Find Traction Faster

09.03.2017MARKETING DAY

Ben Sufiani

Growth Marketer and Founder since 2008

@bensufiani

OVERVIEW

Growth Marketing

AARRR Metrics

Traction Channels

Tight budget? Start here!

MARKETING

ACQUISITION

ACTIVATION

RETENTION

REFERRAL

REVENUE

Marketing Product

ACQUISITION

ACTIVATION

RETENTION

REFERRAL

REVENUE

GROWTH MARKETINGm

y PR

OD

UC

T is

my M

AR

KE

TIN

G

AARRR METRICS

Dace McLure, 500 Startups

Slideshare 2007

Startup Metrics for Pirates

http://www.slideshare.net/

dmc500hats/startup-metrics-

for-pirates-long-version

ACQUISITION

ACTIVATION

RETENTION

REFERRAL

REVENUE

New Visitors on your website

% Signups per vistor

Cost per Acquisition (CPA)

Source / Medium / Campaign / Content

ACQUISITION

ACTIVATION

RETENTION

REFERRAL

REVENUE

Users who used feature X for

the first time %

New / Active users %

Users completed his profile

ACTIVATION

RETENTION

REFERRAL

REVENUE

ACQUISITION

Returning users

Monthly active users (MAU)

Retention rate %

Churn rate %

ACQUISITION RETENTION

REFERRAL

REVENUE

ACTIVATION

Users invite new users

Viral coefficient

Viral cycle time

ACQUISITION REFERRAL

REVENUE

ACTIVATION

RETENTION

Revenue

Average revenue per user

(ARPU)

ARPU ≥ CPA ?

ACQUISITION REVENUE

ACTIVATION

RETENTION

REFERRAL

ACQUISITION

ACTIVATION

RETENTION

REFERRAL

REVENUE

AARRR METRICS

ARPU ≥ CPA !

Marketing and product

development are both

responsible

ACQUISITION

ACTIVATION

RETENTION

REFERRAL

REVENUE

GROWTH MARKETINGm

y PR

OD

UC

T is

my M

AR

KE

TIN

G

OVERVIEW

Growth Marketing

AARRR Metrics

Traction Channels

Tight budget? Start here!

Traction ChannelsContent Marketing

Social & Display Ads

Email Marketing

Viral Marketing

Traction ChannelsTargeting Blogs

Engineering as Marketing

Existing Platforms

Search Engine Optimization

Traction ChannelsCommunity Building

Search Engine Marketing

Publicity

Unconventional PR

Traction ChannelsOffline Ads

Offline Events

Sales

Business Development

Influencer Marketing

Bullseye Framework

OVERVIEW

Growth Marketing

AARRR Metrics

Traction Channels

Tight budget? Start here!

Content Marketing, SEO, Blogs

Content MarketingArticle

-> Blog -> Newsletter

-> Social Media: Fb, Tw, G+, Li, Xi, In, Yt

-> Republishing: Guest-Blogging, Medium, Quora, Q&A

-> Promotion: Facebook Ads

RessourcenTHE resource: https://growthhackers.com

Instagram guide: https://blog.gleam.io/foundr

Content ideas: https://app.buzzsumo.com

PR guide: http://www.criminallyprolific.com/do-your-own-PR/

SEO guide: https://moz.com/beginners-guide-to-seo

Email List Building: http://backlinko.com/list-building

Traction book: https://www.amazon.de/dp/0241242533

AARRR: http://www.slideshare.net/dmc500hats/startup-

metrics-for-pirates-long-version

Find Traction Faster

09.03.2017MARKETING DAY