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Lean Marketing and Growth Hacking for Start Ups
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Lean Marketing and Growth Hacking for Start Ups

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This presentation discussed the problems most start ups have around converting traffic to users. It uses lean marketing principles and growth hacking to drive visitors to become active users.

This presentation discussed the problems most start ups have around converting traffic to users. It uses lean marketing principles and growth hacking to drive visitors to become active users.

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    • 1. A start up wet dream. © Copyright. All designs, ideas, layouts and documentation are copyright of Out of the Park Ltd. All rights reserved.
    • 2. • • • • • • Everyone gets you Everyone loves you and wants to make babies with you Everyone asks if they can refer friends to you Everyone thinks of you first, everyday Everyone pays you top dollar for zero marketing spend Everyone points to you as the definitive customer lifetime model © Copyright. All designs, ideas, layouts and documentation are copyright of Out of the Park Ltd. All rights reserved.
    • 3. The reality is No one knows you No one has the time to listen to you explain what you do • No one cares about you...yet • No one wants to buy what you sell...yet • • © Copyright. All designs, ideas, layouts and documentation are copyright of Out of the Park Ltd. All rights reserved.
    • 4. Think - Simple - Focused - Flexible © Copyright. All designs, ideas, layouts and documentation are copyright of Out of the Park Ltd. All rights reserved.
    • 5. The Lean Marketing Funnel & Growth Hacking © Copyright. All designs, ideas, layouts and documentation are copyright of Out of the Park Ltd. All rights reserved.
    • 6. The start up mind set is often a sprint Get Traffic - Get Users - Profit © Copyright. All designs, ideas, layouts and documentation are copyright of Out of the Park Ltd. All rights reserved.
    • 7. But when it bottlenecks at converting traffic into users... © Copyright. All designs, ideas, layouts and documentation are copyright of Out of the Park Ltd. All rights reserved.
    • 8. ...that is how you end up in Nousersville! © Copyright. All designs, ideas, layouts and documentation are copyright of Out of the Park Ltd. All rights reserved.
    • 9. One of the most common start up problems: Plenty of people pass through but no one stays © Copyright. All designs, ideas, layouts and documentation are copyright of Out of the Park Ltd. All rights reserved.
    • 10. Map your flow From visitors to active users © Copyright. All designs, ideas, layouts and documentation are copyright of Out of the Park Ltd. All rights reserved.
    • 11. Understand the different user states (What do they need)Your job is to get users from one state to the nextUse growth hack events as stage kickers © Copyright. All designs, ideas, layouts and documentation are copyright of Out of the Park Ltd. All rights reserved.
    • 12. It might look like this Get Profits Growth Hack Event Get Users Growth Hack Event Get Traffic Growth Hack Event © Copyright. All designs, ideas, layouts and documentation are copyright of Out of the Park Ltd. All rights reserved.
    • 13. Using AARRR with Growth Hack Acquisition Activation Retention Referral Revenue © Copyright. All designs, ideas, layouts and documentation are copyright of Out of the Park Ltd. All rights reserved.
    • 14. Acquisition (generating traffic) Do a growth hack around ‘Discovery’ Who are your target users? If there is more than one user type, remember different fish require different bait! How will people find you and tell other people about you? Design features, pages and content with sharing in mind. What is their route back to you? Can you cluster with partner technologies? Channel strategy - media, message, viral, © Copyright. All designs, ideas, layouts and documentation are copyright of Out of the Park Ltd. All rights reserved.
    • 15. Activation If your not getting enough activations you don’t need more traffic. You need to Growth Hack around converting visitors to active users. Low or no barrier to experience / trial Sign up (Getting the visitor to follow your lead to the sign up page) The trade off (Their email address for...) What is currency to the user? What can you give them that costs you nothing but they would value? How many touches before they bite? © Copyright. All designs, ideas, layouts and documentation are copyright of Out of the Park Ltd. All rights reserved.
    • 16. Retention Completeness tools (Helps you discover user commitment like Linkedin progress, Counter in Dropbox etc.) Help users get the most out of your features Reason to stay put (Stickiness within the core product) Stick with core metrics for now, measure visitors / activations / revenues © Copyright. All designs, ideas, layouts and documentation are copyright of Out of the Park Ltd. All rights reserved.
    • 17. Referral Build a referral hack - Inside or outside the core product? (Dropbox Free space for, Zoho mail, Evernote) Create repeat user value (The more you use it the more you get from it) Clusters with other platforms and partners WOM © Copyright. All designs, ideas, layouts and documentation are copyright of Out of the Park Ltd. All rights reserved.
    • 18. Revenue Subscription / Licensing Business Development Lead generation Advertising Up selling / Cross selling © Copyright. All designs, ideas, layouts and documentation are copyright of Out of the Park Ltd. All rights reserved.
    • 19. Final words Hire a growth hacker or build a growth team focused on achieving clear goals Growth teams are across the business functions Try and shortcut the funnel (Faster, cheaper, greater revenue potential). If you can go from acquisition to revenue in less steps than your competition you'll boss the market © Copyright. All designs, ideas, layouts and documentation are copyright of Out of the Park Ltd. All rights reserved.
    • 20. Thoughts on Lean Marketing and Growth Hacking. @outofthepark_ © Copyright. All designs, ideas, layouts and documentation are copyright of Out of the Park Ltd. All rights reserved.