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GROWTH HACKING F2BXDG Anirudh Narayan

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Page 1: Growth hacking  bali

GROWTH HACKING!F2BXDG!

Anirudh Narayan

Page 2: Growth hacking  bali

Anirudh Narayan Founder, Growth Spartan !! Growth Hacker, Shutterstock!! Growth Manager, Lean Startup Machine!! Director of Operations, Krossover!! Business Consultant, Rocket Internet (Nigeria)

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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!

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GROWTH HACKING

“Growth hacking is a marketing technique that uses creativity, analytical thinking and metrics to increase revenue and gain traction for your

business. ”

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“GROWTH HACKING IS SEXY”

NOT

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You’re this guy

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WHO IS A GROWTH HACKER?

Source: @Twoodo, @darnocks

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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

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1. PRODUCT MARKET FIT

Source: Paul Graham

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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

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!!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

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NPS = %PROMOTERS - %DETRACTORS

What is the likelihood that you would recommend this product (Scale: 1-10

2. NET PROMOTER SCORE

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#unpluggd

3. Early Adopters

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#unpluggd

4. Willingness To Pay

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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

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Early Stage:!!• Achieving Product Market Fit!!

• Sustainability/Profitability!!

• Getting Into an Incubator/Accelerator!!

• Raising Money !!

!

SET BUSINESS GOALS

* Quantified & timeline

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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

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BUILD

Source: xtensio.com

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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!

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1) OVERALL USER BEHAVIOR

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2) USABILITY TESTING

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3) INDIVIDUAL USER BEHAVIOR

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3) INDIVIDUAL USER BEHAVIOR

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3) INDIVIDUAL USER BEHAVIOR

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4) HEAT MAPS

Eye Tracking heat maps

Mouse Click heat maps

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4) HEAT MAPS

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5) BEHAVIORAL EMAIL CAMPAIGNS

Drip/Behavioral Campaigns!

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Drip/Behavioral Campaigns Tools!

5) BEHAVIORAL EMAIL CAMPAIGNS

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Hubspot

Exit Overlay

6) EXIT INTENT

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TOOLS!

ACQUISITION: EXIT INTENT

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7) RETARGETING

HANDY PLATED

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8) CONTENT AMPLIFICATION

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9) A/B TESTING

Comparing 2one performs better

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Variant: + 49.73% conversions

9) A/B TESTING

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!Exit Overlay (Bounce Exchange)

+13% conversion for 65,000 Tutorials (Left version)

9) A/B TESTING

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A/B TESTING TOOLS

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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

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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

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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

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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

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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

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SHUTTERSTOCK: EXPERIMENTS RUN

Twitter (A/B Tests)

Pick Up Marketing Skills > Become a skilled marketer

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Facebook (A/B Tests)

Be an Entrepreneur > Learn Entrepreneurship

SHUTTERSTOCK: EXPERIMENTS RUN

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+ 9% conversion with Type B (Left Rail)

EXAMPLE OF GROWTH HACKS: SKILLFEED

Type A Type B

Left Rail With Bounce Exchange

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CASE STUDY: EXPERIMENTS RUN

Old Design v/s New Design (Bounce Exchange)

#growthhackingLATAM

2X conversions with Type A

Type A Type B

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LEAN STARTUP MACHINEGrowth Hack 4: Drip Campaigns (Educating)

!Drip Campaigns!!• Create great content • Educate crowd • Explain what to expect

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Growth Hack: Media Partners!

LEAN STARTUP MACHINE: VALIDATING DEMAND

Able to grow to 200 media partners across the world

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LEAN STARTUP MACHINEGrowth Hack: Gamification with contest

Refer 3 friends strategy: Increased count by 50 votes. !An overall 20% increase in votes.!

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LEAN STARTUP MACHINEGrowth Hack: Sharing emails (after buying ticket)

6% Increase in Sales

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THANK YOU!

• Twitter:!

• Email:!

• Course:!