Tools used for Growth Hacking

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    16-Feb-2017

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  • GROWTH!HACKING !

    Anirudh Narayan

  • GROWTH HACKING1. Product Analysis!

    Conversion Analysis! Heat Maps & Live Interaction! Landing Page! A/B Testing!

    2. Website Behavior!3. Individual Behavior!4. Product Management Tools!5. Project Management Tools!6. Social Tracking (Bitly, ClickToTweet)!7. Customer Development Tools

    #growthhackingLATAM

  • GROWTH HACKING8. Acquisition Tools!

    Paid Marketing! SEM! Display! Redirecting! Content! SEO! Social! Exit Intent!

    9. Sales Tracking!10. Retention!11. Growth Hack Examples!12. Case Study

    #growthhackingLATAM

  • GROWTH HACKING1. Product Analysis!

    Conversion Analysis ! Heat Maps & Live Interaction! Landing Page! A/B Testing!

    2. Website Behavior!3. Individual Behavior!4. Product Management Tools!5. Project Management Tools!6. Social Tracking (Bitly, ClickToTweet)!7. Customer Development Tools

    #growthhackingLATAM

  • PRODUCT ANALYSIS: CONVERSION ANALYSIS

    #growthhackingLATAM

  • CONVERSION ANALYSIS: MIXPANELFeatures!

    Conversion Analysis!Individual Customer Analysis!Retention Analysis!Notifications!Surveys!A/B Testing

    #growthhackingLATAM

  • CONVERSION ANALYSIS: MIXPANEL

    #growthhackingLATAM

  • MIXPANEL: FUNNEL CREATION

    #growthhackingLATAM

  • #growthhackingLATAM

    MIXPANEL: FUNNEL CREATION

  • #growthhackingLATAM

    MIXPANEL: FUNNEL CREATION

  • MIXPANEL: FUNNEL ANALYSIS

    #growthhackingLATAM

  • #growthhackingLATAM

    MIXPANEL: FUNNEL ANALYSIS

  • MIXPANEL: INDIVIDUAL CUSTOMER ANALYSIS

    #growthhackingLATAM

  • #growthhackingLATAM

    MIXPANEL: INDIVIDUAL CUSTOMER ANALYSIS

  • MIXPANEL: RETENTION ANALYSIS

    #growthhackingLATAM

  • MIXPANEL: NOTIFICATIONS

    #growthhackingLATAM

  • MIXPANEL: SURVEYS

    #growthhackingLATAM

  • #growthhackingLATAM

    MIXPANEL: SURVEYS

  • MIXPANEL: A/B TESTING

    #growthhackingLATAM

  • CONVERSION ANALYSIS: MIXPANEL PRICING

    #growthhackingLATAM

  • CONVERSION ANALYSIS: MIXPANEL PRICING

    #growthhackingLATAM

  • CONVERSION ANALYSIS: APSALARFeatures!

    Cohort Analysis/ Funnel Analysis!Redirecting Measurement!Strong Support!Integration with other platforms

    #growthhackingLATAM

  • APSALAR

    #growthhackingLATAM

  • APSALAR: FEATURES

    #growthhackingLATAM

  • APSALAR: PRICING

    #growthhackingLATAM

    Plan Pricing

    Basic FREE

    Business $999/month

    Professional $1999/month

    Enterprise CONTACT

  • GROWTH HACKING1. Product Analysis!

    Conversion Analysis! Heat Maps & Live Interaction! Landing Page! A/B Testing!

    2. Website Behavior!3. Individual Behavior!4. Product Management Tools!5. Project Management Tools!6. Social Tracking (Bitly, ClickToTweet)!7. Customer Development Tools

    #growthhackingLATAM

  • INSPECTLET: HEAT MAPS

    #growthhackingLATAM

    Eye Tracking heat maps

    Mouse Click heat maps

  • INSPECTLET: HEAT MAPS

    #growthhackingLATAM

  • INSPECTLET: LIVE INTERACTION

    #growthhackingLATAM

  • INSPECTLET: PRICING

    #growthhackingLATAM

  • CRAZY EGG: HEAT MAPS

    #growthhackingLATAM

  • CRAZY EGG: HEAT MAPS

    #growthhackingLATAM

  • HEATMAPS.IO

    #growthhackingLATAM

  • HEATMAPS.IO

    #growthhackingLATAM

  • GROWTH HACKING1. Product Analysis!

    Conversion Analysis! Heat Maps & Live Interaction! Landing Page! A/B Testing!

    2. Website Behavior!3. Individual Behavior!4. Product Management Tools!5. Project Management Tools!6. Social Tracking (Bitly, ClickToTweet)!7. Customer Development Tools

    #growthhackingLATAM

  • TOOLS

    HIGH CONVERTING LANDING PAGE

    #growthhackingLATAM

  • INSTAPAGE

    #growthhackingLATAM

  • INSTAPAGE: PRICING

    #growthhackingLATAM

  • UNBOUNCE

    #growthhackingLATAM

  • UNBOUNCE: PRICING

    #growthhackingLATAM

  • LEAD PAGES

    #growthhackingLATAM

  • LEAD PAGES PRICING

  • GROWTH HACKING1. Product Analysis!

    Conversion Analysis! Heat Maps & Live Interaction! Landing Page! A/B Testing!

    2. Website Behavior!3. Individual Behavior!4. Product Management Tools!5. Project Management Tools!6. Social Tracking (Bitly, ClickToTweet)!7. Customer Development Tools

    #growthhackingLATAM

  • A/B TESTING

    #growthhackingLATAM

  • A/B TESTING

    #growthhackingLATAM

  • A/B TESTING

    Optimizely! Testing! Personalization! Analytics! Targeting! Platform

  • A/B TESTING

    #growthhackingLATAM

  • A/B TESTING

    #growthhackingLATAM

  • A/B TESTING: GOOGLE CONTENT EXPERIMENTS

    #growthhackingLATAM

  • A/B TESTING: GOOGLE CONTENT EXPERIMENTS

  • A/B TESTING: GOOGLE CONTENT EXPERIMENTS

    #growthhackingLATAM

    1. Choose Objective!2. Identify Original & Variation of pages!3. Add Experiment Code to Original Page!4. Review & Launch Experiment

  • GROWTH HACKING1. Product Analysis!

    Conversion Analysis! Heat Maps & Live Interaction! Landing Page! A/B Testing!

    2. Website Behavior!3. Individual Behavior!4. Product Management Tools!5. Project Management Tools!6. Social Tracking (Bitly, ClickToTweet)!7. Customer Development Tools

    #growthhackingLATAM

  • WEBSITE BEHAVIOR: GOOGLE ANALYTICS

    #growthhackingLATAM

  • WEBSITE BEHAVIOR: GOOGLE ANALYTICS

    #growthhackingLATAM

    Tracking:!Funnel Analysis | Page Depth Analysis!Bounce Rate, Time Spent, Exit Rates!Demographic Information!E-commerce Conversion Rates!Source, Medium & Channel Analysis

  • GROWTH HACKING1. Product Analysis!

    Conversion Analysis! Heat Maps & Live Interaction! Landing Page! A/B Testing!

    2. Website Behavior!3. Individual Behavior!4. Product Management Tools!5. Project Management Tools!6. Social Tracking (Bitly, ClickToTweet)!7. Customer Development Tools

    #growthhackingLATAM

  • #growthhackingLATAM

    INDIVIDUAL BEHAVIOR: KISSMETRICS

  • #growthhackingLATAM

    INDIVIDUAL BEHAVIOR: KISSMETRICS

  • #growthhackingLATAM

    INDIVIDUAL BEHAVIOR: KISSMETRICS

  • INDIVIDUAL BEHAVIOR: KISSMETRICS

    #growthhackingLATAM

  • GROWTH HACKING1. Product Analysis!

    Conversion Analysis! Heat Maps & Live Interaction! Landing Page! A/B Testing!

    2. Website Behavior!3. Individual Behavior!4. Product Management Tools!5. Project Management Tools!6. Social Tracking (Bitly, ClickToTweet)!7. Customer Development Tools

    #growthhackingLATAM

  • PRODUCT MANAGEMENT

    PIVOTAL TRACKER

  • PRODUCT MANAGEMENT

    Impact versus Technical Ease

  • GROWTH HACKING1. Product Analysis!

    Conversion Analysis! Heat Maps & Live Interaction! Landing Page! A/B Testing!

    2. Website Behavior!3. Individual Behavior!4. Product Management Tools!5. Project Management Tools!6. Social Tracking (Bitly, ClickToTweet)!7. Customer Development Tools

    #growthhackingLATAM

  • PROJECT MANAGEMENT

    #growthhackingLATAM

  • PROJECT MANAGEMENT

  • GROWTH HACKING1. Product Analysis!

    Conversion Analysis! Heat Maps & Live Interaction! Landing Page! A/B Testing!

    2. Website Behavior!3. Individual Behavior!4. Product Management Tools!5. Project Management Tools!6. Social Tracking (Bitly, ClickToTweet)!7. Customer Development Tools

    #growthhackingLATAM

  • SOCIAL TRACKING

    #growthhackingLATAM

  • GROWTH HACKING1. Product Analysis!

    Conversion Analysis! Heat Maps & Live Interaction! Landing Page! A/B Testing!

    2. Website Behavior!3. Individual Behavior!4. Product Management Tools!5. Project Management Tools!6. Social Tracking (Bitly, ClickToTweet)!7. Customer Development Tools

    #growthhackingLATAM

  • CUSTOMER DEVELOPMENT TOOLS

  • CUSTOMER PERSONAS

  • CUSTOMER PERSONAS

    #growthhackingLATAM

  • GROWTH HACKING8. Acquisition Tools!

    SEM/SEO !Redirecting Platform!Content Marketing!Social!Exit Intent!

    9. Sales Tracking!10. Retention Tools!11. Growth Hack Examples!12. Case Study

    #growthhackingLATAM

  • TRACKING TOOLS: PAID MARKETING!!Search Engine Marketing

    !!Search Engine Optimization:

  • GROWTH HACKING8. Acquisition Tools!

    SEM/SEO !Redirecting Platform!Content Marketing!Social!Exit Intent!

    9. Sales Tracking!10. Retention Tools!11. Growth Hack Examples!12. Case Study

    #growthhackingLATAM

  • ACQUISITION: REDIRECTING PLATFORM

    HANDY PLATED

  • GROWTH HACKING8. Acquisition Tools!

    SEM/SEO !Redirecting Platform!Content Marketing!Social!Exit Intent!

    9. Sales Tracking!10. Retention Tools!11. Growth Hack Examples

    #growthhackingLATAM

  • ACQUISITION TOOLS: CONTENT

    #growthhackingLATAM

  • GROWTH HACKING8. Acquisition Tools!

    SEM/SEO !Redirecting Platform!Content Marketing!Social!Exit Intent!

    9. Sales Tracking!10. Retention Tools!11. Growth Hack Examples!12. Case Study

    #growthhackingLATAM

  • TRACKING TOOLS: SOCIAL

    SOCIAL ANALYTICS

  • GROWTH HACKING8. Acquisition Tools!

    SEM/SEO !Redirecting Platform!Content Marketing!Social!Exit Intent!

    9. Sales Tracking!10. Retention Tools!11. Growth Hack Examples !12. Case Study

    #growthhackingLATAM

  • TOOLS!

    ACQUISITION: EXIT INTENT

  • GROWTH HACKING8. Acquisition Tools!

    SEM/SEO !Redirecting Platform!Content Marketing!Social!Exit Intent!

    9. Sales Tracking!10. Retention Tools!11. Growth Hack Examples!12. Case Study

    #growthhackingLATAM

  • SALES TRACKING TOOLS

    #growthhackingLATAM

  • GROWTH HACKING8. Acquisition Tools!

    SEM/SEO !Redirecting Platform!Content Marketing!Social!Exit Intent!

    9. Sales Tracking!10. Retention Tools!11. Growth Hack Examples !12. Case Study

    #growthhackingLATAM

  • RETENTION

    #growthhackingLATAM

  • GROWTH HACKING8. Acquisition Tools!

    SEM/SEO !Redirecting Platform!Content Marketing!Social!Exit Intent!

    9. Sales Tracking!10. Retention Tools!11. Growth Hack Examples!12. Case Study

    #growthhackingLATAM

  • Examples of Growth Hacks

  • EXAMPLE OF GROWTH HACKS: ROCKET INTERNET

    VALIDATING DEMAND

  • EXAMPLE OF GROWTH HACKS: ROCKET INTERNET

    VALIDATING DEMAND

  • EXAMPLE OF GROWTH HACKS: ROCKET INTERNET

    EMAILS AT FRIDAY, 2 PM

  • !CASH ON DELIVERY!!

    EXAMPLE OF GROWTH HACKS: ROCKET INTERNET

  • 250 WORKSHOPS. 120 CITIES. 50,000 ENTREPRENEURS.

    EXAMPLE OF GROWTH HACKS: LEAN STARTUP MACHINE

  • Unlock Cities: Validating Demand!

    EXAMPLE OF GROWTH HACKS: LEAN STARTUP MACHINE

  • Growing with Media Partners

    EXAMPLE OF GROWTH HACKS: LEAN STARTUP MACHINE

  • !Building Organizer Personas!

    !

    EXAMPLE OF GROWTH HACKS: LEAN STARTUP MACHINE

  • !Building Organizer Personas!

    !

    EXAMPLE OF GROWTH HACKS: LEAN STARTUP MACHINE

  • !Creating exclusivity!

    !

    EXAMPLE OF GROWTH HACKS: LEAN STARTUP MACHINE

  • !Creating pressure!

    !

    EXAMPLE OF GROWTH HACKS: LEAN STARTUP MACHINE

  • !Drip Campaigns!! Create great content Educate crowd Explain what to expect

    EXAMPLE OF GROWTH HACKS: LEAN STARTUP MACHINE

  • EXAMPLE OF GROWTH HACKS: LEAN STARTUP MACHINE

    !Create sharing opportunities!

    !

  • !Create sharing opportunities!

    !

    EXAMPLE OF GROWTH HACKS: LEAN STARTUP MACHINE

    6% Increase in Sales

  • ACQUISITION: EXIT INTENTQuickMVP

  • ACQUISITION: EXIT INTENTSkillfeed

  • Create sharing opportunities!

    EXAMPLE OF GROWTH HACKS: LEAN STARTUP MACHINE

  • A/B Test: Overlay MessagingBounce Exchange: Home Page (Exit Intent)

    +13% conversion for 65,000 Tutorials

  • 2X conversions with Type A

    Type A Type B

    A/B TESTING: New v/s Old Design

  • + 9% conversion with Type B (Left Rail)

    A/B TESTING: Rails versus Old Rails

    Type A Type B

  • Pick Up Marketing Skills > Become a skilled marketer

    A/B TESTING: Twitter Ads

  • Be an Entrepreneur > Learn Entrepreneurship

    A/B TESTING: Facebook Ads

  • A/B TESTINGBounce Exchange: Home Page (Exit Intent)

    +13% conversion for 65,000 Tutorials

  • 2X conversions with Type A

    A/B TESTING

    Type A Type B

  • GROWTH HACKING8. Acquisition Tools!

    SEM/SEO !Redirecting Platform!Content Marketing!Social!Exit Intent!

    9. Sales Tracking!10. Retention Tools!11. Growth Hack Examples!12. Case Study

    #growthhackingLATAM

  • CASE STUDY

    #growthhackingLATAM

  • CASE STUDY: EXAMPLE What is Skillfeed? Competitor Analysis Defined Business Model, OKRs & Metrics Defined Funnel User Personas Tools Used Analyzed Data 1. Top 25 countries conversion rates 2. Exit Reasons 3. Video Viewing Data 4. Demographic & Interest 5. Marketing Channel Data 6. Content consumed within platform 7. Churn, LTV, Net Adds, Annual v/s Monthly 8. Email Open Rates & Conversions

    ! Experiments Run

    #growthhackingLATAM

  • CASE STUDY: EXAMPLE How can we differentiate ourselves from our competitors?

    ! What kind of customers would you concentrate on?

    ! Build the funnel, what metric would you concentrate on?

    ! How can we reduce churn? (See Exit Reasons)

    ! How would you reach your revenue goal ?

    ! How would you improve retention and then life time value?

    ! What kind of tests would you run?

    ! How can we improve our referrals?

    #growthhackingLATAM

  • CASE STUDY: SKILLFEED

    #growthhackingLATAM

  • CASE STUDY: COMPETITORS

    #growthhackingLATAM

  • SKILLFEED: FUNNEL ANALYSIS

    ACQUISITION (Email Address)

    ACTIVATION (Free Trials)

    RETENTION (Retained Paid Users)

    REFERRAL (# of people being referred)

    REVENUE !(Monthly/Annual)

    #growthhackingLATAM

  • CASE STUDY: CUSTOMER PERSONAS

  • CASE STUDY: CUSTOMER PERSONAS

    #growthhackingLATAM

  • CASE STUDY: DEFINED METRICS

    Annual Revenue (SAAS) = Function {} !

    Browse Accounts (Give email but not credit card) Free Trials (Credit card) Existing Paying Customers (Ec) New Paying Customers (Nc) Net Adds Churn (C) Life Time Value

    #growthhackingLATAM

  • CASE STUDY: TOOLS USED

    #growthhackingLATAM

  • CASE STUDY: ANALYZED DATA

    Analyzed Data: !!

    1. Top 25 countries conversion rates 2. Exit Reasons 3. Video Viewing Data 4. Demographic & Interest 5. Marketing Channel Data 6. Content consumed within platform 7. Churn, LTV, Net Adds, Annual v/s Monthly 8. Email Open Rates & Conversions

    #growthhackingLATAM

  • A/B TESTINGBounce Exchange: Home Page (Exit Intent)

    +13% conversion for 65,000 Tutorials

  • 2X conversions with Type A

    A/B TESTING

    Type A Type B

  • CASE STUDY: EXPERIMENTS RUN

    Churn: Extending Free Trial (7 days v/s 30 days v/s 60 days)!!

    Activation: Activating browse account users!!

    Acquisition: New Marketing Channels (Content, Twitter, FB)!!

    Acquisition: Exit Intent (A/B Testing)!!

    Acquisition: Old Design v/s New Design!!

    Acquisition: Cross Promotion With Other Products

    #growthhackingLATAM

  • CASE STUDY: EXPERIMENTS RUN

    Retention (Better User Ex): Creating New Taxonomy!!

    Retention: Making Product More Goal Oriented (Emails)!!

    Retention: Improving Curation of Videos!!

    Acquisition: Selling Through Instructors!!

    Acquisition: $1 for 60 days Free Trial

    #growthhackingLATAM

  • STEP 1: ANALYZE CURRENT DATA

  • STEP 2: IDENTIFY AREAS OF IMPROVEMENT

  • STEP 3: DECIDE METRIC

  • STEP 4: SETUP AND RUN EXPERIMENT!

  • STEP 5: Analyze ResultsSTEP 5: ANALYZE RESULTS!

  • STEP 6: Pivot or Persevere

  • THANKS

    Twitter: @anistartup !

    !

    Email: narayan.anirudh@gmail.com

    #growthhackingLATAM

    mailto:narayan.anirudh@gmail.com