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ABOUT 500 STARTUPS AS OF 5-2015:• Over 1000 Companies Invested In• $175M Under Management• $105M Deployed• 300+ companies started outside US• 300+ companies with Women Founders• Our Team of 50 people spans 12 countries
and speak 20+ different languages
@DistroDom
Always #500strong
@DistroDom
WHY REFERRALS ARE THE SHI*T
Referred friends trust your brand more from the start
Customers who refer friends, end up being more valuable customers
65% of customers for a single year come from referrals
Organic way to acquire lookalikes
DO #1: DEFINE OBJECTIVES
@DistroDom
!! ALWAYS HAVE A NORTH STAR !!
[ + ] Increase Customer LTV
[ + ] Get More Sales
[ + ] Customers Feel Rewarded
DO #2: DEFINE YOUR AUDIENCE
@DistroDom
Customer? •Has this person transacted?
Shared? •Has this person used program?
Location? • Is there a GEO restriction
Demographic
@DistroDom
✓ Post Checkout✓ Public Share Page✓ Onsite Links to Share Page✓ Customer Dashboard (Leaderboard)✓ Dedicated Email + Recovery Links✓ Home Page Popup (returning)
DO #4: USE THE JOURNEY
@DistroDom
✓ No Competing Offers✓ No Giving Away The Farm!!✓ Don’t Lose Brand Voice
DON’T #1: CONFUSE PEOPLE
WTF?!?
@DistroDom
DON’T #2: NOT COMMUNICATE
Don’t Forget to Tell Friend on Landing About Why Their
Friend Referred Them
DON’T #3: BAD CUSTOMER SERVICE
@DistroDom
!! RESPOND FAST TO CUSTOMERS !!
[ + ] Status of the Reward
[ + ] Who Referred Who
[ + ] Technical Troubleshooting
DON’T #4: IGNORE FRAUD
@DistroDom
!! CHEATERS ARE EVERYWHERE !!
[ + ] Delay Reward Until Cleared
[ + ] Self & Cross Referrals
[ + ] Monitor Coupon Abuse
Complex Logic == Dedicated Team/Partner
✓ Offer Expiration?✓ Customer Qualified?✓ Fraud Detection?✓ Cross Browser Testing?✓ SPF/DKIM?✓ Inside/Outside IP detection
Referrals are not a “Set it and Forget it” thing
DON’T #5: UNDER STAFF ENGINEERS