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Growth Hacking 
The Human Operating System for 
Marketing Technology 
@seanellis 
Sean Ellis 
Aug 20th 2014 
CEO of Qualar...
Origin: Desperate Startups 
• Aggressive targets, tight resources 
• Traditional approach not realistic 
• Had to think of...
Growth Hacking 
• Experiment with all available growth levers 
• Understand what’s driving growth, test to improve 
• Heav...
Potential Growth Levers 
• Engineered user-get-user 
• Massive platforms 
• Onboarding 
• Product 
@seanellis
Engineer User-Get-User 
@seanellis
Leverage Massive Platforms 
@seanellis
Onboarding: Optimize for Habits 
@seanellis
Distribute Via Product Levers 
@seanellis
The Growth Team 
“Growth team” complements existing marketing team 
• Multi-disciplinary 
• Cross functional 
• Evangelize...
Growth Hacking is Experiment 
Driven Marketing 
@seanellis
Goal: Increase Units of Gratification 
@seanellis
Experimentation Process 
1. Ideas 
@seanellis 
2.Prioritize 
5.Optimize 
4.Analyze 3.Test
Inspiration for Ideas 
• Knowledge Sharing, Voice of Customer, Referral Data… 
@seanellis
Insights Help Prioritization 
• Quantitative/Qualitative insights 
• Understand what’s driving growth, 
double down. 
• Pr...
Dropbox Example 
• Freemium reduced allowable CPA 
• Natural advantages to grow with 
collaboration and sharing 
• Catalyz...
10 Other Growth Engine Breakdowns 
@seanellis 
Download on Kindle
Questions? 
Thank You. 
Sean Ellis 
CEO of Qualaroo 
& GrowthHackers.com 
Twitter: @seanellis 
@seanellis
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Growth Hacking: The Human Operating System for Martech (Marketing Technology)

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In the last 10 years, several multibillion dollar companies have emerged with virtually no traditional marketing. These slides highlight the key growth hacking tactics that these companies are using. They then explain how you can adopt the processes and team to discover transformative growth levers for your business.

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  • Thanks Scott, Good afternoon everyone. Great to be back in Boston!

    So the web offers some really interesting growth opportunities.  Growth hacking is about tapping into these opportunities. Today I’ll be sharing the key growth opportunities of the web how you can take advantage of those opportunities.

    So why did growth hacking begin in startups?
  • This is the key to sustainable growth… Vanity number growth doesn’t mean much.
  • Transcript of "Growth Hacking: The Human Operating System for Martech (Marketing Technology)"

    1. 1. Growth Hacking The Human Operating System for Marketing Technology @seanellis Sean Ellis Aug 20th 2014 CEO of Qualaroo, GrowthHackers.com Twitter @seanellis
    2. 2. Origin: Desperate Startups • Aggressive targets, tight resources • Traditional approach not realistic • Had to think of something else… @seanellis
    3. 3. Growth Hacking • Experiment with all available growth levers • Understand what’s driving growth, test to improve • Heavy focus on product and optimization @seanellis
    4. 4. Potential Growth Levers • Engineered user-get-user • Massive platforms • Onboarding • Product @seanellis
    5. 5. Engineer User-Get-User @seanellis
    6. 6. Leverage Massive Platforms @seanellis
    7. 7. Onboarding: Optimize for Habits @seanellis
    8. 8. Distribute Via Product Levers @seanellis
    9. 9. The Growth Team “Growth team” complements existing marketing team • Multi-disciplinary • Cross functional • Evangelize growth culture @seanellis
    10. 10. Growth Hacking is Experiment Driven Marketing @seanellis
    11. 11. Goal: Increase Units of Gratification @seanellis
    12. 12. Experimentation Process 1. Ideas @seanellis 2.Prioritize 5.Optimize 4.Analyze 3.Test
    13. 13. Inspiration for Ideas • Knowledge Sharing, Voice of Customer, Referral Data… @seanellis
    14. 14. Insights Help Prioritization • Quantitative/Qualitative insights • Understand what’s driving growth, double down. • Prioritize high potential, high probability, low effort @seanellis
    15. 15. Dropbox Example • Freemium reduced allowable CPA • Natural advantages to grow with collaboration and sharing • Catalyze sharing with double sided referral program • Optimize conversions on sharing loops • 300 million users with no traditional marketing @seanellis
    16. 16. 10 Other Growth Engine Breakdowns @seanellis Download on Kindle
    17. 17. Questions? Thank You. Sean Ellis CEO of Qualaroo & GrowthHackers.com Twitter: @seanellis @seanellis
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