Slides of the first part of my lecture on Growth Hacking at Sup de Pub in December 2016. It covers: startups, lean startup, business models, growth hacking, metrics, cohorts and more
5. in this 6h “course”
1. Growth Hacking Theory part 1 :
lean startup + growth hacking (3h)
2. Growth Hacking Theory part 2 :
methodologies and tools (3h)
6. this morning
1. What is a startup?
2. Lean Startups
3. Business Models
4. MVPs
5. Growth Hacking
6. Growth Hackers
7. Talk to your users
8. Understand your
product
9. Cohort analysis
30. In 2008, Alexander Osterwalder
and Yves Pigneur publish
Business Model Generation
suggesting a new approach to
business modelling co-created
by more that 470 people from all
around the world
35. « Webvan was founded in 1996 by Louis Borders, who also co-
founded the Borders bookstore in 1971. Venture capitalists, who
invested more than $396 million, encouraged it to rapidly build its
own infrastructure to deliver groceries in a number of cities. In
2001, Webvan shut down with a reported cumulative revenue of
$395,000 and cumulative net losses of more than $50 million »
37. 37
startups search and pivot
Startup Transition Large
Corporation
Searching for a business model
Searching for:
• product/market fit
• a repeatable sales process
38. 38
startups search, companies execute
Startup Transition Large
Corporation
Execution of a business model
Execution:
• profitability, repeatability, scalability
• processes
45. The MVP is the product with
the highest return in terms of
investment/risk
minimum viable product (MVP)
46. “Founded in 2011, this company gathered more that 40 million
dollars to build their product.
They spent many months locked in their buildings, working
and perfecting a beautiful first version without a single bug.
Just one week after their launch, the app had lost 90% of its
initial users”
COLOR
56. why is it great?
1. The knew about APIs before it was cool —> they have a
good tech culture
2. They create value for the product
3. They go and get customers where they already are
4. They are creatives
5. They are technical
6. They are ready to do anything
73. “Analytics is the measurement of movement towards
your business goals”
“In a startup, the purpose of analytics is to iterate to
product/market fit before money runs out”
74. 74
I have to kids, knowing that at least one is
a girl
understanding data can be hard
75. 75
what are the chances that the other one is
also a girl?
understanding data can be hard
86. 86
January February March April May
Revenue/customer
arrived in Jan
€5,00 €3,00 €2,00 €1,00 €0,50
cohort analysis 1/2
Startup n°2
87. 87
January February March April May
Revenue/customer
arrived in Jan
€5,00 €3,00 €2,00 €1,00 €0,50
Revenue/customer
arrived in Feb
€6,00 €4,00 €2,00 €1,00
cohort analysis 1/2
Startup n°2
88. 88
January February March April May
Revenue/customer
arrived in Jan
€5,00 €3,00 €2,00 €1,00 €0,50
Revenue/customer
arrived in Feb
€6,00 €4,00 €2,00 €1,00
Revenue/customer
arrived in Mar
€7,00 €6,00 €5,00
cohort analysis 1/2
Startup n°2
89. 89
January February March April May
Revenue/customer
arrived in Jan
€5,00 €3,00 €2,00 €1,00 €0,50
Revenue/customer
arrived in Feb
€6,00 €4,00 €2,00 €1,00
Revenue/customer
arrived in Mar
€7,00 €6,00 €5,00
Revenue/customer
arrived in April
€8,00 €7,00
cohort analysis 1/2
Startup n°2
90. 90
January February March April May
Revenue/customer
arrived in Jan
€5,00 €3,00 €2,00 €1,00 €0,50
Revenue/customer
arrived in Feb
€6,00 €4,00 €2,00 €1,00
Revenue/customer
arrived in Mar
€7,00 €6,00 €5,00
Revenue/customer
arrived in April
€8,00 €7,00
Revenue/customer
arrived in May
€9,00
cohort analysis 1/2
Startup n°2
91. 91
January February March April May
Number of new
visitors
1000 1000 1000 1000 1000
Total visitors 1000 2000 3000 4000 5000
Revenue/customer €5,00 €4,50 €4,33 €4,25 €4,50
Revenue/customer
arrived in Jan
€5,00 €3,00 €2,00 €1,00 €0,50
Revenue/customer
arrived in Feb
€6,00 €4,00 €2,00 €1,00
Revenue/customer
arrived in Mar
€7,00 €6,00 €5,00
Revenue/customer
arrived in April
€8,00 €7,00
Revenue/customer
arrived in May
€9,00
cohort analysis 1/2