[500DISTRO] Going for Global: 5 Guerrilla Tactics When the Slick Stuff Fails

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500 Startups

Rebecca Rosenfelt, Growth Product Manager, Airbnb

Internet

Going for Global
5 Guerrilla Tactics When the Slick Stuff Fails
Rebecca Rosenfelt
Airbnb Product Manager, Growth
@rrosenfelt
August 7, 2014

• Talk to people
• Party/info session
• Get early adopters to invite friends
• Booth at local events
• Low-cost local ads
• Flyers
• Follow up later

…and they kept growing 2x faster than control.

• Stunts
• Parties
• Flyers
• Press
• …hit the
pavement to get
word out

TotalUsers
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Danish site launch
Denmark

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Danish site launch
Denmark
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Denmark Users

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Polish site launch

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Polish site launch
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Poland Users
Polish site launch
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4. Study your users - you know more than you think

• Campaign Monitor
• Mailchimp
• Sendgrid
• Litmus (GREAT for email testing, too!)
Email Resources

Positive results
Negative results
No results:)

1. CPA (lets you compare different levers)
2. NPS (emotions!)
3. Leading indicators like “search with dates” (useful if
volume is low)
4. Conversion funnel metrics
Favorite Metrics

1. Talk to humans
2. Launch with all you’ve got
3. Find inﬂuencers among your users
4. Study your users - you know more than you think
5. Don’t ditch your data
Summary

Thank you!
rebecca.rosenfelt@airbnb.com
@rrosenfelt

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