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GROW 
HACK 
ATHENS 
Organised with by 
GrowthRocks 
Hosted with at
Part 1: Growth Hacking For 
Web Apps 
Savvas Zortikis 
Growth Hacker 
Part 2: Growth Hacking For 
Mobile Apps 
Theodore Moulos 
COO at Pinnatta
Part 1: Growth Hacking For Web 
Apps 
Savvas Zortikis 
Growth Hacker 
! 
Email: savvas@growthrocks.com 
Skype: savvas.z 
Twitter: @SavvasZortikis
For Questions… 
1. Tell us to shut up and 
listen to you 
no instructions for that… sorry
For Questions… 
2. Ask us at the event’s 
landing page 
- Go to growthrocks.com/athens 
- Scroll down and leave a Facebook comment 
- Tag your team mates to read the answer
For Questions… 
3. Ask us at Twitter 
- Mention @growthrocks 
- Put the #GrowHackAth hashtag 
- Mention your team mates to read the answer
Psssttt… 
Saaaaavvaas, give people 
their HACKNOTES!
What I’m Going To Show You… 
• A Quick Introduction 
• What Is Growth Hacking? 
• What Is A Growth Hacker 
• Where Does Growth Hacking Fit? 
• Everything Leads To A Funnel 
• Distribution Is Everything 
• Growth Hacking Tools
A Quick Introduction
Common Scenario In Many Tech 
Accelerators 
The original idea gets no traction. Pivot. 
New product dev. Launch to same list and channels. 
No signups. No paid customers. No traction. Again. 
And again… and again…
Common Scenario In Many Tech 
Accelerators 
They learn about Growth Hacking 
and start using it.
Hallelujah!
Common Scenario In Many Tech 
Accelerators 
After that point, they see that their original 
idea is “sticky” but their activation and 
distribution process sucks as well as they 
haven’t built even a single viral loop.
What Is Growth Hacking?
What Is Growth Hacking? 
Let me show you how I 
advertised GrowthRocks 
in TechCrunch. For Free.
What Is Growth Hacking? 
We ran Sniply for 1 week 
and increased our blog 
traffic by 6% as well as 
gathered more than 15 
emails in a day.
What Is Growth Hacking? 
Growth Hacking is the mindset behind 
finding clever, original or inventive ways in 
order to plant growth in a product or 
service, through the use of data, 
technology and sometimes a system’s 
weakness exploitation.
What Is A Growth Hacker?
What Is A Growth Hacker?
What Is A Growth Hacker? 
Marketing 
Analytics, A/B Testing, Conversion Optimization, 
SEO, Copywriting, Email Marketing, Social Media 
Data Analysis 
Spreadsheets, Statistics, SQL, NoSQL, Pandas 
Coding 
HTML, CSS, JS, jQuery, APIs, Scripting Languages
Where Does Growth Hacking Fit?
Growth Hacking At All Stages 
The Startup Pyramid 
Growth Hacking 
Growth Hacking 
Growth Hacking
Product/Market Fit Is The 
Only Thing That Matters.
Even For Product / Market Fit… 
•Measure everything from the very beginning 
•Build your new features using A/B Testing and 
keep only those that impact the lowest level of 
your funnel 
•Prefer open design versus closed design 
•Test like crazy your distribution channels
Even For Product / Market Fit… 
Facebook is a king of open design
Everything Leads To A Funnel
The Growth Funnel (aka AARRR) 
ACQUISITION 
ACTIVATION 
RETENTION 
REVENUE 
REFERRALS
Common Funnel 
SIGN UP 
USE PRODUCT 
EVALUATE 
INVITE
Reverse Funnel 
“The goal is to shorten the time to your WOW moment” 
USE PRODUCT 
SIGN UP 
EVALUATE 
INVITE
Reverse Funnel
Reverse Invitation Funnel 
SIGN UP 
INVITE 
USE PRODUCT 
EVALUATE
Reverse Invitation Funnel
It’s Like A Puzzle Game 
INVITE 
SIGN UP 
USE PRODUCT 
EVALUATE 
PAY 
…
Distribution Is Everything
Distribution is everything. 
• Find which channels worked for your competitors 
and which not. 
• Don’t fall in the product dev trap. 
• Test as fast as possible all the worthwhile channels. 
• Find one that really works. 
• After the growth curve of a channel flattens, move 
on.
Viral Product Marketing 
•Build your viral loops early on 
•Plant them into your product 
•Continuously track and optimize: 
•The number of invitations each user sends 
•The conversion rate 
•How long it takes a user to start inviting others 
•How long it takes a user to convert from an 
invitation 
•At which point you ask the user to send an 
invitation
Viral Product Marketing 
The referrals program encourages inviting friends by giving both the 
sender and recipient $25 of travel credit at Airbnb when the invited 
user completes their first trip.
Viral Product Marketing 
In the beginning it wasn’t performing so good, but they 
decided to optimise it… 
Hooray, A/B Testing :)
Viral Product Marketing 
They also launched it on all of their platforms - Not so many do it 
by the way… 
These guys know about 
personalization! WOW!
Viral Product Marketing 
Airbnb increased overall bookings 
by 25% in some markets, and 
signups and bookings from the 
program itself by 300%.
Paid Acquisition 
If you go for Google Adwords… 
• Search first what your competition 
uses for the Title & Meta- 
Description 
• Target keywords for conferences 
or events related to your target 
customers (they will be cheaper) 
• Create dedicated landing pages 
and make sure that your ad’s title 
is the same with the pages 
headline. 
If you go for Facebook… 
• Do not boost your post! 
Targeting is limited. 
• Use the Power Editor and 
test multiple variations of 
your ad. 
• Leverage retargeting. 
Facebook retargeting have 
most of the times lower CPC 
than normal retargeting.
Content Hacking 
• Promoting your content is everything. 
• Do not post your best content. Instead let other bigger blogs to post it. 
• Start targeting small blogs in your niche and find those that 
contributing to the big players. 
• Spend no more than 4 hours for each post. 
• Copy your competition. 
• Write longer copy (1,500 - 2,000 words). 
• Don’t be afraid to share everything that worked for you. 
• Put a calendar and stick to it. 
• Niche blogging will decrease your traffic, but increase monetisation. 
• And yes Infographics, do still outperform. 
Give Value For Free
Content Hacking + Paid FB = 
1. Create a high value 
piece of content 
2. Promote it on FB 
using the Power Editor 
3. Put the FB retargeting pixel 
in your site and let people in 
4. Run a new campaign to 
those that visited your site 
5. Send them to a conversion 
optimised landing page
Content Hacking + Paid FB = 
This is how we increased the 
signups by 21% through the webinar 
channel for one of our SaaS clients.
Growth Hacking Tools
Analytics 
Google Analytics KISSmetrics 
Mixpanel Geckoboard
Qualitative Analytics 
crazyegg (Heatmaps) APPSUMO (Heatmaps) 
Qualaroo (VOC)
A/B Testing 
Google Analytics Optimizely 
Visual Website Optimizer
Landing Pages 
unbounce Lead Pages 
Instapage WordPress
Onboarding and Customer 
Engagement 
customer.io intercom.io
Live Chat 
Olark Chat
Email Marketing 
Mailchimp 
AWeber 
Mandrill SendGrid
Content Hacking 
Buzzsumo 
APPSUMO (Headlines) 
Copywriting Skills 
for Pitching 
Bloggers via Email 
YOU 
Sniply
Social Hacking 
Twitter Analytics Flutter App 
Follower Frenzy buffer
The #1 most important tool 
is your creativity.
DO NOT BELIEVE 
ANYTHING OF WHAT 
I JUST TOLD YOU. 
GO TEST IT. 
Thanks guys, you rock! m/

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Grow Hack Athens Pt.1: Growth Hacking For Web Apps

  • 1. GROW HACK ATHENS Organised with by GrowthRocks Hosted with at
  • 2. Part 1: Growth Hacking For Web Apps Savvas Zortikis Growth Hacker Part 2: Growth Hacking For Mobile Apps Theodore Moulos COO at Pinnatta
  • 3. Part 1: Growth Hacking For Web Apps Savvas Zortikis Growth Hacker ! Email: savvas@growthrocks.com Skype: savvas.z Twitter: @SavvasZortikis
  • 4. For Questions… 1. Tell us to shut up and listen to you no instructions for that… sorry
  • 5. For Questions… 2. Ask us at the event’s landing page - Go to growthrocks.com/athens - Scroll down and leave a Facebook comment - Tag your team mates to read the answer
  • 6. For Questions… 3. Ask us at Twitter - Mention @growthrocks - Put the #GrowHackAth hashtag - Mention your team mates to read the answer
  • 7. Psssttt… Saaaaavvaas, give people their HACKNOTES!
  • 8. What I’m Going To Show You… • A Quick Introduction • What Is Growth Hacking? • What Is A Growth Hacker • Where Does Growth Hacking Fit? • Everything Leads To A Funnel • Distribution Is Everything • Growth Hacking Tools
  • 10. Common Scenario In Many Tech Accelerators The original idea gets no traction. Pivot. New product dev. Launch to same list and channels. No signups. No paid customers. No traction. Again. And again… and again…
  • 11. Common Scenario In Many Tech Accelerators They learn about Growth Hacking and start using it.
  • 13. Common Scenario In Many Tech Accelerators After that point, they see that their original idea is “sticky” but their activation and distribution process sucks as well as they haven’t built even a single viral loop.
  • 14. What Is Growth Hacking?
  • 15. What Is Growth Hacking? Let me show you how I advertised GrowthRocks in TechCrunch. For Free.
  • 16. What Is Growth Hacking? We ran Sniply for 1 week and increased our blog traffic by 6% as well as gathered more than 15 emails in a day.
  • 17. What Is Growth Hacking? Growth Hacking is the mindset behind finding clever, original or inventive ways in order to plant growth in a product or service, through the use of data, technology and sometimes a system’s weakness exploitation.
  • 18. What Is A Growth Hacker?
  • 19. What Is A Growth Hacker?
  • 20. What Is A Growth Hacker? Marketing Analytics, A/B Testing, Conversion Optimization, SEO, Copywriting, Email Marketing, Social Media Data Analysis Spreadsheets, Statistics, SQL, NoSQL, Pandas Coding HTML, CSS, JS, jQuery, APIs, Scripting Languages
  • 21. Where Does Growth Hacking Fit?
  • 22. Growth Hacking At All Stages The Startup Pyramid Growth Hacking Growth Hacking Growth Hacking
  • 23. Product/Market Fit Is The Only Thing That Matters.
  • 24. Even For Product / Market Fit… •Measure everything from the very beginning •Build your new features using A/B Testing and keep only those that impact the lowest level of your funnel •Prefer open design versus closed design •Test like crazy your distribution channels
  • 25. Even For Product / Market Fit… Facebook is a king of open design
  • 27. The Growth Funnel (aka AARRR) ACQUISITION ACTIVATION RETENTION REVENUE REFERRALS
  • 28. Common Funnel SIGN UP USE PRODUCT EVALUATE INVITE
  • 29. Reverse Funnel “The goal is to shorten the time to your WOW moment” USE PRODUCT SIGN UP EVALUATE INVITE
  • 31. Reverse Invitation Funnel SIGN UP INVITE USE PRODUCT EVALUATE
  • 33. It’s Like A Puzzle Game INVITE SIGN UP USE PRODUCT EVALUATE PAY …
  • 35. Distribution is everything. • Find which channels worked for your competitors and which not. • Don’t fall in the product dev trap. • Test as fast as possible all the worthwhile channels. • Find one that really works. • After the growth curve of a channel flattens, move on.
  • 36. Viral Product Marketing •Build your viral loops early on •Plant them into your product •Continuously track and optimize: •The number of invitations each user sends •The conversion rate •How long it takes a user to start inviting others •How long it takes a user to convert from an invitation •At which point you ask the user to send an invitation
  • 37. Viral Product Marketing The referrals program encourages inviting friends by giving both the sender and recipient $25 of travel credit at Airbnb when the invited user completes their first trip.
  • 38. Viral Product Marketing In the beginning it wasn’t performing so good, but they decided to optimise it… Hooray, A/B Testing :)
  • 39. Viral Product Marketing They also launched it on all of their platforms - Not so many do it by the way… These guys know about personalization! WOW!
  • 40. Viral Product Marketing Airbnb increased overall bookings by 25% in some markets, and signups and bookings from the program itself by 300%.
  • 41. Paid Acquisition If you go for Google Adwords… • Search first what your competition uses for the Title & Meta- Description • Target keywords for conferences or events related to your target customers (they will be cheaper) • Create dedicated landing pages and make sure that your ad’s title is the same with the pages headline. If you go for Facebook… • Do not boost your post! Targeting is limited. • Use the Power Editor and test multiple variations of your ad. • Leverage retargeting. Facebook retargeting have most of the times lower CPC than normal retargeting.
  • 42. Content Hacking • Promoting your content is everything. • Do not post your best content. Instead let other bigger blogs to post it. • Start targeting small blogs in your niche and find those that contributing to the big players. • Spend no more than 4 hours for each post. • Copy your competition. • Write longer copy (1,500 - 2,000 words). • Don’t be afraid to share everything that worked for you. • Put a calendar and stick to it. • Niche blogging will decrease your traffic, but increase monetisation. • And yes Infographics, do still outperform. Give Value For Free
  • 43. Content Hacking + Paid FB = 1. Create a high value piece of content 2. Promote it on FB using the Power Editor 3. Put the FB retargeting pixel in your site and let people in 4. Run a new campaign to those that visited your site 5. Send them to a conversion optimised landing page
  • 44. Content Hacking + Paid FB = This is how we increased the signups by 21% through the webinar channel for one of our SaaS clients.
  • 46. Analytics Google Analytics KISSmetrics Mixpanel Geckoboard
  • 47. Qualitative Analytics crazyegg (Heatmaps) APPSUMO (Heatmaps) Qualaroo (VOC)
  • 48. A/B Testing Google Analytics Optimizely Visual Website Optimizer
  • 49. Landing Pages unbounce Lead Pages Instapage WordPress
  • 50. Onboarding and Customer Engagement customer.io intercom.io
  • 52. Email Marketing Mailchimp AWeber Mandrill SendGrid
  • 53. Content Hacking Buzzsumo APPSUMO (Headlines) Copywriting Skills for Pitching Bloggers via Email YOU Sniply
  • 54. Social Hacking Twitter Analytics Flutter App Follower Frenzy buffer
  • 55. The #1 most important tool is your creativity.
  • 56. DO NOT BELIEVE ANYTHING OF WHAT I JUST TOLD YOU. GO TEST IT. Thanks guys, you rock! m/