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Scaling Innovation

  • ITEM SKU
    8580
  • CPE Hours
    12
  • Full Course Price
    $84.50
Exam Questions: 60
Course Level: Basic
Pages: 290 | Content: 272, Supplemental: 18
NASBA Area of Study: Management Services
Not Acceptable for: Enrolled Agents
Version: 8580

Most startups and scale-ups do not fail due to bad products, but rather because they never understood how to grow quickly and profitably. This course unveils a playbook for architecting profitable growth. It dissects both legendary successes and costly failures. It presents insights and outlines strategies to help navigate the transition from product-market fit to building a high-value business. PLEASE NOTE: Not accepted for Enrolled Agents. All course material provided. No prerequisites. Course level: Basic.

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Course Information

Table of Contents
  • A Tale of Three Companies
  • Becoming a Profitable Growth Architect
  • The Lure of Free: When You Land, Be Sure to Expand
  • The Most Important Decision: Choosing Your Pricing Model
  • Making It Easy to Buy: Beautifully Simple Pricing
  • Mastering Value Messaging: Speak Benefits and Not Features
  • When You Give, Get Something Back: Discounting and Promotions
  • Blow Up Your Packaging: Time to Redefine Your Offer Structure
  • Price Increases: Ask Properly, and You Shall Receive
  • Acing Big Deals: Mastering Negotiations and Handling Objections
  • Stopping Churn Before It Starts: The Big Missed Opportunity
  • Putting It All Together: From Playbook to Practice
  • Segment: From Idea to a $3.2 Billion Acquisition
  • Canva: The Master Class of Landing and Expanding
  • ServiceChannel: Cracking the Code to Two-Sided Marketplace Success
  • CoCounsel: Scaling the AI that Passed the Bar
  • Airbnb: The Blueprint for Turning Community into Cash Flow
Objectives
  • To identify the single factor that frequently leads startups and scale-ups toward disaster
  • To recall the characteristics of various leadership archetypes
  • To recall the psychological principle that explains why customers are loath to give up a product after a free trial
  • To recognize the characteristics of various pricing models
  • To recall why startups should embrace beautifully simple pricing
  • To recognize fatal flaws in value messaging
  • To identify the core insight of the Earned Reward Axiom
  • To identify the most frequent packaging/bundling mistake companies make
  • To recall the disadvantages of listing prices publicly when a company wants to raise rates
  • To identify the three essential components of a comprehensive ROI model
  • To recall the definitions of various types of churn
  • To recognize the primary enemy of scale
  • To recall the components of Joe Morrisey’s “customer needs hierarchy”
  • To recall the definition of product-led growth (PLG)
  • To recall the three strategies the ServiceChannel team identified for revenue acceleration
  • To recall the reasons for customer churn among small and mid-size firms
  • To identify the trust mechanisms that Airbnb refined to help the global marketplace scale effectively

PLEASE NOTE: CPE credit measurement is based on NASBA Registry and QAS guidelines of one credit for every 50 minutes. Credit calculation may vary in different states — check with your State Board of Accountancy. Unless otherwise noted in the specific course description, no advanced preparation is required in order to register or complete any PES CPE course. Use of materials or services provided by Professional Education Services, LP ("PES") are governed by the Terms and Conditions stated on PES' website www.mypescpe.com. PES provides these courses with the understanding that it is not providing any accounting, legal, or other professional advice and assumes no liability whatsoever in connection with its use. PES has used diligent efforts to provide quality information and material to its customers, but does not warrant or guarantee the accuracy, timeliness, completeness, or currency of the information contained herein. Ultimately, the responsibility to comply with applicable legal requirements falls solely upon the individual licensee, not PES. PES encourages you to contact your state Board for the latest information and to confirm or clarify any questions or concerns you have regarding your duties or obligations as a licensed professional.