic, math, and a spreadsheet you can do enough to be dangerous.
Use a service to figure out what their unique traffic is, take a look at their products and assume that their cart value is around 2-4 products per order then take the conversion rates by industry - you can find these online they are openly listed.
Your sheet will look something like this:
Company, Traffic, Conversion Percentage, Order Value, Sales Percentage, Revenue
eCommerce blended average is 2.2% - go use a spreadsheet and some formulas and bam you now have the revenue numbers. We’re not looking for exacts here, but more generally a good estimate.
I’ve actually run these numbers, if the products are sold through other channels, Amazon, retail, etc, then a rough estimate would be around ~33% of the revenue will come from the ecommerce store.
Factor in a range based on the size of the brand and it’s channels this should give you a rough estimate of the revenue even if they don’t publish it. How to give yourself the biggest chance of success
Provide value - the most overhyped phrase but still true - the question then becomes, with something as subjective as “value” rather than just create, instead ask and create. This part is coming up, we’re almost ready to turn this on.
We’ve started to move from who are partners are to who are our potential customers. This is on purpose - my stance is that your first customers are really your partners and you should work on aligning yourself with those that are the best fit for your product.
You want your first clients to buy into your vision and invest the time to help shape it.
Ok on to the next - LEVEL 7: We’re a helpdesk product for eCommerce companies using Shopify and Shipstation that have less than 100 skus and do less than $10 million in annual revenue with support teams less than 5 people. How to niche down
So now we’re getting into the easier stuff - this is just a simple LinkedIn Search - small teams are usually before the real deep process point, they are also really good at providing feedback on tools that can actually help them out. How to use this to target a market and recognize opportunity
If you have less than 5 people on a team, it’s a small enough number to target the entire team - multi prong approach to product awareness.
For customer support they are often the least paid and they have the most stressful jobs - it’s an all around shitty position to be in, so if you can provide them joy, you’re going to make fans quick. Also, they aren’t usually sold into, they are rarely asked their opinion, etc. How to position within that market
Give them a voice. The same goes for any lower level positions as well by the way. When people are getting started in their careers they are looking to hear about the jobs people have even at the lower levels but the resources just aren’t there. Even for more senior roles, it’s hard to get a beat on what the current status is of their projects, people don’t like sharing - I still don’t know why.
We’re seeing communities around Sales popup SalesHacker, sales
, Bravado etc. We don’t see as many for other roles, there is a wide open space in this. I don’t see any places for people to better understand customer support/success which is THE ONLY INBOUND TOUCHPOINT WITH CUSTOMERS POST SALE. How to give yourself the biggest chance of success
This is part of the philosophy and psychology of understanding human dynamics. Find a persona that you can relate to immediately and build your product around fixing their problems, be obsessed with this.
They get paid nothing, but they’d like less tickets, how do you reduce that ticket count, how do you bring other parts of the business that they may need to have access to more prominently in your support system so they don’t have to have multiple windows open. How do you build something to maximize their efficiency?
Better yet, how do you tag someone in the CRM and flag it over to the sales system to see if they purchase more product as a result of a good interaction with support - this is how you turn a cost center into a revenue generator. This is a killer feature that I’m not aware of out of the box.
This could unlock a commission structure and reward system for what is arguably becoming a dealbreaker for most companies.
Which is a great segway to the next drill down - you should be starting to see how this all really blends together if done correctly. LEVEL 8: We’re a helpdesk product for eCommerce companies using Shopify and Shipstation that have less than 100 skus and do less than $10 million in annual revenue with support teams less than 5 people who are looking to automate their processes. How to niche down
They have to be looking to automate their process or improve their workflow. When people find a tech stack that works, oftentimes new technology doesn’t stick around very long, we’re all creatures of habit. How to use this to target a market and recognize opportunity
You’re only looking for people that are talking about processes or a company that has something related to the pride they take with their process - you can check out BuiltWith and see a list of products they have tried over the last 18 months.
When a company is testing a bunch of different products it means they are looking for a better process. This is your sweet spot. How to position within that market
You’ve seen me sprinkle “workflow” into this post. This is pretty much a preview of Part 3 and the importance of product design.
Your product must improve someone’s existing workflow. If it doesn’t it’s not a viable product.
There are two parts to this, does your product improve an existing workflow AND how easy can your product be inserted into that workflow?
Remember, this is their business and they need to make a transition as smoothly as possible with as little disruption as possible. This goes for any product you’re selling. Change is hard.
Understanding a company’s process really is everything.
If people aren’t looking to automate or improve their process, there’s a good chance you should change your approach immediately and work towards more of an education campaign and double down on what it would take to let people quickly switch over from an existing platform. Focus on reducing friction. How to give yourself the biggest chance of success
Looking for people that are interested, not those we need to educate early on.
Data migration and implementation is one of the main reasons people don’t want to switch or entertain new products. There is always a fear of lost productivity.
Everyone is looking to automate right now, but the price has to be right, and that includes not the subscription amount, but the training, the migration, the new workflows, the time to adopt, the willingness to adopt, etc.
During almost any transition, the company will be paying for two systems at the same time during that handoff. This is rough, not enough companies actually address this in a meaningful way.
The argument is that a pure SaaS play doesn’t exist or shouldn’t exist for an early stage company, there should always be a service and consulting component. Hold everyone’s hand, understand their problems and make them feel like you’re building a product just for them.
Ok we’re almost there - LEVEL 9: We’re a helpdesk product for eCommerce companies using Shopify and Shipstation that have less than 100 skus and do less than $10 million in annual revenue with support teams less than 5 people who are looking to automate their processes who are currently using Zendesk. How to niche down
Zendesk - great platform - but has its limits that only show up based on workflows. Zendesk will work great until you have a workflow that incorporates other tools - then it starts to struggle.
This is true of most large legacy platforms. As legacy platforms moved up market to Enterprise for revenue reasons, they usually forget about smaller teams. Instead relying on dev house partners to do customizations.
This is where industry experience really comes into play - knowing the goals of a company or team, their workflows, and where you can create a better solution for those with those workflows for things that the legacy platforms prefer to source out to their dev house partners. How to use this to target a market and recognize opportunity
Your calls can now go from generic to focused with questions that can hone in on workflows and gaps. For example, Zendesk’s UX/UI sucks for partner integrations, we’ve seen companies like Kustomer, Gorgias, and others become more popular because of a better UX/UI that supports the whole customer experience and journey. This is a fundamental switch in approach.
From one of our earlier research steps we found 87 companies that people were using for support with shopify, we have them in a spreadsheet, we then could take those and put all the competitors in builtwith to run some reports to understand market penetration (you can do this with number of reviews as well by the way if you’re lazy - don’t be lazy).
Download your list - populate your CRM - you now know what people are using, how long they’ve been using them.
Narrow down your list to the top 20 clients - yes only 20.
Even if you have 100 clients or a thousand clients at this point, this process works for every single Sales rep you have - and I’m going on a 95% chance none of them are doing this stuff. And if you tell me they are, I know from the amount of generic ass emails I get regularly spewed out to me they aren’t doing it well and I guarantee you money is being left on the table. (Topic for another day) How to position within that market
You know what software they are using, you know their tech stack, your goal is to figure out their workflow. If you don’t know, ask. You should understand the general business workflows for the industry - again industry knowledge is required.
Engage them with conversation and find out. Base your questions on conversations you’ve had with other people in the space and be a source of information about how other people are doing it.
The above is completely able to be put into a human measurable process, one based on quality over quantity, relationships over transactions, and geared towards long term growth.
Be about the things that other platforms are not. Focus on changing the narrative from cost center to revenue generator.
The helpdesk for Shopify and Shipstation customers looking to streamline their processes and free up their support teams to become revenue generators in an organic and measurable fashion. How to give yourself the biggest chance of success
It’s all about workflows, data, and automation.
Niche down, learn from the inside out, follow the trends and work on being able to tie back data to creating more revenue no matter what your product does and you’ll be able to start conversations with people actively looking to create more optimized workflows.
Focusing on a legacy product and small businesses usually allows you to find a sweet spot, they don’t find value in all the features because they won’t use them all. But they do want the more advanced features like automation and workflow help. These are usually cost prohibitive in the platform.
This is why you focus on workflow over features, you’ll never catch up with the big guys in terms of features, but there are always ways to compete on workflows, because everyone has their own independent goals around them. There aren’t standards, only best practices.
Side note - there are entire companies that are hired to implement systems like Zendesk and build integrations on top of it and it’s a market leader. The same goes for any market leader. LEVEL 10ish: You can add location to the end of our narrowing down. A company physically local to you (at least this was the case prior to COVID-19) can allow for an in person visit which has been massive in building trust with early clients. Makes it easier to have a conversation as well.
That’s it. Go through this process, substitute your values, keep drilling down and recognize opportunity along the way. When you do it correctly you’ll see massive improvements for your initial outreach.
Emails go from:
We’re a new helpdesk company.
We’re a new helpdesk company for customers that use Shopify and Shipstation. We help agile support teams that are looking to better automate their workflows. Our integrations also allows your support team’s interactions to be directly tied into future revenue generation.
I can tell you from experience I’m visiting the url for the second email even if I’m not looking to make a change. This is a good place to stop, we hit question 2 of 5 and we’re almost at the halfway point.
If you have more specific questions about this part just drop them in the comments and I'll respond to them.
Lemonade Launches Pet Health Insurance Program - SoFi Blog
submitted by ReadTheStatement to sofi [link] [comments]
Latest from the SoFi Blog
July 16, 2020 at 12:56PM
Easy Coverage for Dogs and Cats
) rolled out a pet health insurance program yesterday. Now, dog and cat owners in 33 US states will be able to buy coverage for their four-legged friends through the platform.
The company’s pet health insurance will start at $12 per month. Existing Lemonade customers will have the opportunity to bundle renters or homeowners insurance with pet health insurance to receive a 10% discount off their monthly fee. Leftover premiums from the program will be donated to charities focused on animals.
Lemonade Forges Ahead After Successful IPO
Lemonade went public about two weeks ago, with one of the most successful IPOs of 2020 so far. The company is known for its hassle-free user experience, and mainly caters to millennials and younger generations. 70% of its customers are under the age of 35.
Lemonade has approached the insurance industry the way Salesforce (CRM
) and CrowdStrike Holdings (CRWD
) approached the software industry—by adapting a legacy business to meet the needs of people in a fast-moving, tech-centric world.
Offering pet insurance is Lemonade’s most recent step in creating a customer-centric experience.
The Pet Insurance Industry Is Poised for Growth
The US pet insurance market is worth billions of dollars. As pet adoptions rise, and veterinary costs go up, Lemonade saw an opportunity for growth.
Shai Wininger, COO and Co-Founder of Lemonade explained
, ”As pet parents ourselves, we found the existing options to be lacking, so we built a product for cats and dogs from the ground up. This means an insurance policy that’s short and easy to understand, and a user experience created with the pet, and their parent, at its core.” Investors will be watching to see if Lemonade’s new offerings for users’ four-legged friends will continue to push its shares higher. Please understand that this information provided is general in nature and shouldn’t be construed as a recommendation or solicitation of any products offered by SoFi’s affiliates and subsidiaries. In addition, this information is by no means meant to provide investment or financial advice, nor is it intended to serve as the basis for any investment decision or recommendation to buy or sell any asset. Keep in mind that investing involves risk, and past performance of an asset never guarantees future results or returns. It’s important for investors to consider their specific financial needs, goals, and risk profile before making an investment decision.
The information and analysis provided through hyperlinks to third party websites, while believed to be accurate, cannot be guaranteed by SoFi. These links are provided for informational purposes and should not be viewed as an endorsement. No brands or products mentioned are affiliated with SoFi, nor do they endorse or sponsor this content.
Communication of SoFi Wealth LLC an SEC Registered Investment Advisor
SoFi isn’t recommending and is not affiliated with the brands or companies displayed. Brands displayed neither endorse or sponsor this article. Third party trademarks and service marks referenced are property of their respective owners.
SOSS071602The post Lemonade Launches Pet Health Insurance Program appeared first on SoFi.
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Does anyone have a way to aggregate reports from affiliate income companies?
I'm starting a side project (to get away from relying on amazon as much), and it will use over 50 different affiliate programs. How do you guys keep track? About 30 will use the big affiliate companies, so I can see reports from there, but the rest will not. submitted by madisonman2017 to juststart [link] [comments]
Even just the reports from the big companies, like Commission Junction, does anyone know of a way to aggregate reports across companies, like create a dashboard? Or import reports into a program like a CRM to see what the week was without going to every website every day?
FunFair Tokenomics 2020 - FunFair's FUN token and how it aligns incentives across 6 distinct groups of stakeholders to create a compelling gaming platform
submitted by dwrcrypto to FunfairTech [link] [comments]
FunFair has come a long way since I started following the team in 2017, recently adding a Japanese casino (the fourth casino now in the network), in-wallet purchase of FUN with credit/debit cards, the removal of the need for ETH to cover gas charges, browser and device-independent play, an easy to use wallet and a raft of new games.
Unlike many crypto projects where tokens were seen primarily as a fund-raising approach, the FUN token provides significant utility by coordinating the activities and incentives of the six stakeholder types within the FunFair ecosystem:
- FUN Token Holders
- Casino Players
- Affiliates and Referral Partners
- Licensed Operators and White Labels (Casinos)
- Game Developers
- Gaming Regulators
For me, the FUN token is THE perfect example of a project where the token has significant utility in aligning incentives across disparate stakeholders and is a poster child for effective tokenomics.
Here's my personal view on the value propositions and incentives for each of these groups:
FUN Token Holders
- An active FUN community with reddit, discord, telegram and twitter channels.
- Regular updates of the FunFair roadmap and release notes for all the new functionality
- A solid management team behind the project
- Great descriptions from the team on how all the pieces work together
- The FUN token is a standard ERC-20 token and is thus easily managed on a wide variety of Ethereum hardware and software wallets
- FUN is traded on major exchanges such as Binance (International), Uniswap, etc. and is thus quite liquid
- FUN is a non-inflationary token - there will only ever be 11 Billion FUN tokens and 4.45 Billion of those are held in cold storage and not expected to ever be used
- All of the 2.29B Founders tokens have long been unlocked, thus there is no ongoing selling pressure from those allocations
- As players play, a portion of the FUN tokens representing the house profits are ‘singed’ - that is, they are sent to an address that effectively takes them out of circulation. This is slightly different from the tokens being burned (irretrievably destroyed) but has a similar result in that they are no longer available for trade or purchase by anyone.
- Scarcity of FUN (and therefore it's presumed value) will also be driven by more and more Casinos coming online and needing to establish their own bankrolls
- FunFair has stated that they want to support FUN Staking - which would allow FUN token holders to lock their FUN tokens up in a smart contract and form part of a communal bankroll that could be used by new Casinos leveraging the FunFair platform. These token holders would then share in the house profits generated from that bankroll. There has not been any specific date given for rolling out this feature but the community is excited about it and the team has come up with a technical approach for implementing this.
- Great visibility as to the current statistics for the FunFair network, due to the excellent FunStats.xyz
- Each FunFair-powered Casino offers a broad selection of fun, engaging, high-quality games, playable on any device / any browser (including mobile) - no need for metamask, etc. - including Blackjack, Roulette, Baccarat, Cho Han, Dice, a wide array of slots, and many unique titles
- Available to over 4.5B players worldwide across 40+ countries under FunFair's Curacao gaming license - with more countries coming when additional gaming licenses granted
- A functionally equivalent (and still fun!) showcase site that gives ANY player worldwide access to all the games FunFair has in their portfolio, using TESTFUN instead of FUN. TESTFUN is freely given using an in-wallet faucet - so play as much as you like!
- Four casinos (currently) to choose from: CasinoFair.com, CryptoCasino.com, KingTiger.io and the newly launched Japanese language jp.CasinoFair.com
- Newbie-friendly approach to crypto provides an integrated browser-independent wallet that includes easy backup/restore and familiar username/password style access
- Easy purchase of FUN tokens right from within the wallet using credit / debit cards and crypto-to-crypto conversion
- Rapid KYC means that you can get approved once, typically within 60 seconds or less, and then play on any FunFair powered Casino
- Signup promotions and welcome packages give you some instant free FUN to play with
- No need to wait for deposits to be available - all funds are instantly playable
- No need to request withdrawals - you retain full control of your funds at all time - the Casino never has control of them
- No need for separate ETH - Each Casino pays for all Ethereum Gas charges - all seamlessly
- House funds to cover even the largest wins are always held in the smart contract during play - no need to worry that the house won't pay out when you win big
- Automated dispute resolution means that when issues arise they are dealt with in a timely, objective and automated manner
- The games are provably fair and ’cheat-proof’, secured by the blockchain - which means that players don’t need to worry whether the implementation of each game is legit - everything is recorded and verifiable on the blockchain - and is driven by provably fair (random) random number generation.
- FunFair’s innovative ‘FateChannels’ (their version of the State Channel concept) means that games have all of the advantages of provably fair blockchain-based gaming, but have the performance and quick play of modern games (thus the ‘Fun’ in ‘FunFair’)
- Allows consistent implementation of Responsible Gaming policies network wide - take a break whenever you need to
Affiliate and Referral Partners
- Easy signup process that is available to any person, anywhere - even if you do not reside in a jurisdiction currently approved for gaming
- Get paid on ALL wagers made by players you refer - for the lifetime of each player recruited
- Fees are paid to you whether the players win or lose - based on the statistical house edge
- Provably fair - all affiliate and referral payments are recorded on the blockchain and fully verifiable
- Instantaneous payouts in real-time - no need to worry about waiting for monthly payouts or anyone else being in control
Licensed Operators and White Labels (Casinos)
- Easy white label approach lets you leverage FunFair’s existing gaming license(s) - get up and running quickly
- FunFair has now received an Isle of Man Token-Based Software Supplier license - making it easy to adopt the platform for IoM license holders
- Ability to run under your own gaming license if preferred
- No need for expensive gaming servers
- All the KYC/AML is performed by the platform - no need to hire expensive compliance staff
- Broad selection of high-quality games with quick play that drives engagement
- No need to worry about chargebacks, payment processors dropping you without notice or other payment / financial risks
- Built-in credit / debit card support, along with crypto-to-crypto conversion makes it easy for players to bring funds into their wallet without each individual operator needing to set up their own payment gateways or exchanges
- Your bankroll is protected from hackers by being secured within a fully audited smart contract
- Automated dispute resolution means that when issues arise they are dealt with in a timely, objective and automated manner
- CRM marketing support from FunFair to help you stay engaged with your audience, drive promotions, etc.
- Affiliate and referral networks lets you harness your community and existing affiliates to drive traffic
- New FF-powered Casinos can market to a base of previously KYC'd players
- Localization support allows you to create a local language casino for any geography
- FUN staking in the future will allow you to establish a Casino with little upfront investment, leveraging a communal bankroll - take as little or as much risk as you wish and share in the profits accordingly
- Fully published API and documentation (timing tbd)
- Easy approval process (timing tbd)
- Sample code for standard categories (slot machines, etc.) (timing tbd)
- Great support for interested 3rd party developers
- Current 3rd party developers include Big Wave Gaming with the popular titles Cho Han and Five Fruits
- Set your own revenue share approach - you decide how much you should keep
- Games made available to all FunFair-powered Casinos (individual Casinos can opt in/out to specific games)
- Provably fair payouts - recorded and fully verifiable on the blockchain in realtime
- FunFair allows straightforward verification that the games used by a given operator are provably fair
- Provides an automated dispute resolution mechanism
- Facilitates verifying appropriate KYC / AML laws, including age, identity verification, source of funds, etc. are being consistently enforced for each jurisdiction
- Allows consistent implementation of Responsible Gaming / Vulnerable Player policies network wide
- The non-custodial nature of FunFair means Operators cannot abscond with player funds or delay withdrawals, a common source of player complaints
As you can see, the value to each stakeholder is considerable - especially when compared to the current legacy technology - which is why I'm bullish that FunFair will be successful in achieving its mission of truly reinventing this industry.
What do you think? Do you see other value props? Let me know and I'll add them to the list!
[Hiring] Marketing Manager - Hive Brands · New York, NY
About Us submitted by derApfel44 to NYCjobs [link] [comments]
We believe in a future where products are crafted, quality comes first, and real people make the things we use instead of giant factories. We also believe that today’s challenges need to be solved by people and companies, rather than relying on the government.
Hive is building the first online marketplace that makes it easy to buy what you believe in. We curate brands who craft excellent products (delicious foods, household goods that really do the job) while improving the world around us. We practice carbon neutral shipping that is fast and free. And we make our impact visible to shoppers while ensuring our partners uphold their high standards. Our mission is to build a company that not only earns financial profits, but also improves people’s lives and the planet.
We are self-funded, with a seasoned leadership team that has built businesses such as Freshpet, Jet.com, BarkBox, and Casper. This is an opportunity to join an exciting, high potential venture pre-Series A.
Learn more at www.hivebrands.com
. Marketing Manager
As Hive’s marketing manager, you’ll help bring the Hive Brand to life while ensuring that we build our customer base efficiently and effectively. You will lead the strategy and execution of many consumer-touchpoints including email, influencer, and affiliate marketing. You will work closely with the product team to suggest website testing and optimizations, and implement marketing campaigns including promotions on the Hive site. You’ll work with the CMO, our creative director, and our head of copywriting on creative and content. You will oversee our paid media agency, and collaborate with other agency partners as needed. And you’ll help tie together the broader story of marketing performance on the business as a whole through data. Responsibilities
At Hive, you will:
Learn more about this role and apply here
- Lead growth marketing strategy & execution, including:
- Affiliate marketing
- Influencer programs
- Referral and loyalty programs
- Oversee paid media agency and suggest new test strategies, creative ideas, and optimizations based on performance, with a goal of driving down CAC
- Work closely with product team to make recommendations for site optimizations based on performance, including A/B testing and landing page tests
- Lead quarterly brand campaign development and execution across owned channels, including development of brief, KPI projections and measurement/post-campaign wrap-ups
- Own development of the Hive community, including customer outreach on social and email and development of the community product on Hivebrands.com
- Lead eCRM strategy, including drip email campaigns, a/b testing, and weekly e-newsletter strategy
- Liaise with copywriting lead on development of content for social, email, and editorial
- Provide monthly reporting on all owned Hive activities and help tie to broader sales data and story
- Help execute partner marketing support on Hivebrands.com, social, and email
- Work with the CMO on brand strategy and creative
Want to know how to get leads and sales faster with content marketing? Here are the 7 content types I've found most effective to get leads and sales.
submitted by jdquey to SaaS [link] [comments]
Are you struggling to get traffic that just isn’t converting like you think it should?
You feel like your business is not growing. And no matter how hard you try, you aren’t able to meet your revenue goals.
We have all been in this situation at one point in time in our businesses. It’s only when we take a step back and try to figure out what is wrong with our content strategy
, that we will be able to fix it.
What can the right content strategy do for your business?
With the right content strategy, I helped a startup:
- double their annual revenue (+127%),
- triple their monthly site traffic (+241%), and
- quadruple their organic traffic (+331%).
All in six months! And as an early-stage startup, they didn’t have a massive brand or resources for them to leverage either.
I own a product marketing agency, Growth Ramp
, that is on a mission to help 1,000 entrepreneurs to obtain their first 1,000 customers.
Switching to serving early-stage startups has tuned my mind to what will get more customers faster.
In this article, I will help you understand six types of content that will help you attract leads
and turn them into valuable customers.
Are you ready?
Then let’s begin by unpacking the five stages of customer awareness.
The 5 Stages of Customer Awareness
Before looking at what content drives sales, you need to understand the principles which make this work.
In the 1960s, copywriting executive Eugene Schwartz identified the five stages of customer awareness in his book, "Breakthrough Advertising
." These are:
- Most aware
Let me briefly touch on each:
- Most Aware Customers:
Your customer knows your product and recognizes his need for it. He is almost ready to buy from you.
It is now up to you to give him reasons why he should buy from you today, such as time-limited offers and displaying glowing customer testimonials.
- Product-Aware Customers:
Your customer is aware that your product exists but isn’t sure whether it is right for him or how your product is better than your competition’s.
- Solution-Aware Customers:
Your customer is well aware of his challenges and knows the solution he needs. However, he may not be aware of your product and how it can solve his problem.
- Problem-Aware Customers:
Your customer recognizes her challenges but does not know the solution. This customer also needs to learn more about how they can identify potential issues they are facing and what options they have as a solution.
- Unaware Customers:
Your customer has problems but is not aware of them. Think of this customer as someone who is suffering from a disease but hasn’t received a diagnosis yet from a doctor.
By understanding the five stages of customer awareness, you can apply them to every element of your marketing strategy.
For example, you can also apply these principles to social media content
. With more than 2.77 billion
people using social media, there are many opportunities to connect with customers further down the funnel. Image Image Source
Another way to do this is by educating your customers with different types of content.
Here’s Adam from Loganix
sharing his take:
"Content marketing isn't as simple as writing content. It's about optimizing content for each stage of customer awareness with a strategic content plan. Doing so allows you to create content optimized for search intent and your customers.
Let’s take a look at these types of content and how they can help bring customers to you.
7 Types of Lead-Generating Content
1. Teardown/analysis content
Teardown/analysis content helps solution-aware customers. Since these people are reviewing solutions, they want to see your thought process in detail.
Teardown pieces of content are highly specific, detailed accounts of how your company solves a customer’s problems. It gives potential customers insight into your company’s thinking process and shows them your strategies on a high level.
Here are two excellent examples of teardown content:
- Improving Close CRM's Growth Strategy by $345,240/Year
- Improving CartHook's Growth Strategy by $217,500/year
2. Comparison content
Comparison content targets the second category of people, product-aware customers.
Create content by comparing your product to a competitor’s product. This sort of comparative advertising will give you a chance to showcase your product against a competitor.
Typically comparison content targets keywords like:
- [Competitor] Alternative. Example: MailChimp Alternative.
- [Competitor 1] vs [Competitor 2]. Example: MailChimp vs. Mailerlite.
Here are some examples of comparative content in action:
First we have Intercom vs. Drift for Live Chat
You see, the content starts by highlighting the audience (fast-growing companies) with the benefit they want (drive revenue). Image Image Source
Further down the page, Intercom shares different numbers to prove they’re the best choice at driving revenue.
Second, here’s a comparison page of sites like Upwork
which curates review articles (which I’ll share more in a moment). This is a simple page to get more organic traffic, which you can redirect to other money pages. Image
Third, let’s look at LastPass vs. 1Password
As you can see, each feature has a clear winner between the two. These feature comparisons can help the reader decide which tool to use in the event they prefer certain features. Image
Readers who may be indifferent to a specific feature may want to get to the punchline. So at the end of the post, there is an overall winner. Image Images Source
3. Review content
If you’re like me, you’ll at least look at Amazon’s reviews before buying their product. But what if your product isn’t on Amazon? (Or if it is, is there a way you can maximize the value for people looking for more reviews?).
The answer is to review content.
Review content targets solution-aware customers. When you create content reviewing a particular product or application, you can tell people why it is the best of its kind in the market.
Use keywords such as this in your content title: “[Competitor] Review. Example: Mailchimp Review.”
Here is an example of review content: Toptal Review: Is Toptal Worth It for Hiring? Image
Review content is an excellent play if you have an affiliate program. All the product marketer needs to do is reach out to bloggers and see if they would like to write a review.
Need some more inspiration? Check out these review examples:
- Is Magento Right For Your Business? Magento Features, Pricing, Security and More (Compared To BigCommerce)
- 7 Best eBook Subscriptions To Keep You Reading in 2020
- 27+ Best Web Hosting Of 2020 (Biggest Guide + Pricing)
- Grammarly Review: Best or Overhyped?
4. Case study content
Case studies show how your product helped a customer overcome a specific challenge or receive a certain outcome. As a result, this type of content can target both product-aware and solution-aware customers.
Case study content:
There is a way to get leads even if you don’t have a case study yet.
- Helps product-aware customers compare your results with the competitor.
- Helps solution-aware customers understand how you work and how you can solve their problem.
I’ll share how to do that in the next section.
Case studies should show the results your customers desire and how you can obtain those results for them. You can even set up email sequences for existing leads by showing them case study content related to their needs.
Here are some examples of case studies in action:
Image Image Source
- Decibite case study. Typically, businesses want one of three outcomes: traffic, leads, or sales. With Decibite, I stated I was able to generate 127% more annualized revenue. Additionally, I overcame a common objection clients have, “How long will it take for us to get results?” Mentioning it took six months gives potential clients a clear understanding of the value they’ll get from my services. \
Image Image Source
- Hotjar case study. Big brands are mentioned countless times online by many publications. The problem? These mentions often are unlinked, providing zero referral traffic that generates leads and sales. In this case study, uSERP built a custom outreach plan, detailed the process, and generated a 25% conversion rate on placing a referral traffic driving link.
Both of these case studies show the process and the outcome.
You can also create a page dedicated to a short case study. This allows someone to quickly digest the results you deliver.
By linking to the full case study, this helps customers understand your process step-by-step. Here are a couple examples to consider:
- Growth Ramp Clients and Results Page
- Powered by Search Clients and Results Page
You can also do in-depth studies of your subjects.
, a company comprised of sleep experts in the field of wellness, for example. This page is a content hub for their original data and studies, and is both informative as well as visually appealing to customers: Image Image Source
This content is both informative and helps to promote their own merchandise. Whether it’s a marketing case study or a sleep case study, original data, research, and information helps customers trust your brand as a leader in your space.
5. “Case study content” even if you have no case studies
You just saw how case studies can generate revenue. But what if you haven’t worked with any clients yet?
In that case, you can interview influencers on outcomes that your customers want.
My agency’s mission is to help 1,000 entrepreneurs get their first 1,000 customers. Getting 1,000 customers takes time. Before I could show how to get these results, I interviewed other founders to find out how they got their first 1,000 customers.
You may think, “Since I did not get these results, why would this content generate leads?”
- How Hiten Shah Got 1,000 Customers (Crazy Egg, KISSmetrics, & FYI)
- Steli Efti's Path to Close CRM's 1,000 True Fans
- Spencer Fry's Path to Podia's 1,000 True Fans
There are two reasons this works:
- You are associating your brand with the outcome. Yes, you did not get the result. But by interviewing others, people will rightly assume you will understand this process better.
- You can add your thought leadership to the content. After each interview, I shared my own perspective of what someone did. As a result, this became similar to the teardown and analysis content I shared earlier.
6. ‘Best of’ listicles
Many marketers I talk to hate these types of articles. However, it is important to remember that your goal is to serve the customer, not your personal preferences.
To create a ‘Best of’ listicle post, you must create a list of your competitors and review each one briefly. You can put your product or company first on the list, but remember to be honest in your reviews.
Here are a few examples: 10 Best Content Marketing Online Courses in the World
- In this article, Tomas reviews 10 different content marketing courses. If he had a content marketing course, this would be a great article type to sell it. Best Podcast Microphones 
- In this post by Buzzsprout, they compare some of the top microphones for podcasting. Because it relates directly to their niche of podcast hosting and products, it’s a no-brainer to provide this information to customers. If Buzzsprout sold microphones, they could also include their product in the list. Image Image Source
The post is quite extensive and reviews different microphones with their pros and cons, images, and prices.
It serves as a guide to customers who can then make an informed decision and choose your product.
7. Answering common customer questions and problems. 59% of Americans
live paycheck to paycheck. People are most likely looking for ways to earn additional income to support themselves. SwagBucks
’ homepage contains a ton of information on how people can earn money working online. It also has prominent CTA (Call-to-action) buttons displayed that act as lead magnets/ opt-ins. Image Image Source
Customers are in one of five stages of awareness of your products and solutions. It is up to you as a business to reach out, educate them about the issues they are facing, and show them why your solution is the best option available to them.
Comparison articles, review content, case studies, teardown articles, and listicles are some of the best types of content that will help you drive sales.
Creating different types of content generates leads and boosts sales. Both of these help you increase revenue and develop a strong relationship with your customers.
If you’d like more product marketing advice like this, check out this 14-day email series on product marketing
. I think you’ll find it valuable because you’ll learn the principles I use at Growth Ramp to grow a startup’s revenue by +127% in six months.
17 Benefits of Marketing Automation
This is an excerpt of a blog post I wrote. Feel free to check it out at nordiccopy.com submitted by GeorgeBest1234 to marketing [link] [comments]
Quick note: I know some of you have years of experience of specific marketing automation tools, and might disagree with my points. In a way, I feel a bit like some small-town chef instructing Gordon Ramsey how to boil an egg.
Anyways, curious to hear your thoughts!
Here's the post:
Benefit #1: Optimized processes
Marketing automation tools are great at optimizing your digital processes, and improving the actual steps necessary to gather, organize, and administer data.
Benefit #2: More time for planning & creating
As such, a lot of the repetitive, menial tasks can be automated, leading to a lesser need for workers in that area.
For employees reading this and getting worried about their job, you should see this as great news. With marketing automation, a big chunk of the important but mind-numbing work is left to the computer, leaving you with more time to come up with solutions and ideas for the business, things that computers cannot do and are objectively more important than the execution of day-to-day tasks.
Benefit #3: Increased average deal size & more upsells
Upsells are prime examples of marketing automation tools in action. Say you’re ordering food online through your preferred app of choice, and have just selected the main meal. Now, the app asks you if you’d like a specific type of fries with that meal?
“Yeah I like those fries, let’s add them”
It’s not a coincidence that the app just happened to suggest the type of fries you like the most (and that you’ve ordered the most).
This also works in a B2B context, simply because the data on the lead is better and more thorough. When you truly understand and know (not believe) what the client wants, tailoring your offer to them becomes so much easier. And the reward will be noticeably higher.
Benefit #4: Better data for marketing
Data-driven marketing is something every marketer has heard about by now. Most people also seem to agree that data is better than gut instinct. 91% of marketing leaders and 100% of chief marketing officers think that in order to be successful, brands need to make data-driven marketing decisions.
In other words, there’s no excuse anymore for not seeking out better data. Chances are your competition is already doing it.
Benefit #5: Automates the repetitive stuff
This might be the key benefit that is the easiest to both recognize and measure. Depending on your niche and situation, this can help you immensely, if nothing else, to increase the time available for more interesting and important tasks.
Automating the data gathering process is a benefit that doesn’t really need explaining. Less time churning the butter, more time selling it.
Benefit #6: Delayed opt-ins!
One thing that many online sites get wrong, is that they bombard the visitor with their opt-in windows way too early. Maybe the visitor is just browsing, and scanning for some specific information.
The worst thing you can do at that point, is interrupt them with something completely irrelevant to them – at that point.
Put yourself in their shoes. They just googled a “how to/why/what is” question, and are actively filtering out the noise from the one paragraph they have any interest in. Suddenly an opt-in/ad pops up, which they instinctively close. After all, they want to know the answer to their specific question, and there’s no way the answer to that will lie behind some newsletter opt-in.
Instead, use marketing automation tools to firstly, tag the visitor. Next, set up triggers that enable the showing of opt-ins only after the third visit.
After you’ve already created trust and rapport with them. Show your CTA’s too early, and nobody’s going to convert.
Benefit #7: Multi-channel targeting
The tagging feature used in virtually any and every marketing automation tool is one of the biggest benefits for marketing and sales teams. It enables targeting across different channels to help prospects choose better in their buying journey.
How does multi-channel targeting actually work?
The technical explanation of this seems to be held in secrecy by the firms offering the tools.
Here’s the dumbed down answer:
Multi-channel targeting starts from an anonymous visitor accessing the site. Here, the marketing automation tool firstly attempts to identify the visitor based on their IP (~ their own digital footprint, that is unique to their internet connection).
Next, the tool adds a specific tag to this IP. When the same IP revisits the site or goes on a site/platform the business has for instance ads on, the communication to this IP is determined by the data the marketing automation tool has given.
Benefit #8: Ongoing A/B & Multivariate testing
Optimization is the name of the game in online marketing. Data doesn’t lie (though it can be interpreted wrong), and optimizing your sites and campaigns with A/B or multivariate testing is something that just makes sense.
Instead of asking ourselves why we would do this, how about:
Why would you not do it?
This type of testing is the best data-based decision making you can make. And the cool thing is the optimization never stops. Over time, with more and better data, you’ll improve your metrics and the customer experience as well (which at the end of the day is all that matters).
Benefit #9: More targeted messages
Speaking of customer experience, that is exactly what this benefit is about. You get to target and modify your message to the customer, and the customer gets a message that they more often than not are interested in.
That is the whole point of marketing automation, to ensure that the message sent is as targeted and of the highest value to the customer as possible. The more targeted a message is, the more likely it is that the customer will buy, download, sign up, or refer the service to a friend.
Benefit #10: Find most loyal customers, reward with loyalty program
With the data received, it is easier to pin-point what customers are the most loyal, and thus the most receptible for eventual loyalty or referral programs.
The win-win in this situation is that you get the customer to associate more with your brand (and potentially get some financial reward in the form of discounts or just a direct sum), and you have a third party not directly affiliated with your product doing the selling for you.
Loyalty programs are great in the sense that they make your customer really buy in to the whole brand, the culture, the philosophy. Think about the early adopters of Tesla, iPhone, or GoPro users. They are so embedded into the brand that they do the marketing for you. Cultivating and harnessing this behavior in your customers will be easier with marketing automation tools.
Benefit #11: Quantified lead scoring
With the help of marketing automation, you’ll be able to score your leads based on a variety of factors.
So in essence, you’ll be able to pick out the low-hanging fruit from your prospect tree. In this context, it’s easy to apply the Pareto “80-20” principle to the leads.
This ties in to the benefits already listed in this article, namely the ones about productivity and effectiveness. Instead of wasting time on leads that – according to the data – are not likely to convert, spend time cultivating and nurturing the leads that score better.
Benefit #12: CRM integrations
One main feature in most automation tools is the ability to – with the help of tagging – integrate with your CRM (Customer Relationship Management) systems.
“Why would I want that?”
You’d want that because that integration would continually increase the data you have, also on existing older leads. Better data, better leads.
Benefit #13: Know when to call
For salespeople, this benefit is huge.
Similar to tracking pixels in e-mails, marketing automation tools facilitate tracking of visitors as well. This was mentioned in a previous benefit.
If you’re in sales, this means that you’ll know when a prospect has visited your site or page. By calling within a specific timeframe from that, you’ll know that your solution is fresh in their minds, and they’re most likely in a spot where they need your guidance the most.
Benefit #14: Reduced lead conversion times
This benefit ties in to the previous one.
By knowing more about the prospect, you also know more about their objections and hesitance towards your product. By calling at the best moments, the time period between them thinking about something and basically waiting for you to call, and you actually calling, is shortened.
As an example, have you ever been shopping for some certain item that you don’t really know much about (phones, digital watches, headphones, marketing automation tools…)?
And have you ever been wondering around the shop trying to find a salesman that could help you out?
This is the exact situation your customers are in, but online.
Benefit #15: Automatic lead follow up
It is of course also possible – instead of calling – to send e-mails or messages on social media. This can all be automated and tracked with the help of marketing automation tools.
Which in turn will lead to fewer pauses in the buying process, and faster lead conversion times.
Listen to a specific event happening, set up what you want to happen as a result, and you’ll have yourself an automated follow-up.
Benefit #16: Fewer cold calls
While cold calls are great for virtually any business, no one can argue that inbounds or warm leads are better.
With the help of marketing automation software you’ll notice your list of warm leads increasing.
As such, you’ll know that they’re interested in the solution/product, and all that’s left is to discuss any potential questions or issues they might be having.
Benefit #17: Basket abandonment campaigns
This benefit is great!
Have you ever noticed yourself adding a few items to your shopping cart, and then holding off on actually buying for some reason or another? You’re not the only one. According to baymard.com, almost 70 % of online shopping carts are abandoned.
If you were logged in with your e-mail at that time, you’ll notice how, in a day or two, a discounted offer has landed in your inbox.
This is a marketing tactic that most online stores use nowadays, with some impressive results.
After all, there is little to lose, and with more than 2/3rds of all your visitors abandoning your cart, you have a great opportunity to put your copywriting skills to use in a targeted and automated e-mail campaign.
Salesforce Education Cloud: Your Top Cloud Learning Experience
submitted by Amer_W to salesforce [link] [comments]
Salesforce has proven to be the ultimate CRM solution
for running a successful business operation. But Salesforce strives to be more than just a customer service platform for organizations. With a goal to introduce cloud CRM services in the education sector, Salesforce developed the Education Cloud and marked the beginning of a new era in CRM for higher education
The groundwork for the Salesforce Education Cloud was first laid down in 2016 with the launch of HEDA. With it, users began to notice the ways in which the platform had come to manage their most pressing challenges across campus. Since then, innovation has continued and in 2018, Salesforce.org launched the Education Cloud.
The cloud comes with several features that make it the number one CRM for higher education. Anticipating the needs of the organization, as well as its students and alumni, the Education Cloud eases the process of managing an educational institution.
So what features make Salesforce Education Cloud the go-to choice for higher education CRMs? Let’s explore!
Easy Recruitment And Admission
The cloud makes it easy for institutions to get in touch with serious, prospective students. Students, in their research for the best-suited university, could come in direct contact with the educational institution of their choice. Institutions can attract students by targetted campaigns and building brand awareness.
Using the data of various applicants, institutions can make a database in a single system, where details of each applicant are visible. This allows you to keep a full 360-degree view of all your prospective students. The CRM could also be used as a means of personalized and direct correspondence between the prospective students and the institution.
Other key features include the ability to recruit while on the go, with the mobile app, as well as the use of Einstein AI to determine which students can be targetted as prospects.
Student Experience Made Convenient
The student experience is made better by the help that is readily available to students with regard to their educational decisions. The CRM enables institutions to address specific concerns, provide seamless service, and thereby improve student success. The institutions can also communicate with the students based on their preferred mode of communication.
On top of that, the Salesforce Advisors Link, as discussed later, gives a real-time insight and advice on issues that concern each student. Lastly, the organization can enable access to the best and most lucrative internship or career opportunities by managing career fairs, posting job openings frequently, and keeping in touch with the alumni network.
Keeping In Touch With Alumni
Salesforce Education Cloud allows institutions to build lasting relationships with their alumni. By keeping in touch with the alumni and informing them about donations or fund-raising campaigns, the institutions can hope to build a powerful network of alumni. The CRM is well equipped to handle campaigns, projections as well as recommendations. The platform also allows for a detailed catalog of information to be stored with respect to each alumnus, donor, or volunteer. This results in the convenient handling of all personnel.
The cloud also enables institutions to streamline operations like gift entry. Using the Gift Entry Manager, the organization does not have to manually keep track of the alumni contributions. The platform can also be used to easily maintain user-friendly webpages with multiple payment options. On top of all that, the transactions can be easily kept track of and populated in the institution’s accounting software.
Well Equipped Data Architecture
The very foundation of the Salesforce Education Cloud is the data architecture called Education Data Architecture (EDA). EDA enables the use of industry-standard objects on the platform to be used to model student relationships, course affiliations, and co-curriculars. EDA can also be tailored according to the requirements of the institution. This tailoring is made easy by removing the need to code for it, rather a simple drag-and-drop functionality can create custom fields, modules, or objects.
EDA updates in the form of incremental, bi-weekly releases. This is useful since users do not have to make room for major updates every few months that would upend the entire system. EDA can also be customized according to the specific needs of the user via the Salesforce App Exchange. Finally, EDA is supplemented with a helpful, diverse community in the form of the Trailblazers community where users can collaborate and share ideas and questions.
Innovative Advisory Services
One of the most useful aspects of using the Salesforce Education Cloud is the Salesforce Advisor Link (SAL) solution. Students are able to seek guidance on their academic or career-related queries and learn what to look out for. Appointments can be made with the advisors using the mobile application. These appointments can easily integrate with the calendar of the advisor. Additionally, the platform provides online office management software that registers and manages walk-in and check-in appointments.
Another unique feature of SAL is the online degree planning tool. Both students and advisors collectively collaborate on building a roadmap for the students to follow. It also enables advisors to evaluate data of each student and determine if any student is at risk. Advising notes also enable advisors to keep up to date on the latest with their students and eliminates the need to maintain cumbersome spreadsheets.
Strategic Digital Marketing
The Salesforce Education cloud allows users to leverage the platform to market their services accordingly. With the education cloud, the right student can get connected to the right department and pursue the right program. The platform also enables consistency in design and in methods of contact when it comes to interactions between students and departments. Alumni can also use the platform to market their own campaigns by making use of the well-equipped platform.
The best performing students in certain departments could be recruited by relevant companies via the Salesforce Education Cloud. Students can also connect with the rest of the campus and market their own activities, such as sports events or galas.
Our Two Bits!
The Salesforce Education Cloud is an innovative means of streamlining management in educational circles. The platform is not only beneficial to the institutions using it, but is also helpful to students as well as alumni. Coupled with the useful data architecture and advisory link, the education cloud places itself well above any other educational CRM platform.
Rolustech offers its Salesforce Customization
and Support services to further tailor your education cloud according to meet your needs. From customized App Exchange requirements to consultancy, Rolustech is the one-stop-shop to address all your Salesforce Education Cloud requirements.
Webinar Wednesday Master List 1 Ep 1-40
submitted by ketojammin to brilliantdirectories [link] [comments]
$100k/Month Helping Companies Outsource Admin, Design and Development
submitted by WideHold to Entrepreneur [link] [comments]
I had tried many different business ventures before, but they didn’t work. I was a single mum when I first decided to become an entrepreneur. I needed some flexibility in my work arrangements, so I decided to start working online, to start my own business.
My first introduction into outsourcing was when I was project managing for different companies. I realised that it took a lot of time and effort to be liaising between contract staff and my clients. I then decided to change the business model, and become a recruitment agency instead, where I connect virtual employees, mainly from the Philippines to clients. Instead of project managing, I would instead fill the role of recruitment.
I first started working with a number of contract staff from the Philippines, and the experience was really positive. They were hardworking, dedicated and well-skilled. Some of the contract staff that I started out working are still working with me today.
I have always been the best recruiter - l know how to find the best people for the job, what the best fit is, how to connect with people, and that helps when it comes to recruiting on a larger scale. Who is your target demographic?
We work best with small to medium-sized established companies who are looking to grow their team. They are looking for someone who will stay with them on a long-term basis, and not just casual or once off. Marketing companies, IT companies, e-commerce companies are just some of the industries that our clients are from.
I have a strong marketing team and we are engaged in many different platforms - from LinkedIn, to email marketing, to YouTube, Instagram and Facebook. Clients are attracted to us when they share the same purpose and mission as us - a desire to grow their business, while at the same time, having a positive social impact on the wider community. We are a company with a social purpose - that is my guiding mission. Clients see the community projects that we undertake, they identify with us, and they enjoy working with us. How did you fund the business initially?
I grew the business in a lean way. The business funded itself. The business model is always a positive cashflow.
Tips to finding your employee is to recruit not just for technical skills but mainly look for the soft skills/personalities. Someone reliable, honest and a fast learner. Commit to hiring them, training them, even when times are tough and cashflow is low, never look at getting rid of your staff. You need them to grow.
The service we sell is Virtual assistants for marketing and administrative support. From web development, email marketing, social media to CRM management, customer service etc. Have you run any companies in the past?
Yes, I had a nail polish business. It was my first taste of business and I quickly learnt to outsource work to grow my own business.
I wanted to start my own business because I wanted time and financial freedom. I wanted to be able to look after myself, my son, and my family. And I wanted to be in a position where I am able to change the world. If you are on a salaried job, your ability to help others is limited. But I want to dream big, aim high, and then be in a position where I can do so much more and help so many others.
My family - being traditional Vietnamese - were very sceptical at first. But, they have since come around and they respect me for all that I have achieved. My friends have given me their utmost support! What motivates you when things go wrong?
I’m naturally a very positive person. And I’m confident of myself and my team. Things might go wrong, but it depends on your perspective. To me it’s either you succeed or you learn. You win either way. My end goal is to create millions of home based job opportunities for people around the world, helping them achieve time and financial freedom.
My advice for someone starting out is make sure you focus on doing what you love, not just chasing the money. To combine your passion with solving a problem for the world. Find the problem out there and solve it, rather than just starting a business because you came up with a cool idea. Make your business model a recurring model. When things get tough remind yourself of your big dreams and goals. Sacrifice a few years of hard work for a lifetime of freedom.
We are growing year by year, I’m grateful for our progress. What is stopping my business from being 3x the size is just time. I have the strategies and team. We have projects we want to implement which just takes time. There is a great quote I love, “there is no elevator to success, you have to take the stairs”.
I’m proud of the culture we have built at Outsourcing Angel. Proud that we help at least 300 people each month through our charity initiatives. What are the top apps your business could not run without?
We’re an online company, so that list can be endless!
Slack - for daily communication within the team and communication with clients and leads.
Screencast-o-matic - for easy communication of tasks, instructions with a remote team
Zoom - for video conferencing
Hubspot - a client management system
Basecamp - for project management
Active Campaign - for email marketing/ pipeline management
Google Suite - for files management, document sharing and co-editing with a remote team
If I had to pick only 3, then it will be Slack, Zoom, Basecamp
All these apps are essential for communication - the whole team works remotely, so we need to make sure that we have open channels for communication, we are expressing ourselves clearly and precisely, and that we are organised in our work structure.
What are your goals with Outsourcing Angel for the future?
I definitely want to continue building up Outsourcing Angel into a global company with stronger presence in other countries like US, Canada, UK etc.
We are developing our Affiliate Program and looking for more strategic partners.
We are in process of developing new services example VAs specialising in niches like video editing, linkedin etc
Revenue right now is $100k/month, looking to 10x in the next 2 years.
At this point in time, I cant imagine ever selling the company. I love it so much :)
If you enjoyed this, find the original here
Stefan Molyneux: MLK and the Civil Rights Movement were actually violent and communist controlled
submitted by UpperLowerEastSide to badhistory [link] [comments]
The video in question: https://youtu.be/whJEG1O9cg0
While guest hosting for the Peter Schiff show on Martin Luther King Jr. (MLK) Day, Stefan Molyneux discusses MLK, the Civil rights movement (CRM) and a variety of other topics. The intent of this review is to critique Molyneux's historical claims on King and the CRM. So, without further adieu, let's begin:
He is the Freddie Mercury of passionate speechifying. He hits some absolutely thrilling notes. What a gorgeous voice. What an amazing presence. But...let's round out the portrait shall we? There's no light without shadow, there's no depth without shading.
Given how Molyneux treats MLK later in this video, this is a significant red flag that by "round out the portrait", he means making generally inaccurate criticisms of King and his involvement in the CRM. It appears Molyneux wants to mask damaging King's credibility under the guise of "nuancing" MLK.
J. Edgar Hoover put him under surveillance because he was surrounding himself with communists, although he himself never openly said he was a Marxist. He was, according to hearsay, according to reports of people who knew him, he privately admitted to being a Marxist and he certainly expressed sympathy with Marxism, although, of course, he didn't like the atheism of Marxism. And when they had him under surveillance they would record him in hotels and they would record him all over the place and I mean the man was alleged, not that unknown, for public figures to have I guess a fairly voracious, great white shark of a sexual appetite.
This is both misleading and factually incorrect. His argument is also internally incongruent (why would MLK privately admit to being a Marxist when presumably "Marxist atheism" would be a major detraction for a minister?) He acts as if the FBI had a "legitimate" reason to put him under close surveillance and does not criticize the failure of the FBI to find any clear ties between King and "communist agitators".4
Instead, he discusses MLK's alleged promiscuity, which is a red herring as it distracts the listener from recognizing the FBI failed to accomplish its primary objectives. What the FBI did accomplish was attempting to blackmail King and sending him a letter encouraging him to commit suicide.5
MLK was not placed under surveillance initially due to alleged communist ties; the FBI originally monitored MLK under the Racial Matters Program due to King's involvement in the Montgomery Bus Boycott.5
It was only in 1962 that the FBI investigated MLK under its Communist Infiltration Program, though the bureau had raised concerns about MLK's "communist ties" before then.5
Molyneux ignores that the FBI initially considered King a national security threat simply because of his involvement in a major Civil rights campaign. What his statements on the FBI and MLK's political leanings reflect are how Molyneux combines cherry picking "facts" that suit his agenda with disregarding the actual historical context of King. To factually "round out" King's portrait, let's examine some of his statements on capitalism and communism.
What MLK's statements indicate is he believed there were severe structural deficiencies with capitalism that communism sought to address, but also that communism had inherent flaws as well. King, when writing to his soon-to-be wife Coretta Scott King, stated he was "more socialistic in my economic theory than capitalistic. And yet I am not so opposed to capitalism that I have failed to see its relative merits".4
In a more specific critique of capitalism, he asserted,"Call it democracy, or call it democratic socialism, but there must be a better distribution of wealth within this country for all God’s children."6
Yet, MLK did not support communism, as he disagreed with what he viewed as its inherent ethical relativism and historical materialism.4
According to King, communism "robs man of that quality which makes him man,” specifically, being a "child of God".4
What MLK advocated for was a socioeconomic system that provides everyone with the material necessities of life, respects the dignity and worth of every person and does not alienate people from their own spirituality.
As with King's biography, the biography of MLK's associates contradict Molyneux's claim of MLK being closely tied to communists. Rather, the actions of King's allegedly communist associates, like Stanley David Levison, indicate abuse of power by the federal government. The FBI believed Levison was a major financial coordinator of the Communist Party of the United States (CPUSA), leading JFK to pressure King into cutting ties with Levison.4
Levison and King both agreed to sever direct ties for several years. While the FBI did not conclusively prove these "communists" exploited MLK and other Civil rights activists to further the goals of the CPUSA,4
they did succeed in developing the narrative perpetuated by people like Molyneux that King's associates were communists.
There are reports that Martin Luther King attended with Rosa Parks, the woman who started the boycott of the bus company in Alabama, thereby moving to the front of the bus which actually...I mean, she was also a...trained as a communist and she wasn't fighting the bus company. The bus company was forced by law to put blacks in the back of the bus and this is the weird thing.
Stefan Molyneux highlights his lack of understanding of the history of the Civil rights movement by continuing with the narrative promoted by the FBI that the movement was infiltrated by communists. Rosa Parks was not "trained" as a communist; she traveled to a Civil rights activist training course at the Highlander Folk School.10
Her closest affiliation to communists was attending meetings of the CPUSA after they brought public attention to the Scottsboro case.7
As with other prominent members of the movement, like Bayard Rustin, Rosa Parks' interest in these political organizations was their advocacy for racial justice.7
They had a message largely missing from "mainstream" political organizations of the time that resonated with blacks suffering from institutional oppression. Molyneux fails to convey any of this historical context; instead, he tries to undermine Rosa Parks' credibility by calling her a communist.
After tarring Rosa Parks as a communist, Molyneux acts as a white knight for Montgomery City Lines, the operator of the Montgomery bus system at the time of the boycott. In similar language to Molyneux, Montgomery City Lines Superintendent J. H. Bagley stated once the boycott began, "The Montgomery City Lines is sorry if anyone expects us to be exempt from any state or city law, [w]e are sorry that the colored people blame us for any state or city ordinance which we didn’t have passed.”13
The passive-aggressive nature of the company's response to the boycott reflects their annoyance not at the city of Montgomery for passing a segregation ordinance, but at the boycotters for protesting the law. Further, company officials supported city officials in resisting the demands of Civil rights activists.2
By siding with the status quo that favored the city over the boycotters, the bus company ensured that Rosa Parks and others in the movement would have to fight Montgomery City Lines as well as the city of Montgomery. The CRM was not only fighting those who actively resisted the movement, but also groups who more passively sided with Civil rights opponents and disagreed with the Civil rights movement's methods.
I'll give you a tiny example of just how crazy the world is. So we're...its Martin Luther King Jr. Day and we were talking about Martin Luther King Jr. at the beginning of the show and Martin Luther King Jr. is consider to be committed to the principle of non-aggression, right? He is a peaceful guy, like Gandhi he wants to do things peacefully, yet he was for a forced income redistribution, he was a socialist, he surrounded himself with Marxists and communists. And, you know, to people younger these days that might not mean much, but communism was like the hyper [terrorists] of the 60s...So, Martin Luther King is considered to be going for peaceful change, he wants peaceful change, and people genuinely believe that, but he wanted the government to initiate the use of force to achieve his goals. This is how crazy the world is.
So, people who call for the government to solve problems are calling for violence. The more complex the problem, the worse violence is at solving it. Violence can solve some problems. Got guy running at me with a chainsaw, maybe i can shoot him in the leg if I have to.
...but things like racism, things like income inequality, things like lack of opportunities, things like poverty, things like single parenthood, these are very deep and complex social problems. Just waving guns around doesn't make any sense.
Molyneux's assessment of MLK and the CRM finishes with him claiming King's goals required the state to initiate force and thus made him actually violent, while continuing to use Red Scare tactics. It is very telling he considers communists to have been the "hyper" terrorists of the Civil rights era, yet neglects to discuss organizations like the KKK, who had orchestrated a prolonged terror campaign against blacks and sympathetic whites. This included the 16th Street Baptist Church Bombing.1
Further, his take ignores MLK's application of nonviolent resistance during the Civil rights era, overlooks that many of King's objectives did not entitle the state initiating force (even by his standards), and avoids recognizing the material conditions that precipitated the Civil rights movement. From the Montgomery bus boycott to the Birmingham campaign and the Chicago open housing movement, MLK demonstrated the aspects of his interpretation of nonviolent resistance: organizing with others to create a strong movement, provoking confrontations with the state through mass arrests and widespread civil disobedience, working towards set objectives and advocating for nonviolence over self-defense.8
These methods fit with Molyneux's claim of King wanting "peaceful change" (though perhaps he subscribes to a whitewashed view of MLK where his only action was the "I Have a Dream" speech). At a fundamental level, Molyneux mischaracterizes King's contribution to the CRM.
By only focusing on King's goal of income redistribution, Molyneux overlooks a plethora of MLK's other objectives during the Civil rights era that did not involve what Molyneux would presumably think of as the state initiating force. In the March against Fear for example, the principal objective for King and other activists was to get blacks to register to vote.14
This initiative depended on the state ending the use of violence to deny blacks their Constitutional right to vote. In places like St. Augustine, King and other CRM members protested the state committing violence to enforce segregation in public spaces.12
MLK spoke out against police brutality in Selma when Jimmie Lee Jackson was murdered by an Alabama state trooper for protecting his mother from the trooper's nightstick.3
King's efforts at stopping police brutality as well as state-sponsored discrimination and disenfranchisement reflect that Molyneux simply ignores major components of MLK's activist career. Throughout his participation in the CRM, MLK aided in the mobilization of people to fight injustice; he did not encourage them to depend on the benevolence of the state to accomplish their goals.8
Molyneux's statements strip King and others in the Civil rights movement of their agency by overlooking that many major goals of King and the movement defied the wishes of the state.
Even the one "goal" explicitly mentioned by Molyneux as requiring state-sanctioned violence: income redistribution, could be viewed using his own interpretation of violence as morally acceptable. As MLK stated cogently, "A society that has done something special against the Negro for hundreds of years, must now do something special for the Negro".15
Slavery did not end major political and socioeconomic oppression against blacks. The state disenfranchised blacks, denying them the ability to determine their own affairs.9
The state also imprisoned blacks and employed them in chain gangs, profiting off their free labor.9
Businesses and landlords exploited blacks, whether it was taking advantage of a racially fractured US labor movement to maintain low wages or by propagating high rents on tenement residents and sharecroppers.1
Through redlining, banks and other lenders denied or offered loans at exorbitant prices to urban black denizens.11
Bus drivers would let blacks pay the fare and then drive off when they went outside to enter through the rear door.2
These are all examples of institutionalized economic redistribution from blacks maintained by the state and groups condoned by the state (KKK, lynch mobs, etc.) initiating violence against them.1
Molyneux bemoans historical efforts at overcoming oppression as violent but fails to recognize that for centuries, blacks had suffered from forced economic redistribution. By applying Molyneux's self-defense analogy at the institutional level and understanding the history of racial oppression in America, one could develop an argument that Molyneux's example can be applied to King's "goal" of income redistribution. Institutionalized oppression represent the chainsaw that could be met with the gun aimed at the leg: income redistribution rectifying structural inequities. Like the white moderates King critiqued,15
Molyneux recognizes racism exists but only offers criticism against MLK's methods rather than understanding how the historical conditions could justify his actions. Stating that issues like racism are deep and complex is yet another red herring to avoid discussing their causes and possible solutions.
In the end, Stefan Molyneux provides an assessment on King and the Civil Rights movement filled with red herrings aimed at discrediting him and the movement. None of his points are sourced; instead, they are superficial criticisms largely originating from attempts by Civil Rights opponents to attack Civil Rights activists. He provides the listener with little to no meaningful information on the actions, beliefs and context of MLK and the Civil Rights movement.
Sources: 1 American History: A Survey
, 13th ed. by Alan Brinkley 2
"Awakenings (1954–1956)" by Eyes on the Prize 3
"Bridge to Freedom (1965)" by Eyes on the Prize 4 Communism by the Martin Luther King Jr. Research and Education Institute 5 Federal Bureau of Investigation (FBI) by the Martin Luther King Jr. Research and Education Institute 6 From Civil Rights to Human Rights : Martin Luther King, Jr., and the Struggle for Economic Justice
by Thomas F. Jackson 7 How 'Communism' Brought Racial Equality to the South by NPR 8 King, Martin Luther, Jr. by the Martin Luther King Jr. Research and Education Institute 9
"Mississippi: Is This America? (1962–1964)" by Eyes on the Prize 10 Parks, Rosa by the Martin Luther King Jr. Research and Education Institute 11
Redlining and the Home Owners' Loan Corporation by Amy E. Hillier 12 St. Augustine, Florida by the Martin Luther King Jr. Research and Education Institute 13 The Montgomery Bus Boycott and the Fall of the Montgomery City Lines
by Felicia Mcghee 14
"The Time Has Come (1964–66)" by Eyes on the Prize 15 Why We Can't Wait
by Martin Luther King Jr.
Edit: Thank you for the gold, kind stranger!
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