WifiTheFamilylamifasisi

#GHParis

WifiTheFamilylamifasisi

#GHParis

Sean EllisFounder and CEO of GrowthHackers.com

Sean EllisFounder and CEO of GrowthHackers.com

Accelerate GrowthGet More Agile or Stop Growing

Growth Hacking ParisOctober 11, 2016

Why More Agility Needed

• New channel opportunities emerge every day

• Shelf life for proven tactics getting shorter

• Teams must become more agile to seize opportunities

By James Currier

Harder to Stay Agile as Team Grows

Small Agile Team Large Team Less Flexible

Challenges to Scaling Agile Team

1. Too busy to find high leverage growth opportunities

2. Difficult to mobilize team to achieve objectives

3. Lack visibility into test learning and live tests

Challenge 1: Too busy to find high leverage growth opportunities

What Matters Right Now for Growth?

Scale Growth

Stacking the Odds

Product/Market Fit

Busy Doesn’t Drive Growth

• Testing Drives Growth

Twitter boosts testing tempo 20X GH boosts testing tempo 10X

Find Leverage for High Impact Tests

Finding Leverage: LogMeIn Example

• Tried to build channels but couldn’t scale beyond $10K/month

• Analysis revealed that “activation” friction blocked most new users

• Fixed friction, same channels then profitably scaled 100X

Set Specific Growth Objective

Challenge 2: Difficult to mobilize team to achieve objectives

Communicate Objective

• Timeframe for achieving goal

• Baseline and target metric

• Connect relevant historic tests

Encourage Team Ideas for Objective

Objective: Increase trial signup rate

Apply Growth Hacking Process

Analyze

Ideas

Prioritize

Test

GH Example: Achieving Objective

• Set aggressive 30 day activation goal for projects (400% improvement)

• VP engineering expressed doubts, “negotiated” 45 days for goal. Then created new onboarding prototype.

• Exceeded goal in only 20 days with Eng. VP’s idea

Challenge 3: Lack visibility into tests and important learnings

Problems with Limited Visibility

• No one is sure what has already been tested (hard to onboard new team members)

• New tests don’t factor in learning from old tests(details too hard to find)

• Conflicting tests that negate each other

Even Unicorns Have this Problem

• Head of growth mentioned “great growth program”

• Explained she became too busy to execute it herself

• No playbook documented for others to execute it

Solution: Create System of Record

• Capture all test learning in a knowledge base

• View backlog of ideas, planned and live tests

• Easier to sync team & onboard new members

Key Takeaways

• Free your time to find high leverage growth opps

• Centralize communications to mobilize team to achieve objectives

• Set up a system of record to keep track of testing & learning

Questions?

See you soon

thefamily.co

See you soon

thefamily.co