These slides contain the following:
1) What is product market fit, How to reach product market fit and how to quantify product market fit.
2) How to be data driven i.e. implementing processes and tools
3) How to set business goals and use other growth metrics.
4) Over 15 Growth Hacking Examples
5) Case study on how to take an educational product from 200,000 to 1,000,000 in annual revenue.
Finally setting/ creating a growth culture to make sure things are being implemented week over week.
2. Anirudh Narayan
Growth Hacker, Shutterstock!
• Managed a monthly marketing budget of $25,000
• Scaled two marketing channels that increased ARR by $100,000
!
Growth Manager (Americas & Africa), Lean Startup Machine!
• Led expansion of business in 50 cities in Americas and Africa
• Provided lean startup training to ESPN & TLC
• Mentored over 350 aspiring entrepreneurs in lean startup methodology
!
Director of Operations, Krossover!
• Part of founding team (5th member) that went on to raise $7,000,000 in funding
• Led a team of 25 sports analysts
!
Business Consultant:
Engineer:
Growth Hacker | Digital Nomad | Data Nerd
3. GROWTH HACKING
#growthhackingLATAM
1. What is Growth hacking?!
2. Journey of a Startup
3. Identifying Product Market Fit!
4. Building Customer Personas (Workshop)!
5. Lean Canvas!
6. Business Goals!
7. Lean Analytics (AARRR)!
8. Tracking Tools !
9. Growth Hacking Cycle!
10. Case Study!
11. Product Plan!
12. What makes a good growth hacker?!
13. Setting a growth culture!
4. GROWTH HACKING
“Growth hacking is a marketing technique that uses creativity, analytical
thinking and metrics to increase revenue and gain traction for your
business. ”
7. WHO IS A GROWTH HACKER?
Source: @Twoodo, @darnocks
8. GROWTH HACKING
1. What is Growth hacking?!
2. Journey of a Startup!
3. Identifying Product Market Fit!
4. Building Customer Personas (Workshop)!
5. Lean Canvas!
6. Business Goals!
7. Lean Analytics (AARRR)!
8. Tracking Tools !
9. Growth Hacking Cycle!
10. Case Study!
11. Product Plan!
12. What makes a good growth hacker?!
13. Setting a growth culture!
#growthhackingLATAM
9. JOURNEY OF A STARTUP
Source: Paul Graham. Enhanced: Trevor Owens
10. JOURNEY
Idea ! User FlowsConcierge
Exploration!
Pre-Sell
(Pitch)
AlphaPrototype
Beta
Scale
Lean Startup: Idea to Product Market Fit
GrowthHacking:ProductMarketFittoScale
Customer
Personas
Lean Canvas
#growthhackingLATAM
11. GROWTH HACKING
1. What is Growth hacking?!
2. Journey of a Startup!
3. Identifying Product Market Fit!
4. Building Customer Personas (Workshop)!
5. Lean Canvas!
6. Business Goals!
7. Lean Analytics (AARRR)!
8. Tracking Tools !
9. Growth Hacking Cycle!
10. Case Study!
11. Product Plan!
12. What makes a good growth hacker?!
13. Setting a growth culture!
13. 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
!
OPTIMIZE & SCALE
!
IF < 40% MARK
!
CUSTOMER DEVELOPMENT!
!
!
Source: Sean Ellis, CEO Qualaroo, Ex-Marketer at Dropbox.!
!
!
14. PRODUCT MARKET FIT
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ACHIEVED PRODUCT MARKET FIT ( > 40% )!
!
!
I) Passionate Users:!
!
Why did you sign up for the product originally?!
What is the primary benefit you receive from the product?!
Why is that benefit important to you?!
How do you describe the product when you’re recommending it to friends?
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II) New Visitors:
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III) Abandoned before purchase:
!
!
15. PRODUCT MARKET FIT
NPS = %PROMOTERS - %DETRACTORS
IV) What is the likelihood that you would recommend this product (Scale: 1-10
ACHIEVED PRODUCT MARKET FIT ( > 40% )!
16. !
Customers: !
!
How do they use the product
!
What’s the primary benefit they received from the product.
!
Change messaging
!
PRODUCT MARKET FIT
NEED TO ACHIEVE PRODUCT MARKET FIT ( < 40% )!
17. GROWTH HACKING
#growthhackingLATAM
1. What is Growth hacking?!
2. Journey of a Startup!
3. Identifying Product Market Fit!
4. Building Customer Personas (Workshop)!
5. Lean Canvas!
6. Business Goals!
7. Lean Analytics (AARRR)!
8. Tracking Tools !
9. Growth Hacking Cycle!
10. Case Study!
11. Product Plan!
12. What makes a good growth hacker?!
13. Setting a growth culture!
22. GROWTH HACKING
#growthhackingLATAM
1. What is Growth hacking?!
2. Journey of a Startup!
3. Identifying Product Market Fit!
4. Building Customer Personas (Workshop)!
5. Lean Canvas
6. Business Goals!
7. Lean Analytics (AARRR)!
8. Tracking Tools !
9. Growth Hacking Cycle!
10. Case Study!
11. Product Plan!
12. What makes a good growth hacker?!
13. Setting a growth culture!
24. GROWTH HACKING
#growthhackingLATAM
1. What is Growth hacking?!
2. Journey of a Startup!
3. Identifying Product Market Fit!
4. Building Customer Personas (Workshop)!
5. Lean Canvas!
6. Business Goals!
7. Lean Analytics (AARRR)!
8. Tracking Tools !
9. Growth Hacking Cycle!
10. Case Study!
11. Product Plan!
12. What makes a good growth hacker?!
13. Setting a growth culture!
26. SAAS PRODUCTS (Software As a Service)!
!
Annual Revenue = Function {Ec, Nc, C, Cu,Cd
!
• Existing Customers (Ec)!
• New Customers (Nc)!
• Churn (C)!
• Customers Upgraded (Cu)!
• Customers Downgraded (Cd)!
!
Business Goals: Revenue
27. SAAS PRODUCTS (Software As a Service)!
!
• Total users = 20 million!
• Free users = 18 million!
• Paying users = 2 million (10% of total users), Subscription: $9/month!
• Annual Revenue 2015 = (2 million * $10 * 12 months) = $240 million!
!
• GOAL: Annual Revenue 2016 : $300 million!
• Increase Revenue by $60 million i.e. $ 5 million by month 1!
• Increase number of users by the end of the year by 500,000!
• Increase paying users from 2 million to 2.5 million.!
!
POSSIBILITIES:!
• Existing Customers (Ec)!
• New Customers (Nc) (Add a total of 5 million total users)!
• Churn (C) (Net adds)!
• Customers Upgraded (Cu) (Can we get 500,000 users from our existing 18 million)!
• Customers Downgraded (Cd)!
Business Goals: Revenue
29. Objective: Business Goals.!
!
Results: !
• Growth
• Engagement
• Revenue
• Performance
• Quality
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Personal Growth and Company Goals.!
!
Business Goals: OKR’s
30. Objective:
!
Key Results:!
• Improve avg. number of votes in each city from 250 to 400.
• Increase number of tickets being sold in insider from 12 to 15
• Increase avg. number of attendees to workshops from 45 to 50
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Objective:
!
Key Results:
• Increase per day views to 1,000
• Total monthly uniques 45,000
!
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Business Goals: OKR’s
31. !
• Cost Per Lead (CPL), Cost Per Acquisition (CPA)!
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• Churn Rate!
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• Bounce Rate!
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• Conversion %!
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• Daily Active Users (DAU), Monthly Active Users (MAU)!
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• Annual Recurring Revenue(ARR), Monthly Recurring Revenue(MRR) !
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• Life Time Value (3 CPA < LTV)
Business Goals: Growth Metrics
32. GROWTH HACKING
#growthhackingLATAM
1. What is Growth hacking?!
2. Journey of a Startup!
3. Identifying Product Market Fit!
4. Building Customer Personas (Workshop)!
5. Lean Canvas!
6. Business Goals!
7. Lean Analytics (AARRR)!
8. Tracking Tools !
9. Growth Hacking Cycle!
10. Case Study!
11. Product Plan!
12. What makes a good growth hacker?!
13. Setting a growth culture!
53. LEAN ANALYTICS: RETENTION
Email Strategy | LinkedIn!
TYPES OF EMAILS!
!
1. People are looking at your profile
2. You got a message, reply
3. Waiting for your response
4. See someone’s connections
5. Congratulate someone for their job
6. Is celebrating work anniversary
7. New announcement in the group
8. Someone has endorsed you
9. Happy Birthday
10. Someone from your gmail contacts joined, connect with them?
11. Job Related Tips
12. Looking for candidates like you
13. Special Announcement Emails
60. LEAN ANALYTICS: REVENUE
Pricing Hacks
Use congruent language Use small font size
Remove comma Separate shipping + handling
Source: www.nickkolenda.com
63. GROWTH HACKING
1. What is Growth hacking?!
2. Journey of a Startup!
3. Identifying Product Market Fit!
4. Building Customer Personas (Workshop)!
5. Lean Canvas!
6. Business Goals!
7. Lean Analytics (AARRR)!
8. Tracking Tools !
9. Growth Hacking Cycle!
10. Case Study!
11. Product Plan!
12. What makes a good growth hacker?!
13. Setting a growth culture!
110. TRACKING TOOLS
1. What is Growth hacking?!
2. Journey of a Startup!
3. Identifying Product Market Fit!
4. Building Customer Personas (Workshop)!
5. Lean Canvas!
6. Business Goals!
7. Lean Analytics (AARRR)!
8. Tracking Tools !
9. Growth Hacking Cycle!
10. Case Study!
11. Product Plan!
12. What makes a good growth hacker?!
13. Setting a growth culture!
119. GROWTH HACKING
#growthhackingLATAM
1. What is Growth hacking?!
2. Journey of a Startup!
3. Identifying Product Market Fit!
4. Building Customer Personas (Workshop)!
5. Lean Canvas!
6. Business Goals!
7. Lean Analytics (AARRR)!
8. Tracking Tools !
9. Growth Hacking Cycle!
10. Case Study!
11. Product Plan!
12. What makes a good growth hacker?!
13. Setting a growth culture!
121. • What is Skillfeed?
• Competitor Analysis
• User Personas
• Defined Business Model & Metrics
• Defined Funnel
• Tools Used
• Analyzed Data
1. Top 25 countries conversion rates
2. Exit Reasons
3. Video Viewing Data
4. Demographic & Interest
5. Marketing Channel Data
6. Content consumed within platform
7. Churn, LTV, Net Adds, Annual v/s Monthly
8. Email Open Rates & Conversions
!
• Experiments Run
SKILLFEED: CASE STUDY
155. GROWTH HACKING
#growthhackingLATAM
1. What is Growth hacking?!
2. Journey of a Startup!
3. Identifying Product Market Fit!
4. Building Customer Personas (Workshop)!
5. Lean Canvas!
6. Business Goals!
7. Lean Analytics (AARRR)!
8. Tracking Tools !
9. Growth Hacking Cycle!
10. Case Study!
11. Product Plan!
12. What makes a good growth hacker?!
13. Setting a growth culture!
157. GROWTH HACKING
#growthhackingLATAM
1. What is Growth hacking?!
2. Journey of a Startup!
3. Identifying Product Market Fit!
4. Building Customer Personas (Workshop)!
5. Lean Canvas!
6. Business Goals!
7. Lean Analytics (AARRR)!
8. Tracking Tools !
9. Growth Hacking Cycle!
10. Case Study!
11. Product Plan!
12. What makes a good growth hacker?!
13. Setting a growth culture!
158. A GREAT GROWTH HACKER
• Is Data Driven!
!
• Understands Technology!
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• Customer Centric!
!
• T-Shape to V-Shape!
!
• Creative!
!
#growthhackingLATAM
159. GROWTH HACKING
#growthhackingLATAM
1. What is Growth hacking?!
2. Journey of a Startup!
3. Identifying Product Market Fit!
4. Building Customer Personas (Workshop)!
5. Lean Canvas!
6. Business Goals!
7. Lean Analytics (AARRR)!
8. Tracking Tools !
9. Growth Hacking Cycle!
10. Case Study!
11. Product Plan!
12. What makes a good growth hacker?!
13. Setting a growth culture!