SlideShare a Scribd company logo

Startup Launch - Key Steps to Success

•
•
Sean Ellis
Sean Ellis

Based on the process used to launch several successful startups including two that have gone on to file for NASDAQ IPOs (Uproar in 2000 and LogMeIn in 2008 - pending). Recent companies implementing the methodology have included Dropbox (runner up for best startup in 2008 at the Crunchies), Xobni and Eventbrite. Ideally it is implemented in a company’s first six months of customer engagement, but it can often be used to boost results at any stage.

Business
1 of 19
Startup Marketing Using Metrics Driven Customer Development to Reach Your Startup’s Full Potential Sean Ellis Principal at 12in6 Startup Launch Accelerator Email: sean@12in6.com Blog: Startup-Marketing.com
First six months of customer engagement most critical for reaching your full potential Blog: Startup-Marketing.com
[object Object],[object Object],[object Object],[object Object],Typical execution first six months Blog: Startup-Marketing.com
[object Object],[object Object],[object Object],[object Object],Typical Results Blog: Startup-Marketing.com
80% of typical startup launch efforts are a waste of time and money 80/20 Rule Applies Blog: Startup-Marketing.com
12in6 Methodology Concentrate effort & resources into 20% that matters, when it matters Blog: Startup-Marketing.com
[object Object],[object Object],[object Object],12in6 Methodology Results Blog: Startup-Marketing.com
12in6 Methodology: The Sequence 1 ) Survey Driven Discovery 3) Experiment driven Growth 2) Metrics Driven Iteration 12in6 Methodology builds momentum Blog: Startup-Marketing.com
12in6 Methodology: The Metrics ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Focus on actionable metrics that drive decisions to improve results Blog: Startup-Marketing.com
Evolving Over Several Startups… … and continues to evolve Blog: Startup-Marketing.com Startup When My Role Description Stage Uproar 1996 - 2001 VP Marketing Worldwide Leader Online Games ’00 -’01 NASDAQ IPO in 2000, Acquired by Vivendi Universal LogMeIn 2003 - 2008 VP Marketing 50M active installs for remote access Filed for NASDAQ IPO in Jan 2008 (pending) Xobni Jan 2008 - Current VP Marketing Interim, Advisor Leader Email Contact Profiles VC (A) – Khosla Ventures, FRC Eventbrite Aug 2008 – Feb 2009 Acceleration program Event Ticketing Platform VC (A) – European Founders’ Fund Dropbox Sep 2008 - Current Launch program Cloud/PC/Mac file/folder Sync VC (A) - Sequoia
Survey Driven Discovery Attract the right users who are passionate about your solution Blog: Startup-Marketing.com
Survey Driven Discovery Your passionate users hold the keys to unleashing massive customer adoption * The Four Steps to the Epiphany by Steven Blank recommended for early customer development. Blog: Startup-Marketing.com Why do they love it? Need/Problem? Messaging that gets more “must have” users? Which users say: “Must Have”?
Metrics Driven Iteration Reduce barriers, streamline experience, maximize average revenue per visitor Blog: Startup-Marketing.com
Metrics Driven Iteration X% X% Iterate flow to eliminate barriers that prevent gratification and transactions Blog: Startup-Marketing.com
Experiment Driven Growth Discover scalable, profitable customer acquisition channels Blog: Startup-Marketing.com
Develop Free Channels First ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Blog: Startup-Marketing.com
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Then Test Paid Channels ,[object Object],[object Object],Blog: Startup-Marketing.com
Budget For Profitable Growth ,[object Object],[object Object],[object Object],[object Object],With the 12in6 Methodology you should always invest for a positive ROI – but payback period changes by strategy. Blog: Startup-Marketing.com
Need More Help? ,[object Object],[object Object],What is 12in6? 12in6 uses a metrics driven approach to help startups gain customer traction and build long-term momentum. The name represents the objective of achieving twelve months of customer development progress in only six months of execution. Sean Ellis Email: sean@12in6.com Blog: Startup-Marketing.com Learn More About 12in6

Recommended

Startup Metrics for Mobile Pirates #MOAARRR by Edith Yeung / 500 Mobile Colle...
Startup Metrics for Mobile Pirates #MOAARRR by Edith Yeung / 500 Mobile Colle...Startup Metrics for Mobile Pirates #MOAARRR by Edith Yeung / 500 Mobile Colle...
Startup Metrics for Mobile Pirates #MOAARRR by Edith Yeung / 500 Mobile Colle...Edith Yeung
 
Startup & VC Tech Trends
Startup & VC Tech Trends Startup & VC Tech Trends
Startup & VC Tech Trends Dave McClure
 
Gcvi presentation clean
Gcvi presentation cleanGcvi presentation clean
Gcvi presentation cleanToby Lewis
 
Gcvi presentation clean
Gcvi presentation cleanGcvi presentation clean
Gcvi presentation cleanToby Lewis
 
Patterns of Successful Angel Investing by Simeon Simeonov
Patterns of Successful Angel Investing by Simeon SimeonovPatterns of Successful Angel Investing by Simeon Simeonov
Patterns of Successful Angel Investing by Simeon SimeonovSimeon Simeonov
 
Building Startup Ecosystems + Investing in Tech Startups
Building Startup Ecosystems + Investing in Tech StartupsBuilding Startup Ecosystems + Investing in Tech Startups
Building Startup Ecosystems + Investing in Tech StartupsDave McClure
 
Acquire New Users with Better Activation
Acquire New Users with Better ActivationAcquire New Users with Better Activation
Acquire New Users with Better ActivationConrad Wadowski
 
Startup Metrics for Pirates
Startup Metrics for PiratesStartup Metrics for Pirates
Startup Metrics for PiratesDave McClure
 

Recommended

Startup Metrics for Mobile Pirates #MOAARRR by Edith Yeung / 500 Mobile Colle...
Startup Metrics for Mobile Pirates #MOAARRR by Edith Yeung / 500 Mobile Colle...Startup Metrics for Mobile Pirates #MOAARRR by Edith Yeung / 500 Mobile Colle...
Startup Metrics for Mobile Pirates #MOAARRR by Edith Yeung / 500 Mobile Colle...Edith Yeung
 
Startup & VC Tech Trends
Startup & VC Tech Trends Startup & VC Tech Trends
Startup & VC Tech Trends Dave McClure
 
Gcvi presentation clean
Gcvi presentation cleanGcvi presentation clean
Gcvi presentation cleanToby Lewis
 
Gcvi presentation clean
Gcvi presentation cleanGcvi presentation clean
Gcvi presentation cleanToby Lewis
 
Patterns of Successful Angel Investing by Simeon Simeonov
Patterns of Successful Angel Investing by Simeon SimeonovPatterns of Successful Angel Investing by Simeon Simeonov
Patterns of Successful Angel Investing by Simeon SimeonovSimeon Simeonov
 
Building Startup Ecosystems + Investing in Tech Startups
Building Startup Ecosystems + Investing in Tech StartupsBuilding Startup Ecosystems + Investing in Tech Startups
Building Startup Ecosystems + Investing in Tech StartupsDave McClure
 
Acquire New Users with Better Activation
Acquire New Users with Better ActivationAcquire New Users with Better Activation
Acquire New Users with Better ActivationConrad Wadowski
 
Startup Metrics for Pirates
Startup Metrics for PiratesStartup Metrics for Pirates
Startup Metrics for PiratesDave McClure
 
10 Challenges for Emerging Market Startup Ecosystems
10 Challenges for Emerging Market Startup Ecosystems10 Challenges for Emerging Market Startup Ecosystems
10 Challenges for Emerging Market Startup EcosystemsDave McClure
 
30 Brilliant marketing growth hack cards.
30 Brilliant marketing growth hack cards.30 Brilliant marketing growth hack cards.
30 Brilliant marketing growth hack cards.ClavainSkade
 
Setting and Achieving Growth Goals
Setting and Achieving Growth GoalsSetting and Achieving Growth Goals
Setting and Achieving Growth GoalsSean Ellis
 
21 Actionable Growth Hacking Tactics
21 Actionable Growth Hacking Tactics21 Actionable Growth Hacking Tactics
21 Actionable Growth Hacking TacticsJon Yongfook
 
Upfront LP Survey of the Venture Capital & Startup Industry
Upfront LP Survey of the Venture Capital & Startup IndustryUpfront LP Survey of the Venture Capital & Startup Industry
Upfront LP Survey of the Venture Capital & Startup IndustryMark Suster
 
Investment Thesis Fundamentals (April 2016)
Investment Thesis Fundamentals (April 2016)Investment Thesis Fundamentals (April 2016)
Investment Thesis Fundamentals (April 2016)Dave McClure
 
Mobile Is Eating the World (2016)
Mobile Is Eating the World (2016)Mobile Is Eating the World (2016)
Mobile Is Eating the World (2016)a16z
 
Agile Marketing Meetup: Moving Beyond the Marketing Plan So You Remain Relevant
Agile Marketing Meetup: Moving Beyond the Marketing Plan So You Remain RelevantAgile Marketing Meetup: Moving Beyond the Marketing Plan So You Remain Relevant
Agile Marketing Meetup: Moving Beyond the Marketing Plan So You Remain RelevantSean Ellis
 
Stacking the Odds for Authentic Growth
Stacking the Odds for Authentic GrowthStacking the Odds for Authentic Growth
Stacking the Odds for Authentic GrowthSean Ellis
 
Growth Hacking Basics
Growth Hacking BasicsGrowth Hacking Basics
Growth Hacking BasicsMorgan Brown
 
Ultimate Guide to Funnel Optimization
Ultimate Guide to Funnel OptimizationUltimate Guide to Funnel Optimization
Ultimate Guide to Funnel OptimizationSean Johnson
 
The Art & Science of Growth Hacking
The Art & Science of Growth HackingThe Art & Science of Growth Hacking
The Art & Science of Growth HackingDavid Skok
 
Hacking CT Lessons Learned H4Dip Stanford 2016
Hacking CT Lessons Learned H4Dip Stanford 2016Hacking CT Lessons Learned H4Dip Stanford 2016
Hacking CT Lessons Learned H4Dip Stanford 2016Stanford University
 
WTF?
WTF? WTF?
WTF? Tim O'Reilly
 
What is Digital Strategy?
What is Digital Strategy?What is Digital Strategy?
What is Digital Strategy?Julian Cole
 
When & How to Raise Venture Capital
When & How to Raise Venture CapitalWhen & How to Raise Venture Capital
When & How to Raise Venture CapitalNew York University
 
29 Growth Hacking Quick Wins
29 Growth Hacking Quick Wins29 Growth Hacking Quick Wins
29 Growth Hacking Quick WinsMattan Griffel
 
Lean Analytics Cycle
Lean Analytics CycleLean Analytics Cycle
Lean Analytics CycleHiten Shah
 
Mark Zuckerberg vs. the Average 30-Year-Old Man
Mark Zuckerberg vs. the Average 30-Year-Old ManMark Zuckerberg vs. the Average 30-Year-Old Man
Mark Zuckerberg vs. the Average 30-Year-Old ManMashable
 
Growing great schools: what has the most impact?
Growing great schools: what has the most impact?Growing great schools: what has the most impact?
Growing great schools: what has the most impact?Ofsted
 
Using Your Growth Model to Drive Smarter High Tempo Testing
Using Your Growth Model to Drive Smarter High Tempo TestingUsing Your Growth Model to Drive Smarter High Tempo Testing
Using Your Growth Model to Drive Smarter High Tempo TestingSean Ellis
 
Product Driven Growth from Lean Product Meetup
Product Driven Growth from Lean Product MeetupProduct Driven Growth from Lean Product Meetup
Product Driven Growth from Lean Product MeetupSean Ellis
 

More Related Content

Viewers also liked

10 Challenges for Emerging Market Startup Ecosystems
10 Challenges for Emerging Market Startup Ecosystems10 Challenges for Emerging Market Startup Ecosystems
10 Challenges for Emerging Market Startup EcosystemsDave McClure
 
30 Brilliant marketing growth hack cards.
30 Brilliant marketing growth hack cards.30 Brilliant marketing growth hack cards.
30 Brilliant marketing growth hack cards.ClavainSkade
 
Setting and Achieving Growth Goals
Setting and Achieving Growth GoalsSetting and Achieving Growth Goals
Setting and Achieving Growth GoalsSean Ellis
 
21 Actionable Growth Hacking Tactics
21 Actionable Growth Hacking Tactics21 Actionable Growth Hacking Tactics
21 Actionable Growth Hacking TacticsJon Yongfook
 
Upfront LP Survey of the Venture Capital & Startup Industry
Upfront LP Survey of the Venture Capital & Startup IndustryUpfront LP Survey of the Venture Capital & Startup Industry
Upfront LP Survey of the Venture Capital & Startup IndustryMark Suster
 
Investment Thesis Fundamentals (April 2016)
Investment Thesis Fundamentals (April 2016)Investment Thesis Fundamentals (April 2016)
Investment Thesis Fundamentals (April 2016)Dave McClure
 
Mobile Is Eating the World (2016)
Mobile Is Eating the World (2016)Mobile Is Eating the World (2016)
Mobile Is Eating the World (2016)a16z
 
Agile Marketing Meetup: Moving Beyond the Marketing Plan So You Remain Relevant
Agile Marketing Meetup: Moving Beyond the Marketing Plan So You Remain RelevantAgile Marketing Meetup: Moving Beyond the Marketing Plan So You Remain Relevant
Agile Marketing Meetup: Moving Beyond the Marketing Plan So You Remain RelevantSean Ellis
 
Stacking the Odds for Authentic Growth
Stacking the Odds for Authentic GrowthStacking the Odds for Authentic Growth
Stacking the Odds for Authentic GrowthSean Ellis
 
Growth Hacking Basics
Growth Hacking BasicsGrowth Hacking Basics
Growth Hacking BasicsMorgan Brown
 
Ultimate Guide to Funnel Optimization
Ultimate Guide to Funnel OptimizationUltimate Guide to Funnel Optimization
Ultimate Guide to Funnel OptimizationSean Johnson
 
The Art & Science of Growth Hacking
The Art & Science of Growth HackingThe Art & Science of Growth Hacking
The Art & Science of Growth HackingDavid Skok
 
Hacking CT Lessons Learned H4Dip Stanford 2016
Hacking CT Lessons Learned H4Dip Stanford 2016Hacking CT Lessons Learned H4Dip Stanford 2016
Hacking CT Lessons Learned H4Dip Stanford 2016Stanford University
 
What is Digital Strategy?
What is Digital Strategy?What is Digital Strategy?
What is Digital Strategy?Julian Cole
 
When & How to Raise Venture Capital
When & How to Raise Venture CapitalWhen & How to Raise Venture Capital
When & How to Raise Venture CapitalNew York University
 
29 Growth Hacking Quick Wins
29 Growth Hacking Quick Wins29 Growth Hacking Quick Wins
29 Growth Hacking Quick WinsMattan Griffel
 
Lean Analytics Cycle
Lean Analytics CycleLean Analytics Cycle
Lean Analytics CycleHiten Shah
 
Mark Zuckerberg vs. the Average 30-Year-Old Man
Mark Zuckerberg vs. the Average 30-Year-Old ManMark Zuckerberg vs. the Average 30-Year-Old Man
Mark Zuckerberg vs. the Average 30-Year-Old ManMashable
 
Growing great schools: what has the most impact?
Growing great schools: what has the most impact?Growing great schools: what has the most impact?
Growing great schools: what has the most impact?Ofsted
 

Viewers also liked (20)

10 Challenges for Emerging Market Startup Ecosystems
10 Challenges for Emerging Market Startup Ecosystems10 Challenges for Emerging Market Startup Ecosystems
10 Challenges for Emerging Market Startup Ecosystems
 
30 Brilliant marketing growth hack cards.
30 Brilliant marketing growth hack cards.30 Brilliant marketing growth hack cards.
30 Brilliant marketing growth hack cards.
 
Setting and Achieving Growth Goals
Setting and Achieving Growth GoalsSetting and Achieving Growth Goals
Setting and Achieving Growth Goals
 
21 Actionable Growth Hacking Tactics
21 Actionable Growth Hacking Tactics21 Actionable Growth Hacking Tactics
21 Actionable Growth Hacking Tactics
 
Upfront LP Survey of the Venture Capital & Startup Industry
Upfront LP Survey of the Venture Capital & Startup IndustryUpfront LP Survey of the Venture Capital & Startup Industry
Upfront LP Survey of the Venture Capital & Startup Industry
 
Investment Thesis Fundamentals (April 2016)
Investment Thesis Fundamentals (April 2016)Investment Thesis Fundamentals (April 2016)
Investment Thesis Fundamentals (April 2016)
 
Mobile Is Eating the World (2016)
Mobile Is Eating the World (2016)Mobile Is Eating the World (2016)
Mobile Is Eating the World (2016)
 
Agile Marketing Meetup: Moving Beyond the Marketing Plan So You Remain Relevant
Agile Marketing Meetup: Moving Beyond the Marketing Plan So You Remain RelevantAgile Marketing Meetup: Moving Beyond the Marketing Plan So You Remain Relevant
Agile Marketing Meetup: Moving Beyond the Marketing Plan So You Remain Relevant
 
Stacking the Odds for Authentic Growth
Stacking the Odds for Authentic GrowthStacking the Odds for Authentic Growth
Stacking the Odds for Authentic Growth
 
Growth Hacking Basics
Growth Hacking BasicsGrowth Hacking Basics
Growth Hacking Basics
 
Ultimate Guide to Funnel Optimization
Ultimate Guide to Funnel OptimizationUltimate Guide to Funnel Optimization
Ultimate Guide to Funnel Optimization
 
The Art & Science of Growth Hacking
The Art & Science of Growth HackingThe Art & Science of Growth Hacking
The Art & Science of Growth Hacking
 
Hacking CT Lessons Learned H4Dip Stanford 2016
Hacking CT Lessons Learned H4Dip Stanford 2016Hacking CT Lessons Learned H4Dip Stanford 2016
Hacking CT Lessons Learned H4Dip Stanford 2016
 
WTF?
WTF? WTF?
WTF?
 
What is Digital Strategy?
What is Digital Strategy?What is Digital Strategy?
What is Digital Strategy?
 
When & How to Raise Venture Capital
When & How to Raise Venture CapitalWhen & How to Raise Venture Capital
When & How to Raise Venture Capital
 
29 Growth Hacking Quick Wins
29 Growth Hacking Quick Wins29 Growth Hacking Quick Wins
29 Growth Hacking Quick Wins
 
Lean Analytics Cycle
Lean Analytics CycleLean Analytics Cycle
Lean Analytics Cycle
 
Mark Zuckerberg vs. the Average 30-Year-Old Man
Mark Zuckerberg vs. the Average 30-Year-Old ManMark Zuckerberg vs. the Average 30-Year-Old Man
Mark Zuckerberg vs. the Average 30-Year-Old Man
 
Growing great schools: what has the most impact?
Growing great schools: what has the most impact?Growing great schools: what has the most impact?
Growing great schools: what has the most impact?
 

More from Sean Ellis

Using Your Growth Model to Drive Smarter High Tempo Testing
Using Your Growth Model to Drive Smarter High Tempo TestingUsing Your Growth Model to Drive Smarter High Tempo Testing
Using Your Growth Model to Drive Smarter High Tempo TestingSean Ellis
 
Product Driven Growth from Lean Product Meetup
Product Driven Growth from Lean Product MeetupProduct Driven Growth from Lean Product Meetup
Product Driven Growth from Lean Product MeetupSean Ellis
 
Building a Company-Wide Growth Culture: SaaStr Annual 2016
Building a Company-Wide Growth Culture: SaaStr Annual 2016Building a Company-Wide Growth Culture: SaaStr Annual 2016
Building a Company-Wide Growth Culture: SaaStr Annual 2016Sean Ellis
 
SaaSFest 2015: Accelerating Organic Growth Through High Tempo Testing
SaaSFest 2015: Accelerating Organic Growth Through High Tempo TestingSaaSFest 2015: Accelerating Organic Growth Through High Tempo Testing
SaaSFest 2015: Accelerating Organic Growth Through High Tempo TestingSean Ellis
 
Scaling Authentic Growth - How Product and Marketing Work Together to Drive G...
Scaling Authentic Growth - How Product and Marketing Work Together to Drive G...Scaling Authentic Growth - How Product and Marketing Work Together to Drive G...
Scaling Authentic Growth - How Product and Marketing Work Together to Drive G...Sean Ellis
 
Building the Ultimate Full Company Growth Team
Building the Ultimate Full Company Growth TeamBuilding the Ultimate Full Company Growth Team
Building the Ultimate Full Company Growth TeamSean Ellis
 
Product Meets Growth - How Product Teams Are Key To Driving Sustainable Growth
Product Meets Growth - How Product Teams Are Key To Driving Sustainable GrowthProduct Meets Growth - How Product Teams Are Key To Driving Sustainable Growth
Product Meets Growth - How Product Teams Are Key To Driving Sustainable GrowthSean Ellis
 
High Tempo Testing
High Tempo TestingHigh Tempo Testing
High Tempo TestingSean Ellis
 
Busting the Myth of Growth Hacking Magic
Busting the Myth of Growth Hacking MagicBusting the Myth of Growth Hacking Magic
Busting the Myth of Growth Hacking MagicSean Ellis
 
Growth Hacking with Data: How to Find Big Growth with Deep Data Dives
Growth Hacking with Data: How to Find Big Growth with Deep Data DivesGrowth Hacking with Data: How to Find Big Growth with Deep Data Dives
Growth Hacking with Data: How to Find Big Growth with Deep Data DivesSean Ellis
 
Growth Hacking: The Human Operating System for Martech (Marketing Technology)
Growth Hacking: The Human Operating System for Martech (Marketing Technology)Growth Hacking: The Human Operating System for Martech (Marketing Technology)
Growth Hacking: The Human Operating System for Martech (Marketing Technology)Sean Ellis
 
What Made WhatsApp Worth $19 Billion?
What Made WhatsApp Worth $19 Billion?What Made WhatsApp Worth $19 Billion?
What Made WhatsApp Worth $19 Billion?Sean Ellis
 
Unlocking Growth: Building a sustainable growth engine with the new rules of...
Unlocking Growth: Building a sustainable growth engine with the new rules of...Unlocking Growth: Building a sustainable growth engine with the new rules of...
Unlocking Growth: Building a sustainable growth engine with the new rules of...Sean Ellis
 
Finding the one growth metric that matters
Finding the one growth metric that mattersFinding the one growth metric that matters
Finding the one growth metric that mattersSean Ellis
 
Grow with CRO - 7 Ways CRO is a Growth Driver for Your Business
Grow with CRO - 7 Ways CRO is a Growth Driver for Your BusinessGrow with CRO - 7 Ways CRO is a Growth Driver for Your Business
Grow with CRO - 7 Ways CRO is a Growth Driver for Your BusinessSean Ellis
 
Six Growth Hacks to Get More Conversions from Your Content Marketing
Six Growth Hacks to Get More Conversions from Your Content MarketingSix Growth Hacks to Get More Conversions from Your Content Marketing
Six Growth Hacks to Get More Conversions from Your Content MarketingSean Ellis
 
Startup Marketing Conference - Stacking the Odds for Authentic, Sustainable G...
Startup Marketing Conference - Stacking the Odds for Authentic, Sustainable G...Startup Marketing Conference - Stacking the Odds for Authentic, Sustainable G...
Startup Marketing Conference - Stacking the Odds for Authentic, Sustainable G...Sean Ellis
 
The Biggest Growth Opportunity is Right Under Your Nose
The Biggest Growth Opportunity is Right Under Your NoseThe Biggest Growth Opportunity is Right Under Your Nose
The Biggest Growth Opportunity is Right Under Your NoseSean Ellis
 
Pioneers festival preso
Pioneers festival presoPioneers festival preso
Pioneers festival presoSean Ellis
 
Startup Marketing Slides from Lean Startup Circle LA
Startup Marketing Slides from Lean Startup Circle LAStartup Marketing Slides from Lean Startup Circle LA
Startup Marketing Slides from Lean Startup Circle LASean Ellis
 

More from Sean Ellis (20)

Using Your Growth Model to Drive Smarter High Tempo Testing
Using Your Growth Model to Drive Smarter High Tempo TestingUsing Your Growth Model to Drive Smarter High Tempo Testing
Using Your Growth Model to Drive Smarter High Tempo Testing
 
Product Driven Growth from Lean Product Meetup
Product Driven Growth from Lean Product MeetupProduct Driven Growth from Lean Product Meetup
Product Driven Growth from Lean Product Meetup
 
Building a Company-Wide Growth Culture: SaaStr Annual 2016
Building a Company-Wide Growth Culture: SaaStr Annual 2016Building a Company-Wide Growth Culture: SaaStr Annual 2016
Building a Company-Wide Growth Culture: SaaStr Annual 2016
 
SaaSFest 2015: Accelerating Organic Growth Through High Tempo Testing
SaaSFest 2015: Accelerating Organic Growth Through High Tempo TestingSaaSFest 2015: Accelerating Organic Growth Through High Tempo Testing
SaaSFest 2015: Accelerating Organic Growth Through High Tempo Testing
 
Scaling Authentic Growth - How Product and Marketing Work Together to Drive G...
Scaling Authentic Growth - How Product and Marketing Work Together to Drive G...Scaling Authentic Growth - How Product and Marketing Work Together to Drive G...
Scaling Authentic Growth - How Product and Marketing Work Together to Drive G...
 
Building the Ultimate Full Company Growth Team
Building the Ultimate Full Company Growth TeamBuilding the Ultimate Full Company Growth Team
Building the Ultimate Full Company Growth Team
 
Product Meets Growth - How Product Teams Are Key To Driving Sustainable Growth
Product Meets Growth - How Product Teams Are Key To Driving Sustainable GrowthProduct Meets Growth - How Product Teams Are Key To Driving Sustainable Growth
Product Meets Growth - How Product Teams Are Key To Driving Sustainable Growth
 
High Tempo Testing
High Tempo TestingHigh Tempo Testing
High Tempo Testing
 
Busting the Myth of Growth Hacking Magic
Busting the Myth of Growth Hacking MagicBusting the Myth of Growth Hacking Magic
Busting the Myth of Growth Hacking Magic
 
Growth Hacking with Data: How to Find Big Growth with Deep Data Dives
Growth Hacking with Data: How to Find Big Growth with Deep Data DivesGrowth Hacking with Data: How to Find Big Growth with Deep Data Dives
Growth Hacking with Data: How to Find Big Growth with Deep Data Dives
 
Growth Hacking: The Human Operating System for Martech (Marketing Technology)
Growth Hacking: The Human Operating System for Martech (Marketing Technology)Growth Hacking: The Human Operating System for Martech (Marketing Technology)
Growth Hacking: The Human Operating System for Martech (Marketing Technology)
 
What Made WhatsApp Worth $19 Billion?
What Made WhatsApp Worth $19 Billion?What Made WhatsApp Worth $19 Billion?
What Made WhatsApp Worth $19 Billion?
 
Unlocking Growth: Building a sustainable growth engine with the new rules of...
Unlocking Growth: Building a sustainable growth engine with the new rules of...Unlocking Growth: Building a sustainable growth engine with the new rules of...
Unlocking Growth: Building a sustainable growth engine with the new rules of...
 
Finding the one growth metric that matters
Finding the one growth metric that mattersFinding the one growth metric that matters
Finding the one growth metric that matters
 
Grow with CRO - 7 Ways CRO is a Growth Driver for Your Business
Grow with CRO - 7 Ways CRO is a Growth Driver for Your BusinessGrow with CRO - 7 Ways CRO is a Growth Driver for Your Business
Grow with CRO - 7 Ways CRO is a Growth Driver for Your Business
 
Six Growth Hacks to Get More Conversions from Your Content Marketing
Six Growth Hacks to Get More Conversions from Your Content MarketingSix Growth Hacks to Get More Conversions from Your Content Marketing
Six Growth Hacks to Get More Conversions from Your Content Marketing
 
Startup Marketing Conference - Stacking the Odds for Authentic, Sustainable G...
Startup Marketing Conference - Stacking the Odds for Authentic, Sustainable G...Startup Marketing Conference - Stacking the Odds for Authentic, Sustainable G...
Startup Marketing Conference - Stacking the Odds for Authentic, Sustainable G...
 
The Biggest Growth Opportunity is Right Under Your Nose
The Biggest Growth Opportunity is Right Under Your NoseThe Biggest Growth Opportunity is Right Under Your Nose
The Biggest Growth Opportunity is Right Under Your Nose
 
Pioneers festival preso
Pioneers festival presoPioneers festival preso
Pioneers festival preso
 
Startup Marketing Slides from Lean Startup Circle LA
Startup Marketing Slides from Lean Startup Circle LAStartup Marketing Slides from Lean Startup Circle LA
Startup Marketing Slides from Lean Startup Circle LA
 

Recently uploaded

Strategic Project Finance Essentials: A Project Manager’s Guide to Financial ...
Strategic Project Finance Essentials: A Project Manager’s Guide to Financial ...Strategic Project Finance Essentials: A Project Manager’s Guide to Financial ...
Strategic Project Finance Essentials: A Project Manager’s Guide to Financial ...Aggregage
 
TriStar Gold Corporate Presentation - April 2024
TriStar Gold Corporate Presentation - April 2024TriStar Gold Corporate Presentation - April 2024
TriStar Gold Corporate Presentation - April 2024Adnet Communications
 
WSMM Media and Entertainment Feb_March_Final.pdf
WSMM Media and Entertainment Feb_March_Final.pdfWSMM Media and Entertainment Feb_March_Final.pdf
WSMM Media and Entertainment Feb_March_Final.pdfJamesConcepcion7
 
Guide Complete Set of Residential Architectural Drawings PDF
Guide Complete Set of Residential Architectural Drawings PDFGuide Complete Set of Residential Architectural Drawings PDF
Guide Complete Set of Residential Architectural Drawings PDFChandresh Chudasama
 
digital marketing , introduction of digital marketing
digital marketing , introduction of digital marketingdigital marketing , introduction of digital marketing
digital marketing , introduction of digital marketingrajputmeenakshi733
 
The McKinsey 7S Framework: A Holistic Approach to Harmonizing All Parts of th...
The McKinsey 7S Framework: A Holistic Approach to Harmonizing All Parts of th...The McKinsey 7S Framework: A Holistic Approach to Harmonizing All Parts of th...
The McKinsey 7S Framework: A Holistic Approach to Harmonizing All Parts of th...Operational Excellence Consulting
 
GUIDELINES ON USEFUL FORMS IN FREIGHT FORWARDING (F) Danny Diep Toh MBA.pdf
GUIDELINES ON USEFUL FORMS IN FREIGHT FORWARDING (F) Danny Diep Toh MBA.pdfGUIDELINES ON USEFUL FORMS IN FREIGHT FORWARDING (F) Danny Diep Toh MBA.pdf
GUIDELINES ON USEFUL FORMS IN FREIGHT FORWARDING (F) Danny Diep Toh MBA.pdfDanny Diep To
 
1911 Gold Corporate Presentation Apr 2024.pdf
1911 Gold Corporate Presentation Apr 2024.pdf1911 Gold Corporate Presentation Apr 2024.pdf
1911 Gold Corporate Presentation Apr 2024.pdfShaun Heinrichs
 
Lessons from Shanavas M.P. (AKA SHAN) For The Mastering in Entrepreneurship
Lessons from Shanavas M.P. (AKA SHAN) For The Mastering in EntrepreneurshipLessons from Shanavas M.P. (AKA SHAN) For The Mastering in Entrepreneurship
Lessons from Shanavas M.P. (AKA SHAN) For The Mastering in EntrepreneurshipDoge Mining Website
 
Features of a Call Recorder Spy App for Android.pdf
Features of a Call Recorder Spy App for Android.pdfFeatures of a Call Recorder Spy App for Android.pdf
Features of a Call Recorder Spy App for Android.pdfOne Monitar
 
20220816-EthicsGrade_Scorecard-JP_Morgan_Chase-Q2-63_57.pdf
20220816-EthicsGrade_Scorecard-JP_Morgan_Chase-Q2-63_57.pdf20220816-EthicsGrade_Scorecard-JP_Morgan_Chase-Q2-63_57.pdf
20220816-EthicsGrade_Scorecard-JP_Morgan_Chase-Q2-63_57.pdfChris Skinner
 
WSMM Technology February.March Newsletter_vF.pdf
WSMM Technology February.March Newsletter_vF.pdfWSMM Technology February.March Newsletter_vF.pdf
WSMM Technology February.March Newsletter_vF.pdfJamesConcepcion7
 
Environmental Impact Of Rotary Screw Compressors
Environmental Impact Of Rotary Screw CompressorsEnvironmental Impact Of Rotary Screw Compressors
Environmental Impact Of Rotary Screw Compressorselgieurope
 
Intermediate Accounting, Volume 2, 13th Canadian Edition by Donald E. Kieso t...
Intermediate Accounting, Volume 2, 13th Canadian Edition by Donald E. Kieso t...Intermediate Accounting, Volume 2, 13th Canadian Edition by Donald E. Kieso t...
Intermediate Accounting, Volume 2, 13th Canadian Edition by Donald E. Kieso t...ssuserf63bd7
 
Appkodes Tinder Clone Script with Customisable Solutions.pptx
Appkodes Tinder Clone Script with Customisable Solutions.pptxAppkodes Tinder Clone Script with Customisable Solutions.pptx
Appkodes Tinder Clone Script with Customisable Solutions.pptxappkodes
 
How do I Check My Health Issues in Astrology.pdf
How do I Check My Health Issues in Astrology.pdfHow do I Check My Health Issues in Astrology.pdf
How do I Check My Health Issues in Astrology.pdfshubhamaapkikismat
 
trending-flavors-and-ingredients-in-salty-snacks-us-2024_Redacted-V2.pdf
trending-flavors-and-ingredients-in-salty-snacks-us-2024_Redacted-V2.pdftrending-flavors-and-ingredients-in-salty-snacks-us-2024_Redacted-V2.pdf
trending-flavors-and-ingredients-in-salty-snacks-us-2024_Redacted-V2.pdfMintel Group
 
Customizable Contents Restoration Training
Customizable Contents Restoration TrainingCustomizable Contents Restoration Training
Customizable Contents Restoration TrainingCalvinarnold843
 
Technical Leaders - Working with the Management Team
Technical Leaders - Working with the Management TeamTechnical Leaders - Working with the Management Team
Technical Leaders - Working with the Management TeamArik Fletcher
 
How Generative AI Is Transforming Your Business | Byond Growth Insights | Apr...
How Generative AI Is Transforming Your Business | Byond Growth Insights | Apr...How Generative AI Is Transforming Your Business | Byond Growth Insights | Apr...
How Generative AI Is Transforming Your Business | Byond Growth Insights | Apr...Hector Del Castillo, CPM, CPMM
 

Recently uploaded (20)

Strategic Project Finance Essentials: A Project Manager’s Guide to Financial ...
Strategic Project Finance Essentials: A Project Manager’s Guide to Financial ...Strategic Project Finance Essentials: A Project Manager’s Guide to Financial ...
Strategic Project Finance Essentials: A Project Manager’s Guide to Financial ...
 
TriStar Gold Corporate Presentation - April 2024
TriStar Gold Corporate Presentation - April 2024TriStar Gold Corporate Presentation - April 2024
TriStar Gold Corporate Presentation - April 2024
 
WSMM Media and Entertainment Feb_March_Final.pdf
WSMM Media and Entertainment Feb_March_Final.pdfWSMM Media and Entertainment Feb_March_Final.pdf
WSMM Media and Entertainment Feb_March_Final.pdf
 
Guide Complete Set of Residential Architectural Drawings PDF
Guide Complete Set of Residential Architectural Drawings PDFGuide Complete Set of Residential Architectural Drawings PDF
Guide Complete Set of Residential Architectural Drawings PDF
 
digital marketing , introduction of digital marketing
digital marketing , introduction of digital marketingdigital marketing , introduction of digital marketing
digital marketing , introduction of digital marketing
 
The McKinsey 7S Framework: A Holistic Approach to Harmonizing All Parts of th...
The McKinsey 7S Framework: A Holistic Approach to Harmonizing All Parts of th...The McKinsey 7S Framework: A Holistic Approach to Harmonizing All Parts of th...
The McKinsey 7S Framework: A Holistic Approach to Harmonizing All Parts of th...
 
GUIDELINES ON USEFUL FORMS IN FREIGHT FORWARDING (F) Danny Diep Toh MBA.pdf
GUIDELINES ON USEFUL FORMS IN FREIGHT FORWARDING (F) Danny Diep Toh MBA.pdfGUIDELINES ON USEFUL FORMS IN FREIGHT FORWARDING (F) Danny Diep Toh MBA.pdf
GUIDELINES ON USEFUL FORMS IN FREIGHT FORWARDING (F) Danny Diep Toh MBA.pdf
 
1911 Gold Corporate Presentation Apr 2024.pdf
1911 Gold Corporate Presentation Apr 2024.pdf1911 Gold Corporate Presentation Apr 2024.pdf
1911 Gold Corporate Presentation Apr 2024.pdf
 
Lessons from Shanavas M.P. (AKA SHAN) For The Mastering in Entrepreneurship
Lessons from Shanavas M.P. (AKA SHAN) For The Mastering in EntrepreneurshipLessons from Shanavas M.P. (AKA SHAN) For The Mastering in Entrepreneurship
Lessons from Shanavas M.P. (AKA SHAN) For The Mastering in Entrepreneurship
 
Features of a Call Recorder Spy App for Android.pdf
Features of a Call Recorder Spy App for Android.pdfFeatures of a Call Recorder Spy App for Android.pdf
Features of a Call Recorder Spy App for Android.pdf
 
20220816-EthicsGrade_Scorecard-JP_Morgan_Chase-Q2-63_57.pdf
20220816-EthicsGrade_Scorecard-JP_Morgan_Chase-Q2-63_57.pdf20220816-EthicsGrade_Scorecard-JP_Morgan_Chase-Q2-63_57.pdf
20220816-EthicsGrade_Scorecard-JP_Morgan_Chase-Q2-63_57.pdf
 
WSMM Technology February.March Newsletter_vF.pdf
WSMM Technology February.March Newsletter_vF.pdfWSMM Technology February.March Newsletter_vF.pdf
WSMM Technology February.March Newsletter_vF.pdf
 
Environmental Impact Of Rotary Screw Compressors
Environmental Impact Of Rotary Screw CompressorsEnvironmental Impact Of Rotary Screw Compressors
Environmental Impact Of Rotary Screw Compressors
 
Intermediate Accounting, Volume 2, 13th Canadian Edition by Donald E. Kieso t...
Intermediate Accounting, Volume 2, 13th Canadian Edition by Donald E. Kieso t...Intermediate Accounting, Volume 2, 13th Canadian Edition by Donald E. Kieso t...
Intermediate Accounting, Volume 2, 13th Canadian Edition by Donald E. Kieso t...
 
Appkodes Tinder Clone Script with Customisable Solutions.pptx
Appkodes Tinder Clone Script with Customisable Solutions.pptxAppkodes Tinder Clone Script with Customisable Solutions.pptx
Appkodes Tinder Clone Script with Customisable Solutions.pptx
 
How do I Check My Health Issues in Astrology.pdf
How do I Check My Health Issues in Astrology.pdfHow do I Check My Health Issues in Astrology.pdf
How do I Check My Health Issues in Astrology.pdf
 
trending-flavors-and-ingredients-in-salty-snacks-us-2024_Redacted-V2.pdf
trending-flavors-and-ingredients-in-salty-snacks-us-2024_Redacted-V2.pdftrending-flavors-and-ingredients-in-salty-snacks-us-2024_Redacted-V2.pdf
trending-flavors-and-ingredients-in-salty-snacks-us-2024_Redacted-V2.pdf
 
Customizable Contents Restoration Training
Customizable Contents Restoration TrainingCustomizable Contents Restoration Training
Customizable Contents Restoration Training
 
Technical Leaders - Working with the Management Team
Technical Leaders - Working with the Management TeamTechnical Leaders - Working with the Management Team
Technical Leaders - Working with the Management Team
 
How Generative AI Is Transforming Your Business | Byond Growth Insights | Apr...
How Generative AI Is Transforming Your Business | Byond Growth Insights | Apr...How Generative AI Is Transforming Your Business | Byond Growth Insights | Apr...
How Generative AI Is Transforming Your Business | Byond Growth Insights | Apr...
 

Startup Launch - Key Steps to Success

  • 1. Startup Marketing Using Metrics Driven Customer Development to Reach Your Startup’s Full Potential Sean Ellis Principal at 12in6 Startup Launch Accelerator Email: sean@12in6.com Blog: Startup-Marketing.com
  • 2. First six months of customer engagement most critical for reaching your full potential Blog: Startup-Marketing.com
  • 3.
  • 4.
  • 5. 80% of typical startup launch efforts are a waste of time and money 80/20 Rule Applies Blog: Startup-Marketing.com
  • 6. 12in6 Methodology Concentrate effort & resources into 20% that matters, when it matters Blog: Startup-Marketing.com
  • 7.
  • 8. 12in6 Methodology: The Sequence 1 ) Survey Driven Discovery 3) Experiment driven Growth 2) Metrics Driven Iteration 12in6 Methodology builds momentum Blog: Startup-Marketing.com
  • 9.
  • 10. Evolving Over Several Startups… … and continues to evolve Blog: Startup-Marketing.com Startup When My Role Description Stage Uproar 1996 - 2001 VP Marketing Worldwide Leader Online Games ’00 -’01 NASDAQ IPO in 2000, Acquired by Vivendi Universal LogMeIn 2003 - 2008 VP Marketing 50M active installs for remote access Filed for NASDAQ IPO in Jan 2008 (pending) Xobni Jan 2008 - Current VP Marketing Interim, Advisor Leader Email Contact Profiles VC (A) – Khosla Ventures, FRC Eventbrite Aug 2008 – Feb 2009 Acceleration program Event Ticketing Platform VC (A) – European Founders’ Fund Dropbox Sep 2008 - Current Launch program Cloud/PC/Mac file/folder Sync VC (A) - Sequoia
  • 11. Survey Driven Discovery Attract the right users who are passionate about your solution Blog: Startup-Marketing.com
  • 12. Survey Driven Discovery Your passionate users hold the keys to unleashing massive customer adoption * The Four Steps to the Epiphany by Steven Blank recommended for early customer development. Blog: Startup-Marketing.com Why do they love it? Need/Problem? Messaging that gets more “must have” users? Which users say: “Must Have”?
  • 13. Metrics Driven Iteration Reduce barriers, streamline experience, maximize average revenue per visitor Blog: Startup-Marketing.com
  • 14. Metrics Driven Iteration X% X% Iterate flow to eliminate barriers that prevent gratification and transactions Blog: Startup-Marketing.com
  • 15. Experiment Driven Growth Discover scalable, profitable customer acquisition channels Blog: Startup-Marketing.com
  • 16.
  • 17.
  • 18.
  • 19.