Sam Sharma discusses sustainable growth at Uber Eats. He outlines Uber Eats' journey starting in 2015 with proving product/market fit, expanding globally in 2016, and proving out the business model and sustainability in 2017. Sharma advocates using the profit and loss statement to guide growth and identify levers. He notes the importance of acquiring and retaining customers by driving the growth flywheel through multiple entry points and a "super-app" approach. Sharma concludes by emphasizing the need to understand the profit and loss statement to identify growth levers and link experiment metrics to financial outcomes while knowing the red lines.

1. Sustainable Growth
Sam Sharma
Head of Growth & Corporate Finance
Uber Eats
Growth Hacking World Forum, SF
Nov 07, 2018

2. P&L
(Profit & Loss)
Statement

3. Let P&L Be
Your Growth
Guide
Let P&L Be Your Guide To Sustainable Growth

4. Eats is a
3-sided
Marketplace

5. Eats started its
journey 3
years back…
Prove product /
market fit
2015
Go global - expand
to 50 markets
2016
Prove out the
business model
and sustainability
2017
Experimentation
2014 2018
Scale

6. …and is well
on its way to
be the largest
food delivery
company in
the world

7. See Growth
Through a
New Lens

8. See Growth
Through a
New Lens

9. How Do I Acquire and Retain?
Drive the Flywheel of Growth
High Cost of Acquisition
Need Demand to Retain

10. Virtual Restaurants

11. Marketing Budget?

12. Marketing Budget?

13. Customer Acquisition Multiple Entry Points
“Super-App”
Adoption of new service
Engagement and Retention
Mix of high and low frequency engagement services
Cross promotion
Image source: Thatsmags

15. Image source: Salesforce Blog

17. Conclusion
Understand your P&L to identify
levers
Draw the link from your
experiment KPIs to P&L
Know the Red Lines