growth hacking bali
TRANSCRIPT
GROWTH HACKING!F2BXDG!
Anirudh Narayan
Anirudh Narayan Founder, Growth Spartan !! Growth Hacker, Shutterstock!! Growth Manager, Lean Startup Machine!! Director of Operations, Krossover!! Business Consultant, Rocket Internet (Nigeria)
GROWTH HACKING1. What is Growth Hacking !2. When to Start Growth Hacking!3. Process for Growth Hacking!
Setting Business Goals!Building Customer Personas !Implementing Tools!Analyze User Flow!
4. Examples!
GROWTH HACKING
“Growth hacking is a marketing technique that uses creativity, analytical thinking and metrics to increase revenue and gain traction for your
business. ”
“GROWTH HACKING IS SEXY”
NOT
You’re this guy
WHO IS A GROWTH HACKER?
Source: @Twoodo, @darnocks
1. What is Growth Hacking !2. When to Start Growth Hacking!3. Process for Growth!
Set Business Goals!Build Customer Personas !Implement Tools!Analyze User Flow
4. Examples!
GROWTH HACKING
1. PRODUCT MARKET FIT
Source: Paul Graham
Idea ! User FlowsConcierge
Exploration!
Pre-Sell (Pitch)
AlphaPrototype
Beta
Scale
Lean Startup: Idea to Product Market Fit
Gro
wth
Hack
ing:
Pro
duct
Mar
ket F
it to
Sca
le
Customer Personas
Lean Canvas
#growthhackingLATAM
1. PRODUCT MARKET FIT
!!How would you feel if you could no longer use this product?!! A. Very disappointed! B. Somewhat disappointed! C. Not disappointed! D. N/A or I no longer use your product
!IF > 40% MARK !IF < 40% MARK !!!* Source: Sean Ellis, CEO Qualaroo, Ex-Marketer at Dropbox.!
!!
1. PRODUCT MARKET FIT
NPS = %PROMOTERS - %DETRACTORS
What is the likelihood that you would recommend this product (Scale: 1-10
2. NET PROMOTER SCORE
#unpluggd
3. Early Adopters
#unpluggd
4. Willingness To Pay
1. What is Growth Hacking !2. When to Start Growth Hacking!3. Process for Growth!
Set Business Goals!Build Customer Personas !Implement Tools!Analyze User Flow
4. Examples
GROWTH HACKING
Early Stage:!!• Achieving Product Market Fit!!
• Sustainability/Profitability!!
• Getting Into an Incubator/Accelerator!!
• Raising Money !!
!
SET BUSINESS GOALS
* Quantified & timeline
1. What is Growth Hacking !2. When to Start Growth Hacking!3. Process for Growth!
Set Business Goals!Build Customer Personas !Implement Tools!Analyze User Flow
4. Examples
GROWTH HACKING
PRODUCT MARKETING 1. What is Growth Hacking !2. When to Start Growth Hacking!3. Process for Growth!
Set Business Goals!Build Customer Personas !Implement Tools!Analyze User Flow
4. Examples!
1) OVERALL USER BEHAVIOR
2) USABILITY TESTING
3) INDIVIDUAL USER BEHAVIOR
3) INDIVIDUAL USER BEHAVIOR
3) INDIVIDUAL USER BEHAVIOR
4) HEAT MAPS
Eye Tracking heat maps
Mouse Click heat maps
4) HEAT MAPS
5) BEHAVIORAL EMAIL CAMPAIGNS
Drip/Behavioral Campaigns!
Drip/Behavioral Campaigns Tools!
5) BEHAVIORAL EMAIL CAMPAIGNS
Hubspot
Exit Overlay
6) EXIT INTENT
TOOLS!
ACQUISITION: EXIT INTENT
7) RETARGETING
HANDY PLATED
8) CONTENT AMPLIFICATION
9) A/B TESTING
Comparing 2one performs better
Variant: + 49.73% conversions
9) A/B TESTING
!Exit Overlay (Bounce Exchange)
+13% conversion for 65,000 Tutorials (Left version)
9) A/B TESTING
A/B TESTING TOOLS
GROWTH HACKING
1. What is Growth Hacking !2. When to Start Growth Hacking!3. Process for Growth!
Set Business Goals!Build Customer Personas !Implement Tools!Analyze User Flow
4. Examples
Leads/channel
Conversions/channel
Visits/channel
Free Channels Paid Channels
AWARENESS!(Landing Page/Web Application)
ACQUISITION!(Email/Login)
ACTIVATION!(Free Trial)
REVENUE!(Monthly/Annual)
EmailCross Promotions
Organic Search Direct Response Twitter Ads
Retargeting
Instructor Referrals
SEM Online Display Ads Content Amplification
Affiliate Marketing
Radio AdsPR
Facebook Ads
Facebook Twitter LinkedIn Instagram Pinterest
Guest Blogging
Quora
Product Hunt Linkedin Ads
Leads/channel
Conversions/channel
Visits/channel
EmailCross Promotions
Organic Search Direct Response Twitter Ads
Retargeting
Free Channels Paid Channels
Instructor Referrals
SEM Online Display Ads Content Amplification
Affiliate Marketing
Radio AdsPR
Facebook Ads
Facebook Twitter LinkedIn Instagram Pinterest
Guest Blogging
Quora
Product Hunt
9/22 channels effective
AWARENESS!(Landing Page/Web Application)
ACQUISITION!(Email/Login)
ACTIVATION!(Free Trial)
REVENUE!(Monthly/Annual)
Linkedin Ads
SUMMARY: THE PROCESS
Analyze current data
If data missing, collect data
Identify areas of improvement
Decide metric to focus on
Pick a hypothesis
Design & Run Experiment
Pivot
Persevere
Brainstorm hypotheses
PHASE 1: SETUP
PHASE 2: EXPERIMENTATION
Measure Results
GROWTH HACKING
1. What is Growth Hacking !2. When to Start Growth Hacking!3. Process for Growth!
Set Business Goals!Build Customer Personas !Implement Tools!Analyze User Flow
4. Examples
SHUTTERSTOCK: EXPERIMENTS RUN
Twitter (A/B Tests)
Pick Up Marketing Skills > Become a skilled marketer
Facebook (A/B Tests)
Be an Entrepreneur > Learn Entrepreneurship
SHUTTERSTOCK: EXPERIMENTS RUN
+ 9% conversion with Type B (Left Rail)
EXAMPLE OF GROWTH HACKS: SKILLFEED
Type A Type B
Left Rail With Bounce Exchange
CASE STUDY: EXPERIMENTS RUN
Old Design v/s New Design (Bounce Exchange)
#growthhackingLATAM
2X conversions with Type A
Type A Type B
LEAN STARTUP MACHINEGrowth Hack 4: Drip Campaigns (Educating)
!Drip Campaigns!!• Create great content • Educate crowd • Explain what to expect
Growth Hack: Media Partners!
LEAN STARTUP MACHINE: VALIDATING DEMAND
Able to grow to 200 media partners across the world
LEAN STARTUP MACHINEGrowth Hack: Gamification with contest
Refer 3 friends strategy: Increased count by 50 votes. !An overall 20% increase in votes.!
LEAN STARTUP MACHINEGrowth Hack: Sharing emails (after buying ticket)
6% Increase in Sales
THANK YOU!
• Twitter:!
• Email:!
• Course:!