0
Growth	
  hacking	
  case	
  
studies	
  to	
  improve	
  
your	
  funnel	
  

Based	
  on	
  the	
  AARRR	
  pirate	
  me...
Pol Valls Soler !
	
  

	
   	
  @polvallssoler!
" "linkedin.com/in/polvallssoler!
" "slideshare.net/polvallssoler!
"!

Cr...
Growth Hacking

Less Budget, More Creativity, More Automation -> Maximize Output
Groupon ACQUISITION!
Different landing pages according to traffic source!
(Search Engines for SEO –> Footer vs Direct !
Tra...
!

Groupon ACTIVATION & RETENTION!
!

Groupon RETENTION!
Groupon REFERRAL!

Sharing is in Groupon’s DNA	

!
Linkedin ACTIVATION!
!
Gamification example:
!

Linkedin RETENTION & REFERRAL!
!

Linkedin REVENUE!
Linkedin ACQUISITION & REFERRAL!
!
(NOT THE BEST THING TO DO… people can hate you)	

From Linkedin’s People You May Know p...
Dropbox ACQUISTION!
!

Signup driven homepage:

before	
  

a?er	
  
Dropbox REFERRAL!
!

Sharing simplicity and availability on Multiple Devices & Platforms:
!

Dropbox REFERRAL & REVENUE!
Get more space
!

Dropbox ACQUISTION & REFERRAL!
Dropbox Great Space Race!
Dropbox REFERRAL & REVENUE!
!
Dropbox growth hack in numbers…
1.  September 2008: 100,000 registered users!
2.  January 20...
It doesn’t need to be online (initially)!
It doesn’t need to be online (initially)!
It doesn’t need to be online (initially)!
ACQUISITION:

SEO hacks!
ACQUISITION!
ACQUISITION & REFERRAL!

From	
  adverBsing	
  here…	
  
ACQUISITION & REFERRAL!

To	
  simply	
  wriBng	
  this	
  footer	
  on	
  each	
  email…	
  

PS: I Love You. Get Your
Fr...
ACQUISITION & REFERRAL!
And	
  here	
  are	
  the	
  results:	
  
ACQUISITION & REFERRAL (Through viral content)!
ACQUISTION,
ACTIVATION,
RETENTION
&
REFERRAL!

ACQUISTION,
ACTIVATION
&
RETENTION!
ACQUISITION, REFERRAL & REVENUE!
Extra tip: Reverse Engineered App Store’s ranking algorithm
(approximation)!

AppStore	
 ...
ACQUISITION & PROFIT!
REFERRAL!
REFERRAL!
REFERRAL!
REVENUE & PROFIT!
REVENUE & PROFIT!
REVENUE & PROFIT!
REVENUE & PROFIT!
Unlock	
  all	
  books	
  is	
  the	
  clear	
  top	
  revenue	
  generator.	
  
REVENUE & PROFIT!

The	
  $144,146,165	
  Bu@on	
  

When	
  cabs	
  were	
  cash	
  only,	
  the	
  average	
  Bp	
  was	...
When	
  Growth	
  
Hacking	
  Goes	
  
Fail	
  Hacking	
  
Path
Facebook	
  blocked	
  Path’s	
  “Find	
  Friends”	
  access	
  following	
  spam	
  controversy	
  
Path
Path	
  texts	
  your	
  enBre	
  phonebook	
  
Glide
Same…	
  
Tinder
Same…	
  
Rap Genius: No SEO Genius
Rap Genius: No SEO Genius

Rap Genius fell from around 700,000 uniques a day to around 100,000.!
Rap Genius: No SEO Genius
Google recommends a 4-step approach to fixing the problem:!
1. Download a list of links to your s...
Facebook Fraud
Facebook Fraud
Pol Valls Soler !
	
  

	
   	
  @polvallssoler!
" "linkedin.com/in/polvallssoler!
" "slideshare.net/polvallssoler!
"!

Cr...
Growth hacking case studies to improve your funnel
Growth hacking case studies to improve your funnel
Growth hacking case studies to improve your funnel
Growth hacking case studies to improve your funnel
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Growth hacking case studies to improve your funnel

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Published on

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

Published in: Business

Transcript of "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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