An introductory presentation including useful growth hacking tools, techniques and hacks to kick start your growth.

1. Growth hacking 101
Test - Evaluate - Repeat
Growth Success Standards 101

2. Common scenario in many
tech accelerators
Original idea gets no traction. The team pivots.
New product development. Launch to same list.
No paid signups and no traction again. And again.
And then again.
But then they decide to fall back into their
original idea.
Because they’ve since learnt about Growth
Hacking, now they understand that their original
ideal was actually massively “sticky”, but their
activation process had too much friction.

3. The Customer Development
Approach-Steve Blank
✤ Steve outlines four stages to the customer development
process as iteration loops with the following success end
goals:
✤ Customer Discovery – Achieve Problem/Solution Fit
✤ Customer Validation – Achieve Product/Market Fit
✤ Customer Creation – Drive Demand
✤ Company Building – Scale the Company
✤ The Customer Discovery stage ends with a Problem/
Solution fit and a Minimum Viable Product (MVP). During
Customer validation you validate your MVP by attempting
to sell it – Nothing speaks clearer than a sale. Successful
iteration here should result in a repeatable and scalable
sales model.

4. Product/Market fit is the only
thing that matters
✤ Both models emphasize the importance of keeping burn
rate as low as possible while iterating towards achieving
Product/Market fit. Some level of preliminary value
proposition iteration and signup flow optimization is
necessary to establish some early traffic but then the focus
should quickly shift towards measuring product/market fit
before anything else. You typically know when you achieve
product/market fit but metrics help you measure and
hopefully get you there faster.
✤ Now that my preliminary value proposition, sign up flow,
MVP, and early traffic channels are *mostly* in place, the
next step will be optimizing for user gratification and
putting metrics in place to measure product/market fit.

5. Metrics
✤ Achieving product/market fit requires at least
40% of users saying they would be “very
disappointed” without your product.

6. What is Growth Hacking
✤ Growth hacking is a marketing technique developed
by technology startups which uses creativity,
analytical thinking, and social metrics to sell products
and gain exposure
✤ Term invented 2010
✤ Marketers are important, but early in a startup you
need someone with a narrower focus on growth.
✤ With growth hacking, we begin by testing until we
can be confident we have a product worth marketing.
✤ Growth hacking is primarily found in startups, but it is
eventually also found in larger organisations.

7. …called agile marketing

9. What is a Growth Hacker
Developer
Marketer
Growth Hacker
Growth hackers "are a hybrid of marketer and coder, one who looks at the
traditional question of 'How do I get customers for my product?' and answers
with A/B tests, landing pages, viral factor, email deliverability, and Open Graph.

10. What is a Growth Hacker
“A growth hacker. Never heard of it. But I've always suspected there was
something sneaky out there, crawling into every product”
!
“When real hackers care enough to crash the web server, you'll know
Wally has given you the exposure you wanted (mostly by disabling the
firewall). “

11. 01
Top-7
Growth Tactics
Analytics and Measurements
Landing Pages
On-boarding
Social Networks
A/B Testing
Content Marketing
Email Marketing

12. Growth Stages
(aka Funnel)
Customer Acquisition
Customer Activation
Customer Retention
Revenue Generation
Referrals
Once people love your product, you need to start to optimise viral growth mechanisms!
and boost your growth engine. Viral growth is absolutely essential for achieving any
significant scale in a B2C or B2B company.
People who pay for using your product or service are those that put the real
fuel your company.
Acquisition and retention mean nothing if people don't stick to!
your product or service. This is one of the most vital factor if you want to!
achieve sustainable growth.
This is the first time that people experience your “Aha!”
moment and they experience the value proposition that you
promised them.
Acquiring new customers means understanding what
makes your customers tick.!
A successful company should have a continuous flow with
prospects and be careful for not wasting money in the
wrong channels.

13. 01
Analytics and
Measurements
Measure everything even if
you don’t know how to
analyse them
Bounce Rate
Visits
Clicks
Time on Site
Even if you will not do it,
investors will…
Tools / Applications
Similar Web
(Compare with your competition)
Google Analytics
(Give Special care in one-page sites)

14. Landing Pages
Create as many as possible
specialised landing pages.
Use Call-to-Actions to
attract clicks
Create simple pages in a
click of a mouse
Support your web site with
specialised content
Tools / Applications
LeadPages.net
unbounce.com

15. 01
On-boarding
Check where your users
are clicking, how much
time they spent with your
application
Send automated messages
based on their behaviour
while navigating
Contact them when in
trouble
Tools / Applications
intercom.com

16. 01
Queuing
Le sport national:
“on fait la queue”

17. Social
Networks
Automate the way you get
twitter followers.
Measure where your
followers are coming from
Increase the number of
your facebook friends
Convert “friends” into email
addresses
Tools / Applications
twittercounter.com
followerfrenzy.com

18. 01
A/B Testing
Place rules that change
your landing pages based
on source or other criteria
Test different subjects,
taglines, email bodies
based on email’s
conditional dispatching.
Tools / Applications
optimizely.com
visualwebsiteoptimizer.com

19. Content
Marketing
Create evergreen content
(not to become outdated).
Test headlines
Create webinars
Guest blogging
Google Authorship
Share what you know best
and write longer copy
Tools / Applications
appsumo.com/headlines
webiners.com

20. Remember
that:
✤ For every piece of original
content you create, have a
list of relevant places on
the web where you share
the content
✤ Creating content is just the
first step of the challenge
of inbound marketing. The
REAL challenge is finding
the audience for your
content

21. Sticky 404 page
Houston we have a problem
Re-engaged Funny

22. Heatmaps
✤ Knowing where the users
will click
✤ Knowing which CTA works
and which it’s not

23. About us
✤Treat your about page as a
sales page.
!
✤You’re selling your product or
service.
!
✤You’re selling who you are and
what you can do for a
customer.
!
✤Show your passion, because
your enthusiasm in contagious.
And make sure you encourage
web visitors to get in touch!
http://www.smartpassiveincome.com/about/

24. Modal Layouts (are not killing user
experience and conversion)

25. Chatting with your visitors in
their local language is …
addictive
!
Giving them the ability to chat
with you is the second best
option

26. Last chance
Tools
Track every visitors mouse
movements and velocity in
real-time.
Cutting edge technology
that displays your
campaigns without
effecting your websites
load time.
Tools / Applications
bounceexchange.com
exitmonitor.com

27. 01
Email
Marketing
Flagging your customers
properly to ensure that
they will stay subscribed
Use APIs or email
marketing with auto
responders
Connect your Site,
newsletters and
application’s emails
Tools / Applications
customer.io
mandrill.com

28. the secret to avoid
the Promotions tab
!
✤ Have no more than 1 link in your email.
✤ Include no pictures.
✤ Mention the readers name using Merge Tag
Tricks with MailChimp or Aweber.
✤ Turn off the Rss Campaign. If you want a
higher open count, you must type these
emails out by hand.
✤ Write to the reader like he’s your friend.
✤ Don’t go spammy like this: Hey!!!WANT TO
MAKE MONEY FAST??!?!?!
✤ Write in Traditional Letter Form.

29. #Further Reading

30. “Enjoy your obscurity while it lasts. Use it”
You will never get that freedom back again once people start paying
you attention, and especially not once they start paying you money.

31. #thankyou @growthrocks
: growthrocks
: @growthrocks
: www.growthrocks.com
: growthrocks
This publication has been carefully prepared, but it has been written in general terms and should be seen as broad guidance only. The publication cannot
be relied upon to cover specific situations and you should not act, or refrain from acting, upon the information contained therein without obtaining
specific professional advice. Please contact a growthrocker to discuss these matters in the context of your particular circumstances. Growthrocks (UK)
Ltd and each growth rocks member firm in Europe, their partners and/or directors, employees and agents do not accept or assume any liability or duty
of care for any loss arising from any action taken or not taken by anyone in reliance on the information in this publication or for any decision based on it.
© 2014 Growthrocks (UK) Ltd. All rights reserved.