livestorm saascast - how to build a customer-driven growth engine
TRANSCRIPT
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SaaSCast Ep.4 - How to Build a Customer-Driven Growth?
OCTOBRE 2016 - #SAASCAST
W/ Maxime Berthelot from Buffer
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Our mission really is to show the value of Buffer to our customers.
Not to find some hacky way to drive traffic to the website.
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Buffer is a really customer oriented company. We try to get a deep
understanding of how our users are using our apps.
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We mix qualitaBve data that we get with quanBtaBve data from our 3M signed up users thanks to our data
science team.
We’re Livestorm. We do browser-based webinars for sales and user training.
Click to learn more.
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We detect paEerns and create soluBons to beEer adjust our
growth experiments.
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We don’t ship features, we modify the actual features and the flow to
bring customers a beEer experience of buffer.
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We’re using Hotjar to get some quanBtaBve and qualitaBve data.
It’s really cheap.
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We’re really inspired by Brian Balfour’s framework.
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First, understand every stage of your funnel and see where you’re
geMng the drop-offs.
Then you spend 40 to 60 days trying to increase that number.
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Every week you’re going to come up with experiment ideas to improve the income (e.g the steps in a trial conversion funnel) to eventually increase the outcome (the trial
conversion rate).
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We went from shipping 5–10 experiments / week to thinking about what would be the most
important things to test.
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The foundaBon of the customer research team is the book called Lean Customer Development by Cindy Alvarez, Director of User
Experience for Yammer.
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Ship early and regularly a few experiments to build a certain
growth mindset. It will help you build the process and frameworks
you need.
We’re Livestorm. We do browser-based webinars for sales and user training.
Click to learn more.
Q: Can I have the slides?
Q: Who were you again?
• Maxime Berthelot (@buffer) - Product Marketing @ Buffer • Gilles Bertaux (@gillesbertaux) - CEO @ Livestorm
• Buffer : https://buffer.com
• Livestorm : https://livestorm.co