Introduction to Growth

1. Introduction to Growth
tempo
http://fb.me/tempofeng

3. Tempo
2012. Cubie
• 500 Startups, Andrew Chen
2008. Gamelet
2004. Willmobile
http://fb.me/tempofeng, http://tempo.tw
Wraecca, Jackie
http://fb.me/pdwtaiwan

4. • vs
• Twitter Cubie
•
•Retention
•North Star
•Magic Moment

5. Twitter
Josh Elman
500 Startups Mentor
Greylock, Twitter, Facebook, Linkedin

8. Twitter

11. Twitter

15. Twitter

16. 2009

17. 2010

18. 2011

19. 2012

20. 2013

29. Process

30. twitter
•
•
•
• Twitter 30
•
• Twitter
•
•
•
•

31. Process

32. Product/Market Fit
Magic Moment

33. Retention
• 2nd Day Retention
•
•
• DAU/MAU

34. Retention

35. 1. 20%
2. 40%
3. 60%
4.

36. •
• : 40%
• Facebook, Instagram: 50%~60%
• cubie: 30%
•
• Amazon

37. ?
1.
2.
3.
4. Viral Loop

38. ?
• ...
•
•

39. ?
•

40. Product/Market Fit
•
•http://pmarchive.com/guide_to_startups_part4.html

41. Product/Market Fit
1. Retention
2.
3.

42. Product/Market Fit,
•Product/Market Fit ~= Retention ~=
•Retention is the single most important thing for growth and retention
comes from having a great idea and a great product to back up that
idea, and great product market fit
Alex Schultz

43. Product/Market Fit,
•

44. Product/Market Fit,
• Product / Market Fit
• PMFit Lean
Startups

45. North Star

46. •
•
•
•Facebook: MAU

47. • Whatsapp, Cubie?
• Messages sent

48. • Airbnb?
• Nights booked

49. • eBay?
• GMV (not Revenue)

50. Magic Moment

51. Magic Moment (Ah-ha Moment)
•
• Twitter
• Follow more than 30 users/channels

52. Magic Moment
• Facebook?
• See your friends: 10 friends in 14 days

53. Magic Moment
• Airbnb/eBay?
• Finding unique items
• Get paid for the sellers

54. •
Magic Moment
Magic Moment

55. Process

56. Funnels
User Accounting
User Buckets Analysis
Magic Moment

57. •General Metrics, Key Business Metrics
•Cubie
•messages(pictures, voices, …) sent, new friends, messages/users, funnels,
downloads, MAU, DAU, user accounting, retentions, …
•Pinterest
•http://jwegan.com/growth-hacking/27-metrics-pinterests-internal-growth-
dashboard/
•A16Z
•http://a16z.com/2015/08/21/16-metrics/
•Dashboard
•

58. 1. Messages Sent
2. MAUs
3. Downloads

59. Funnels
•

60. MAU vs User Accounting

61. -75
-50
-25
0
25
50
75
100
10/15 10/16 10/17 10/18
New Resurrected Churn Sum

62. New, Resurrected, Deactivation, Churned
1. New
2. Resurrected
3. Deactivation
4. Churned

63. User Bucket Analysis
🙂🙂🙂🙂🙂
🙂🙂🙂🙂🙂
🙂🙂
🙂🙂🙂🙂🙂
🙂🙂🙂
🙂🙂🙂🙂🙂
Curious Casual Core

64. User Bucket Analysis
🙂🙂🙂🙂🙂 🙂🙂🙂🙂🙂
🙂🙂🙂
🙂🙂🙂🙂🙂
🙂🙂🙂🙂🙂
🙂🙂
Curious Casual Core

65. User Bucket Analysis
🙂🙂🙂🙂🙂
🙂🙂🙂🙂🙂
🙂🙂
🙂🙂🙂🙂🙂
🙂🙂🙂
🙂🙂🙂🙂🙂
age <= 20 20 < age <= 30 30 < age

66. User Bucket Analysis
🙂🙂🙂🙂🙂
🙂🙂🙂🙂🙂
🙂🙂
🙂🙂🙂🙂🙂
🙂🙂🙂
🙂🙂🙂🙂🙂
Following = 0 Following < 30 Following >= 30

67. User Bucket Analysis
Following = 0 Following < 30 Following >= 30
Day0 Day1 Day2
211 100% 13% 9%
102 100% 15% 5%
235 100% 12% 8%
226 100% 13% 8%
Day0 Day1 Day2
102 100% 31% 20%
98 100% 33% 25%
123 100% 28% 21%
110 100% 30% 18%
Day0 Day1 Day2
53 100% 51% 35%
43 100% 60% 40%
65 100% 55% 34%
55 100% 53% 39%

68. Growth
1. Power Users
2.
3.

69. Growth
Building an incredible product is definitely optimizing it for the people
who use your product the most, but when it comes to driving growth,
people who are already using your product are not the ones you have
to worry about.
Alex Schultz

70. mixpanel

71. amplitude

73. • User Interview
• http://www.sachinrekhi.com/blog/2015/08/17/how-to-design-your-
customer-validation-to-maximize-product-market-fit
• Job to be Done
• http://hbswk.hbs.edu/item/clay-christensens-milkshake-marketing
• User

74. • Magic Moment
•Cubie

75. Process

76. • Actionable Metrics Magic Moment
•
• startup =
•
•
•
•https://challenges.openideo.com/blog/seven-tips-on-better-
brainstorming

77. • Twitter 30
• 30
• 30
•
• 30 public feed

78. • Cubie
•
• icon
•
•

79. •
•
•
•

80. • http://projects.growthhackers.com/

81. Tactics
• Signup Flow/Registration Funnel
• Twitter
• Virality
• k-factor
• payload / frequency / conversion rate
• Viral Loop
• Power User
• ...
• SEO ASO …

82. Traction

83. Hooked: How to Build Habit-Forming
Products

84. Facebook
1.
2. Facebook Feed
3.
4. Facebook API

85. •
•
•
• vs
•

86. Process

87. A/B Testing
•
•
•Android vs iOS
•Cubie: Android
•A/B Testing
• A/B Testing Calculator
•

88. Process

89. •
•
•
•

90. •
• Magic Moment
•
•
•
•

91. Mark (Zuckerberg) has said he thinks we won because we wanted it
more, and I really believe that. We just worked really hard. It’s not like
we’re crazy smart, or we’ve all done these crazy things before. We just
worked really really hard, and we executed fast. I strongly encourage
you to do that. Growth is optional.
by Alex Schultz

92. • How to Start a Startup: Lecture 6: Growth by Alex Schultz
• http://startupclass.samaltman.com/courses/lec06/
• Thoughts on Growth by Josh Elman
• http://www.slideshare.net/joshelman/thoughts-on-growth
• Building the Ultimate Full Company Growth Team by Sean Ellis
• http://www.slideshare.net/seanellis/building-the-ultimate-full-company-
growth-team

93. •
•
• >
•Office Hours