BBE
Marketing

Develop the Scale-Up Model

Optimise lead flow, booking rate and show-up so Scale-Up Day fills with the right people at the right cost.
Lead David Smith, COO  ·  Horizon Q3 FY26  ·  Live from Odoo · 22 Aug 2026 07:33 BST · 4 completed events / 90 days
At risk
5 metrics below target
Week commencing
17 Aug 2026
Scorecard
Scale Up + Start Up · both formats pooled · 4 completed events · each column states its measurement window
BenchmarkSocial Media · 38,017 bookings, completed events · show-up 17.2% · VIP 5.9% · VIP show-up 64.0% vs non-VIP 14.2%
1 · Leads & bookingscounts · month to date
2 · Ratesmonth to date · show-up avg last 4 events
3 · Unit economicsspend, then divided by the rates
Leads MTD
Bookings MTD
Booking rate
Show-up rate
VIP ratio
Cost per lead
Cost per booking
Cost per show
1,584
✗ 1,774
pro-rata 22/31 days · run-rate 2,232 · ↑ vs 876 in Jul
833
✗ 887
pro-rata 22/31 days · run-rate 1,174 · ↑ vs 309 in Jul
52.6%
✓ 50%
↑ vs 35.3% in Jul
22.4%
✓ 20%
✓ 17.2% Social Media
2.0%
✗ 10%
↓ vs 8.1% in Jul · ✗ 5.9% Social Media
£42.50
✗ £40
£81
✗ £80
£362
✓ £400
Activities driving it
13 activities · 3 in progress · 10 no status
Enhance VIP Upgrade packages
Increases show up. Pure margin.
21 Aug1 day overdue
NewScopingBuildTestingEmbedded
In Progress
Chris Cook
Re-record VSL/ VIP Upsell/ thank you videos
no date
No Status Update set in Odoo
NewScopingBuildTestingEmbedded
No status
— unassigned
Home page takeover — Scale-Up Day design
Converts existing site traffic into registrations at zero media cost.
21 Aug1 day overdue
NewScopingBuildTestingEmbedded
In Progress
Chris Cook
Define the Hot Seat as an Anchor Moment on the landing page
no date
No Status Update set in Odoo
NewScopingBuildTestingEmbedded
No status
— unassigned
Cancellations & no-shows — back in the pot
Recycles already-paid-for leads. Cheapest available volume in the funnel.
no date
No Status Update set in Odoo
NewScopingBuildTestingEmbedded
No status
— unassigned
Optimise cost-per-lead / seat
Target ad cost per lead <40. Optimise cost per seat through blended activity.
no date
status from legacy RAG tag — set Status Update in Odoo
NewScopingBuildTestingEmbedded
In progress
— unassigned
Free gift for show up
no date
No Status Update set in Odoo
NewScopingBuildTestingEmbedded
No status
— unassigned
Telesales to sell VIP Upgrades
The mature SMM funnel runs at 5.9% VIP. Seven months, none above 7.0%. So 10% isn't a benchmark BBE has ever sustained on its best funnel — and Scale-Up's 3.0% is roughly half SMM's normal rate rather than a third of an achievable 10%.
no date
No Status Update set in Odoo
NewScopingBuildTestingEmbedded
No status
— unassigned
Sequence to leads not booked, to improve booking ratio
no date
No Status Update set in Odoo
NewScopingBuildTestingEmbedded
No status
— unassigned
Add Whatsapp to nurture sequence to improve show
no date
No Status Update set in Odoo
NewScopingBuildTestingEmbedded
No status
— unassigned
Sync Alloware for nurture calls
no date
No Status Update set in Odoo
NewScopingBuildTestingEmbedded
No status
— unassigned
Optimise pre event / confirmation call script
Dave Lindebaum gave us his confirmation call script. This has been given to Reece to discuss with the Sales coach.
no date
No Status Update set in Odoo
NewScopingBuildTestingEmbedded
No status
— unassigned
Add everyday testimonials to nurture sequence
no date
No Status Update set in Odoo
NewScopingBuildTestingEmbedded
No status
— unassigned