"Why Growth Hacking Isn't the Always the Answer," Sprig >> Gagan Biyani [COMMERCISM 2014]

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RUSSIAN TO GROW: WHY GROWTH HACKING ISN'T ALWAYS THE ANSWER, Gagan Biyani, Founder & CEO, Sprig

RUSSIAN TO GROW: WHY GROWTH HACKING ISN'T ALWAYS THE ANSWER, Gagan Biyani, Founder & CEO, Sprig

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  • 1. Word of Mouth Hacking lessons from building Udemy, Lyft and Sprig ! @gaganbiyani
  • 2. My Background Co-founder and CEO, Sprig Growth Advisor, Lyft Co-founder and President, Udemy
  • 3. Path to a High Growth 1 Find product/market fit 2 Identify primary growth strategies 3 Scale, baby, scale!
  • 4. No more Cheating
  • 5. No more Cheating
  • 6. No more Cheating
  • 7. Customer Experience
  • 8. Focus breeds Success Press%14%% Friend%63%% Newsle2er/ NextDoor%10%% Founders%3%% Other%3%% Facebook/ Twi2er%7%% Source: survey to new customers 2/6-2/10. 98 respondents. Question: “How did you hear about us?”
  • 9. User life cycle before they buy first purchase referral repeat purchases
  • 10. User thought cycle I hate change what is this? oh dude you should totally check this out what was the name of that app again?
  • 11. Application to Marketing advertising conversion virality retention
  • 12. Interview Questions "Tell me a little about yourself" (What do you do for a living? Where do you live? Where do you work? Roommates/married/kids?)! ! "Tell me about your dinner habits. What did you eat last night? Last weekend?”! ! "Tell me about your food delivery experience. What do you think about your current options?”! ! "Tell me about your daily life. What do you read? Where do you go when not at work/home?" (Cafes? Bars? Blogs? Newspapers?)! ! Explain Sprig.! ! "What would you think about [ordering Sprig]?" (Positives? Negatives? Questions?)! ! "What suggestions do you have as we try to market Sprig to people like you?"
  • 13. Lyft Los Angeles 20% cheaper than taxi reliability fist bump, pink mustache high quality drivers
  • 14. Traction by week $0## $5,000## $10,000## $15,000## $20,000## $25,000## $30,000## 0# 500# 1000# 1500# 2000# 2500# 4*Nov# 11*Nov# 18*Nov# 2*Dec# 9*Dec# 16*Dec# 6*Jan# 13*Jan# 20*Jan# 27*Jan# 3*Feb# 10*Feb# 17*Feb# 24*Feb# Meals&per&week& Repeat#Customers# New#Customers# Revenue#
  • 15. gaganbiyani@gmail.com @gaganbiyani Thank You