Introduction to Growth

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

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

4. Office Hour
https://docs.google.com/forms/d/1LouO-prf1PxJ_kbDNfM7D9rhXrUQ82gXg0JXoY8Wqrk/viewform?c=0&w=1

5. Coworking Space
https://docs.google.com/forms/d/1Mz58697Ot_0pTSvzKHjzoPqIKmT1L6CtCy9dLDSI2-s/viewform

6. •
•Retention North Star Magic Moment
•
• User Buckets Analysis
•
•

8. 1.
2.
3.
4.

9. App
1. App
2.

10. •
•
•
•

11. Process

12. Process

13. Product/Market Fit

14. Growth
1. Power Users
2.
3.

15. 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

16. •
•

17. Retention
• 2nd Day Retention
• vs vs
•
• DAU/MAU

18. Retention

19. 1. 20%
2. 40%
3. 60%
4.

20. •
• : 40%
• Facebook, Instagram: 50%~60%
• cubie: 30%
•
• Amazon

21. ?
1.
2.
3.
4. Viral Loop

22. ?
• ...
•
•

23. ?
•

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

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

26. Product/Market Fit,
•Product/Market Fit ~= ~=
•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

27. Product/Market Fit,
•

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

29. Process

30. North Star
Magic Moment

31. North Star

32. •
•
•
•Facebook: MAU

33. • Whatsapp, Cubie?
• Messages sent

34. • Airbnb?
• Nights booked

35. • eBay?
• GMV (not Revenue)

36. Magic Moment

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

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

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

40. • Product/Market Fit
Magic Moment
Magic Moment

41. User Buckets Analysis
Magic Moment

42. •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
•

43. •
•

44. User Bucket Analysis
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Curious Casual Core

45. 🙂🙂🙂🙂🙂
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Curious Casual Core
Ladder of Engagement

46. User Bucket Analysis
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age <= 20 20 < age <= 30 30 < age

47. User Bucket Analysis
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Following = 0 Following < 30 Following >= 30

48. 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%

49. • 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

50. • Magic Moment
•Cubie

51. Process

52. Actionable Metrics

53. Actionable Metrics
• Actionable Metrics
• Magic Moment
• Cubie
•Send Messages → → Send Picture Messages

54. Actionable?
• Retention
• Message Sent
• DAU
• Active Drivers

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

56. • Twitter 30
• 30
• 30
•
• 30 public feed

57. • Cubie
•
• icon
•
•

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

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

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

61. Process

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

64. Process

65. •
•
•
•

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

69. Twitter

72. Twitter

75. Twitter

76. 2009

77. 2010

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

87. •
• Magic Moment
•
•
•
•
•Next steps
• ...

88. 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

89. • 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

90. •
•
• >
•Office Hours