This presentation should give you a good overview of the different steps to grow your company. It includes a growth process from analysis, to north star metric, backlog and prioritization to a growth plan. Get structured, grow your business.

1. Traction,
More
Traction!

2. Hello!
My name is Klaus-M.
SCHREMSER
A lot of my gray hair is coming from being
a serial entrepreneur for 20+ years

3. Why AM I Here?

4. Rely on trustworthy
partners / Friends

6. 15 Years = Long Time to collect Experiences
Hire & FIRE, TEam, Strategy, M&A

7. 15 Years = Long Time to collect Skills
× 25m € in the Sales Department
× Lead Marketing Department too
× HR: Hired around 100 and laid off at least 25
× Enterprise projects up to 2,000 person days
× Business strategy - not often enough!!
× Funding & Finances
× M&A under U.S. law

8. Family
Three *3* Foundations of MY Life
Business
Lifelong learning 📚 is
the base for success.
“Not all readers
become leaders, but all
leaders must be
readers.”
Harry Truman
Sports
“Healthy mind needs
a healthy body.”
Triathlon taught me
having plans, goals
and execution.
Do Sports!

9. Three *3* Foundations in Life
The Work-Life-BAlance
you must have!
Else No Jedi you will
become.

10. “Passion, team and
traction are the main
components for
business success. 😉”

11. “Passion, team and
traction are the main
components for
business success. 😉”
Reason
for
Failure

12. ● STILL NEED a GREAT product!
● Find Value Proposition FOR PRODUCT
● Build an amazing brand
BEFORE TRACTION ...

13. BEFORE TRACTION ...
● STILL NEED a GREAT product!
● Find Value Proposition FOR PRODUCT
● Build an amazing brand
EASY, AYE?

14. BEFORE TRACTION ...
EASY, AYE?
🦄

15. SALES has clear
numbers and goals

16. Tamir ISRAELY 🚀
Growth Hacker #1
And founder of
Hackabu.com** Biggest growth hacking service company in Austria!

17. Tamir ISRAELY 🚀
Growth Hacker #1
And founder of
Hackabu.com** Biggest growth hacking service company in Austria!
Gather Smarter
people around you,
then you are!

18. Approach of scaling your traction/business
(user or revenue) by using growth tactics with
an interdisciplinary team, using a data-driven
approach and conducting fast-to-fail
experiments in form of a process.
Growth

19. Approach of scaling your traction (user or
revenue) by using growth tactics with an
interdisciplinary team, using a data-driven
approach and conducting fast-to-fail
experiments in form of a process.
GrowthYou can only SCALE
what has already
a
Product-Market-Fit

20. Why do we need Growth hacking???
× Lack of resources

21. Why do we need Growth hacking???
× Lack of resources
× Lack of budget

22. Why do we need Growth hacking???
× Lack of resources
× Lack of budget
× Lack of ideas
where traction is
hiding?

23. Scale an E-Shop*
Whoa! Already millions in revenue. Grow it!
1st job as a growth hacker
* Let’s call it buyme.shop

24. “ There are no Silver Bullets ”
So implement a Process
not TACTICS

25. Growth Iceberg
What people don’t see!
What people see!
Free, cheap hacks!
Quick wins
Process
People & Culture
Metrics & Tracking
Lean Startup Agile Projects
Learning
Tactics

26. Growth process
Business
Analysis
Compet
itive
Analysis
+
Persona
Backlo
g &
Prioriti
sation
North
Star
Metrics
Growth
plan

27. Growth process
Business
Analysis
Compet
itive
Analysis
Backlo
g &
Prioriti
sation
North
Star
Metrics
Growth
plan
Execute, Measure, Learn & Repeat

28. Step #1 - Analyse Business + Web ASSETs + DATA
× What are the products and what value do they
deliver to their customers
× What is the business model, pricing and
margins! (Oh God, the margins!!)
× Analyse the sales funnel.
× Do you track all your numbers?
× Google Analytics is sooo powerful

29. Step #1 - Business Analysis Of “BUYME.shop”
× Good products
× No huge differentiation (brand problem!)
× Margins are average
× High CPC for Paid Ads (!)
× High drop-out rate in sales funnel (!)
× Conversion was below industry average (3%)
× NO CONVERSION Tracking!

30. Learn how to use
Google Analystics or
similar tool !!!

31. Analyse your Sales funnel- Conversions!
Landing Page Signup Purchase$$
Direct Traffic 1,000 (100%) 200 (20%) 7 (7%)
Paid Ads 2,300 (100%) 150 (6.5%) 10 (0.4%)
Email Marketing 250 (100%) 95 (38%) 16 (6.4%)

32. Analyse Competitors - find unutilised Channels
you

33. Place your screenshot here
Step #2
Understand
Your
customer!
Talk to your customers
& create personas!

34. Buyme.shop - We Identified 3 Personas
■ Cosmetics fans
■ Travel & sun
■ Stay healthy

35. Step #3
North star MetricsOne Metric That Matters
Get it up to 3%
1.63%Conversion rate

36. Which METRICS are
SuPPORTING YOUR OMTM?
21% Newsletter OPEN RATE
(24% AVG)
79% Cart ABANDON RATE
(69% AVG)
FROM x00.000 customers
Revenue came from x.000
CART SIZE was 70€
How to INCREASE TO 100€?

37. Step #4 CREATE A GROWth HACKS BACKLOG w/ Team
Backlog
Create a backlog of
growth hacks
AARRR
Use the AARRR framework
to find the right places to
grow
Traction channels
Use the traction channels
to spill ideas.
Metrics
Things you can do to
improve those KPI
Ideas
Bring together your
complete team and
brainstorm ideas for
growth hacks
ICE
Prioritize the ideas based
on Impact, Confidence and
Ease of Implementation
(and available resources)

38. WHAT IS
MISSING?
Use the AARRR-Framework
to address problem zones
In your funnel

39. Use 19 Traction Channels $$$ (Great Book!)
➔ Targeting Blogs
➔ Viral Marketing
➔ SEO
➔ SEM
➔ Social & Display Ads
➔ Email Marketing
➔ Partnership
➔ PR
➔ Unconventional PR
➔ Offline Ads
➔ Existing Platform / Seeding
➔ Tradeshows
➔ Speaking Engagements
➔ Community Building
➔ Sales
➔ Affiliate Program
➔ Engineering As Marketing
➔ Content Marketing
➔ Snail Mail

40. Backlog

41. STEP #5 - 90 DAYS Growth plan (+ Sprints)
× Month 1
Experiment: Implement cart abandoning flows
(conversion +0.75%) ...
× Month 2
Experiment: Add hint for related products to
cart (cart size +15€) ...
× Month 3
Experiment: Separate shops based on topics ..

42. ➔ As these are experiments
➔ analyse regularly!!
➔ Scale Successful hacks
➔ Write down Learnings

43. +20,000€ p.m.Adding cart abandoned emails led to
240,000€ more revenue per year
(3 days work)

44. Search for
“Growth Hacks”
You will find 100s of resources.
But remember
⇒ Process is the way to go!
What are the best Growth hacks for me?

45. I give u Some b2b Growth hacks to start with
× Linkedin scraping for decision makers + email outreach + email
based audience for paid ads
× Personalized landing page per segment and business sector
× Partnership with niche blogs - Targeting placements
× Web scraping
× Q&A websites
× Content Marketing & Email Marketing
× Leadfeeder or Albacross in your website
* GDPR not included 😂

46. To SUM
Up
1. Dedicate A TEAM for Growth
2. YOU NEED A PROCESS!
3. Analyse Funnel+CustomerS
4. CREATE Backlog + 1 METRIC TM
5. EXECUTE Growth plan
6. MeaSURE, LEARN, REPEAT !!!

47. Growth Hackers are T-shaped marketeers.
They are experts in 1-2 things and barely
know the rest ;).
BEFORE YOU ASK - A Secret about GHs

48. Still
Questions?
:-)

49. WE SCALE PRE-SERIES A BUSINESS THROUGH
TEAM → PRODUCT → TRACTION.
Connect w/ me for more info.
The Scaling

50. THANKS!Any questions?
You can find me at @webcms & klaus@schremser.com
If Growth Hacking is your next stop, contact alex@hackabu.com

51. Credits
Special thanks to all the people who made and
released these awesome resources for free:
× Presentation template by SlidesCarnival
× Photographs by Startupstockphotos