Growth Hacking

Growth HackingSteven

@stevenc81

–Sean Ellis

Growth hacker - “A person whose true north is growth. Everything they do is scrutinized by its

potential impact on scalable growth.”

Based on PMFDon’t waste money on growth hacking when there is no

growth

Examples

• AirBnB -> Craigslist

• Dropbox referral

• Sent with my iPhone

STFU!

User Accounting• Acquisition

• Activation

• Retention

• Reactivation

• Churn

• Deactivation

• Referral!

• Revenue

Vanity MetricsDon’t fall victim to it

Heartbeat of the productLaser focused on OMTM

New activation - Blue is in trouble

Revenue Accounting - SaaS

• ARPU - Revenue contribution

• LTV - CPA = $$

• Normalized MRR - Deal with yearly payments

Experimentation

• Campaign

• A/B testing

• Conversion

• Significance Test

Do we have a winner?If not, iterate

If yes,…

And again, STFU

One more thing…

Be statistical about it