Growth hacking case studies to improve your funnel

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Discover lots of growth hacking examples applied to the pirate metrics AARRR framework to optimize your startup with low budget and high creativity.

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Growth hacking case studies to improve your funnel

  1. 1. Growth  hacking  case   studies  to  improve   your  funnel   Based  on  the  AARRR  pirate  metrics  framework.  See   “Pirate  Metrics  AARRR,  profit  and  key  metrics  to  track”  at slideshare.net/polvallssoler!
  2. 2. Pol Valls Soler !      @polvallssoler! " "linkedin.com/in/polvallssoler! " "slideshare.net/polvallssoler! "! Creator of:! iOS app for discovering people nearby: joinerapp.com! Reddit for spanglish geeks: zumogeek.com! Advising entrepreneurs at La Salle Technova Barcelona!
  3. 3. Growth Hacking Less Budget, More Creativity, More Automation -> Maximize Output
  4. 4. Groupon ACQUISITION! Different landing pages according to traffic source! (Search Engines for SEO –> Footer vs Direct ! Traffic -> No footer)!
  5. 5. ! Groupon ACTIVATION & RETENTION!
  6. 6. ! Groupon RETENTION!
  7. 7. Groupon REFERRAL! Sharing is in Groupon’s DNA !
  8. 8. Linkedin ACTIVATION! ! Gamification example:
  9. 9. ! Linkedin RETENTION & REFERRAL!
  10. 10. ! Linkedin REVENUE!
  11. 11. Linkedin ACQUISITION & REFERRAL! ! (NOT THE BEST THING TO DO… people can hate you) From Linkedin’s People You May Know page… This person passed away about a year ago. For the majority of her life, she ran a small hardware shop and she barely understood email, let alone LinkedIn.
  12. 12. Dropbox ACQUISTION! ! Signup driven homepage: before   a?er  
  13. 13. Dropbox REFERRAL! ! Sharing simplicity and availability on Multiple Devices & Platforms:
  14. 14. ! Dropbox REFERRAL & REVENUE! Get more space
  15. 15. ! Dropbox ACQUISTION & REFERRAL! Dropbox Great Space Race!
  16. 16. Dropbox REFERRAL & REVENUE! ! Dropbox growth hack in numbers… 1.  September 2008: 100,000 registered users! 2.  January 2010 (15 months later): 4,000,000! 3.  Mostly from word-of-mouth and viral:! • 35% of daily signups from referral program! • 20% from shared folders, other viral features! • Sustained 15-20%+ month-over-month growth since launch!
  17. 17. It doesn’t need to be online (initially)!
  18. 18. It doesn’t need to be online (initially)!
  19. 19. It doesn’t need to be online (initially)!
  20. 20. ACQUISITION: SEO hacks!
  21. 21. ACQUISITION!
  22. 22. ACQUISITION & REFERRAL! From  adverBsing  here…  
  23. 23. ACQUISITION & REFERRAL! To  simply  wriBng  this  footer  on  each  email…   PS: I Love You. Get Your Free Email at Hotmail
  24. 24. ACQUISITION & REFERRAL! And  here  are  the  results:  
  25. 25. ACQUISITION & REFERRAL (Through viral content)!
  26. 26. ACQUISTION, ACTIVATION, RETENTION & REFERRAL! ACQUISTION, ACTIVATION & RETENTION!
  27. 27. ACQUISITION, REFERRAL & REVENUE! Extra tip: Reverse Engineered App Store’s ranking algorithm (approximation)! AppStore  Ranking  =  H +  D +  R + E +  S   ! !H = # of installs weighted for the past few hours! !D = # of installs weighted for the past few days! !R = Reviews (star rating + number of reviews)! !E = Engagement (# of times app opened etc.) ! !S = Sales ($)! ! ! Luck?  AppStore  Bot?  Dark  paNern?  
  28. 28. ACQUISITION & PROFIT!
  29. 29. REFERRAL!
  30. 30. REFERRAL!
  31. 31. REFERRAL!
  32. 32. REVENUE & PROFIT!
  33. 33. REVENUE & PROFIT!
  34. 34. REVENUE & PROFIT!
  35. 35. REVENUE & PROFIT! Unlock  all  books  is  the  clear  top  revenue  generator.  
  36. 36. REVENUE & PROFIT! The  $144,146,165  Bu@on   When  cabs  were  cash  only,  the  average  Bp  was  roughly  10%.  A?er  the   introducBon  of  this  system,  the  Bp  percentage  jumped  to  22%.  Those   three  buNons  resulted  in  $144,146,165  of  addiAonal  Aps  per  year.  
  37. 37. When  Growth   Hacking  Goes   Fail  Hacking  
  38. 38. Path Facebook  blocked  Path’s  “Find  Friends”  access  following  spam  controversy  
  39. 39. Path Path  texts  your  enBre  phonebook  
  40. 40. Glide Same…  
  41. 41. Tinder Same…  
  42. 42. Rap Genius: No SEO Genius
  43. 43. Rap Genius: No SEO Genius Rap Genius fell from around 700,000 uniques a day to around 100,000.!
  44. 44. Rap Genius: No SEO Genius Google recommends a 4-step approach to fixing the problem:! 1. Download a list of links to your site from Webmaster Tools.! 2. Check this list for any links that violate our guidelines on linking.! 3. For any links that violate our guidelines, contact the webmaster ! of that site and ask that they either remove the links or prevent them! from passing PageRank, such as by adding a rel="nofollow" attribute.! 4. Use the Disavow links tool in Webmaster Tools to disavow any links ! you were unable to get removed.! But they had a MASSIVE problem… so they had to write a scraper to! analyze 178k  URLs  using concurrency on a Heroku cloud. #NOTBAD!
  45. 45. Facebook Fraud
  46. 46. Facebook Fraud
  47. 47. Pol Valls Soler !      @polvallssoler! " "linkedin.com/in/polvallssoler! " "slideshare.net/polvallssoler! "! Creator of:! iOS app for discovering people nearby: joinerapp.com! Reddit for spanglish geeks: zumogeek.com! Advising entrepreneurs at La Salle Technova Barcelona!

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