Growth Hacking @ Redpoint Ventures

1. 1 twitter @meetsamir / Copyright Samir Patel Redpoint eventures, São Paulo, Brazil

2. 2 twitter @meetsamir / Copyright Samir Patel About Samir • Founder, CEO of DoRevolution and Growth Mentor at 500Startups Silicon Valley, Optimized $1B+ in Ads. Founder of SearchForce and pioneer to apply Wall Street Analytics and Quantitative Trading Techniques to Advertising for Portfolio Optimization. He raised $10M+ in financing, developed a Cross-Channel Optimization SaaS Platform Based and took the company to profitability. • Patel has managed clients with some of the world largest ad budgets such as Salesforce.com, Priceline, Experian, Oracle, AT&T YellowPages, Progressive and Scottrade. • Growth seminars at 500Startups, General Assembly, UC Berkeley, TERA and at several top-tier VC firms around the world. Upcoming book on Growth Hacking. • MBA in Brand Marketing from Cornell's Johnson School of Business.

3. 3 twitter @meetsamir / Copyright Samir Patel Samir Patel samir@dorevolution.com President & CEO, DoRevolution Growth Mentor @500Startups Tweet@meetsamir Blog is at DoRevolution.com Connect on Linkedin

4. 4 twitter @meetsamir / Copyright Samir Patel DoRevolution ~ McKinsey For Growth • We provide Channel Management – Google Adwords – Facebook Ads – Mobile Advertising – Retargeting – SEO : On-page & Off-page – Analytics: Google Analytics, Mixpanel, Kissmetrics • Growth Training for CEO’s, CMO’s and Staff – Training Bootcamps for Startups & Growth companies – Moneyball for VC’s : Creating Analytics platform to invest to get higher returns

5. 5 twitter @meetsamir / Copyright Samir Patel Dave McClure Startup Ecosystem 5 • 1,000 Bootstrap Startups ($0-10K) • = 1,000 Parents/Garages/Basements @ $0-500/mo food+rent • 300 Accelerator Startups ($10-100K) • = 10-20 Accelerators @ $1-5M/yr, 20-50 co’s/yr • 100 Seed-Stage Startups ($100K-$1M) • = 5-10 Micro-VC Funds @ $10-30M/yr, 10-20 co’s/yr • 30 Series A/B Startups ($1-10M) • = 3-5 Early-Stage Funds @ $25-100M/yr, 5-10 co’s/yr • 10 Later-Stage Companies ($10-100M) • = 2-3 Later-Stage Funds @ $50-250M/yr, 3-5 co’s/yr • 1-3 Mature Company IPOs ($100M+)

6. 6 twitter @meetsamir / Copyright Samir Patel - McKinsey & Company

7. 7 twitter @meetsamir / Copyright Samir Patel - McKinsey & Company

8. 8 twitter @meetsamir / Copyright Samir Patel Growth Trumps All Metrics • High growth companies return 5X more to share holders • Growth predicts long-term success • SuperGrowers (growth rate >60%) when reached $100M were 8X more likely to reach $1B than ones <20% growth rate • Growth matters more than margin or cost structure. Increases in revenue growth rates drive 2X as much market cap gains - McKinsey & Company 8

9. 9 twitter @meetsamir / Copyright Samir Patel ACTION Grow Fast or Die Slow

10. 10 twitter @meetsamir / Copyright Samir Patel A Zillion Ways to Acquire Users

11. 11 twitter @meetsamir / Copyright Samir Patel Platforms 2.0 Search, Social, Mobile, Video, Messaging $100M+ Users Available ~ Dave McClure

12. 12 twitter @meetsamir / Copyright Samir Patel SEO is not JUST SEO ~ Rand Fishkin, Wizard, Moz

13. 13 twitter @meetsamir / Copyright Samir Patel 1. ACQUISITION Homepage / Landing Page Product Features Website.com Campaigns, Contests Emails & widgets Ads, Lead Gen, Biz Dev Subscriptions, etc SEO SEM Apps & Widgets Affiliates Email PR Biz Dev Campaigns, Contests Direct, Tel, TV Social Networks Blogs Domains Emails & Alerts System Events & Time-based Features Blogs, Content ~ Dave McClure, 500Startups

14. 14 twitter @meetsamir / Copyright Samir Patel 14 No Silver Bullet

15. It's the question, Neo. It's the question that drives us - Matrix 15 twitter @meetsamir / Copyright Samir Patel How much growth do we need, and how quickly do we need it? How much growth is left in our core markets? How secure are we in our core markets? What opportunities do we have to expand our current businesses and to generate more cash to invest in growth?

16. 16 twitter @meetsamir / Copyright Samir Patel Identify Your Target Market • What do your favorite customers have in common? Who else would you like to bring in? • Consider: – Which few distinct groups of people would you like to bring in? What are their age ranges and interests? Where do they live? – How can your business help them? – Would one group be more interested in trying out specific products, a sale or a timely offer?

17. 17 twitter @meetsamir / Copyright Samir Patel Establish your goals • Increase in-store sales - Increase foot traffic and make it easier for people to find and share information about your business. • Increase online sales - Find new customers and deepen relationships with people who’ll click through and buy. • Launch a new product - Generate excitement and maintain momentum around a new product or service. • Build Awareness - Express what makes your business unique and stay top-of-mind for future product decisions. • Promote your mobile App - Get your app into the hands of the right people and keep them engaged.

18. 18 twitter @meetsamir / Copyright Samir Patel Let’s GO. 99 Hacks in 90 Minutes!! Whoever gets 50+ photos of slides and tweets it out in next 3 hours WILL will WIN two hours of my time over skype which is = Wi$n1 $0100000+ in o3f0 vMainluutees. !

19. 19 twitter @meetsamir / Copyright Samir Patel ACTION Set Clear Quantifiable Goals. Think Attribution.

20. 20 twitter @meetsamir / Copyright Samir Patel Hack#1 : BOTS Take Over Social Selling

21. 21 twitter @meetsamir / Copyright Samir Patel Automate Visits to Profiles

22. 22 twitter @meetsamir / Copyright Samir Patel Profile Current & Clear Action

23. 23 twitter @meetsamir / Copyright Samir Patel Report from 3AM this morning

24. 24 twitter @meetsamir / Copyright Samir Patel

25. 25 twitter @meetsamir / Copyright Samir Patel ACTION # 3 Think Hustle.

27. 27 twitter @meetsamir / Copyright Samir Patel 8 Qualities of World Class Growth Teams • Possess Data-Driven Thinking • Rapid Learners of Dynamically Changing Marketing Channels and Growth Platforms • Understand Growth Process • Are Highly Product-Savvy • Have a Hustle Mindset • Possess a Cross-Disciplinary Skillset • Connect Marketing to Product Development • Possess Technical Acumen • Hiring connections

31. 31 twitter @meetsamir / Copyright Samir Patel Traffic Acquisition Lead & Customer Acquisition Market Research & User Feedback Email Marketing AB / Multivariate Testing Competitive Research Tools Sales Intelligence

32. 32 twitter @meetsamir / Copyright Samir Patel Hack#3 : Marketing Strategy

33. 33 twitter @meetsamir / Copyright Samir Patel Hack#4 : Brand Experience

34. 34 twitter @meetsamir / Copyright Samir Patel Hack #5 : Lean Canvas Hack

35. 35 twitter @meetsamir / Copyright Samir Patel Hack#6 : Themeforest + Fiverr + Wordpress

36. 36 twitter @meetsamir / Copyright Samir Patel Hack#7 : Six Killers of Mobile Sites 1. Unplayable videos 2. Faulty redirects 3. Smartphone-only 404s 4. App download interstitials 5. Irrelevant cross-linking 6. Page speed

37. 37 twitter @meetsamir / Copyright Samir Patel Hack#8 : Wordpress + Yoast

38. 38 twitter @meetsamir / Copyright Samir Patel Hack#9 : Buzzsumo for Content Strategy

39. 39 twitter @meetsamir / Copyright Samir Patel Hack#10 : Outsource Content Writing

40. 40 twitter @meetsamir / Copyright Samir Patel Hack# 11 : Link Twitter Bio

41. 41 twitter @meetsamir / Copyright Samir Patel Hack#12 : Pay Using a Tweet Provides users access to your content, product, or service once they’ve tweeted or posted about it Impact on Growth: • Invite people to pay with a post across major social media channels • Measure traffic, conversions, click and geo data

42. 42 twitter @meetsamir / Copyright Samir Patel Hack# 13 : Nimble, Social Signals Hack Consolidates your contacts, email, social signals, activities and follow-ups from everywhere, allowing you to manage your relationships more effectively. Impact on Growth: • Easily manage contacts across multiple channels • Tracks the complete history you and your contact share—on every channel

43. 43 twitter @meetsamir / Copyright Samir Patel Hack# 14 : Moat

44. 44 twitter @meetsamir / Copyright Samir Patel Hack#15: Moz Links Explorer

45. 45 twitter @meetsamir / Copyright Samir Patel Hack#16: SpyFu

46. 46 twitter @meetsamir / Copyright Samir Patel Hack#17: BuiltWith DoubleClick, Twitter Ads, AdRoll, RocketFuel, MailChimp, AppNexus, GA, CloudFront etc

47. 47 twitter @meetsamir / Copyright Samir Patel Hack#18: KeywordTool.io

48. 48 twitter @meetsamir / Copyright Samir Patel Hack#19: QuickSprout

49. 49 twitter @meetsamir / Copyright Samir Patel Hack#20: ListBuilder A free way to collect the email addresses of users who visited your site. Impact on Growth: • Build your subscriber list and easily download it as a CSV • Integrates with other email services and allows you to use your own custom email form

50. 50 twitter @meetsamir / Copyright Samir Patel Hack#21: Long Copy Hack

51. 51 twitter @meetsamir / Copyright Samir Patel Hack #22: SellHack

52. 52 twitter @meetsamir / Copyright Samir Patel Hack #23 : Mobile Site Killer Hacks • Unplayable videos • Faulty redirects • Smartphone-only 404s • App download interstitials • Irrelevant cross-linking • Page speed

53. 53 twitter @meetsamir / Copyright Samir Patel Hack #24 : Mobile SEM Hacks 1. Mobile Bid Adjustments : Need to get on top positions because of form factor, bid higher for location based targeting. 2. Mobile Preferred Ads : Separate mobile/desktop, Call directly or provide a promotion based on time. Different URL for mobile. 3. Call Extensions: Ad scheduling based on call center, Your own number or Google’s forwarding number 4. On Site Call Conversions: Track calls from phone number embedded on website when users need to reach more before they buy

54. 54 twitter @meetsamir / Copyright Samir Patel Hack #25 : Exit Intent Hack

55. 55 twitter @meetsamir / Copyright Samir Patel Hack #26 : Deploy Inbound Software

56. 56 twitter @meetsamir / Copyright Samir Patel Hack # 27 Keep a Growth Hack Action Playbook for each person in your team.

57. 57 twitter @meetsamir / Copyright Samir Patel Hack #28 : Customer Lifecycle: 5 Steps to Success • Acquisition: users come to the site from various channels • Activation: users enjoy 1st visit: "happy" user experience • Retention: users come back, visit site multiple times • Referral: users like product enough to refer others • Revenue: users conduct some monetization behavior AARRR! ~ Dave McClure, 500Startups

60. 60 twitter @meetsamir / Copyright Samir Patel Hack # 29 Measure Conversion Metrics (note: *not* actuals; your mileage may vary…) Category User Status Conv % Est. Value Acquisition Visit Site (or landing page, or external widget) 100% $.01 Acquisition Doesn't Abandon (views 2+ pages, stays 10+ sec, 2+ clicks) 70% $.05 Activation Happy 1st Visit (views X pages, stays Y sec, Z clicks) 30% $.25 Activation Email/Blog/RSS/Widget Signup (anything that could lead to repeat visit) 5% $1 Activation Acct Signup (includes profile data) 2% $3 Retention Email Open / RSS view -> Clickthru 3% $2 Retention Repeat Visitor (3+ visits in first 30 days) 2% $5 Referral Refer 1+ users who visit site 2% $3 Referral Refer 1+ users who activate 1% $10 Revenue User generates minimum revenue 2% $5 Revenue User generates break-even revenue 1% $25

61. 61 twitter @meetsamir / Copyright Samir Patel Hack # 30 Types of Metrics & Measurement • Qualitative: Usability Testing / Session Monitoring – Watch what users do, figure out problems & solutions from small # of users • Quantitative: Traffic Analysis / User Engagement – Report what users do, track usage & conversion %'s for all or empirical sample # of users • Comparative: A/B, Multivariate Testing – Compare what users do in one scenario vs another, see which copy/graphics/UI are most effective • Competitive: Monitoring & Tracking Competitors – Track competitor activity & compare against yours; if possible compare channels, keyword traffic, demographic targeting, user satisfaction, etc. (see slide notes for links to tools & vendors) ~ Dave McClure, 500Startups

62. 62 twitter @meetsamir / Copyright Samir Patel Hack # 31 Think Lifecycle. Customer Journeys.

63. 63 twitter @meetsamir / Copyright Samir Patel Hack 32-40 Cultivate Qualities of World Class Growth Hacking Teams 32 Possess Data-Driven Thinking 33 Rapid Learners of Dynamically Changing Marketing Channels and Growth Platforms 34 Understand Growth Process 35 Are Highly Product-Savvy 36 Have a Hustle Mindset 37 Possess a Cross-Disciplinary Skillset 38 Connect Marketing to Product Development 39 Possess Technical Acumen 40 Hiring connections

64. 64 twitter @meetsamir / Copyright Samir Patel Possess Action-Driven Thinking • Understands the numbers • Uses data to make decisions • Always favors data over gut assumptions • Identifies trends and translates into actions

65. 65 twitter @meetsamir / Copyright Samir Patel Fast Learner of Dynamically Changing Marketing Channels and Growth Platforms • Deep understanding of marketing channels • Knows target markets • Identifies channel-specific opportunities

66. 66 twitter @meetsamir / Copyright Samir Patel Understand Growth Process • Constantly testing and optimizing based on quantitative and qualitative findings • Translates findings in learnings • Uses learnings to inform product development and marketing optimizations

67. 67 twitter @meetsamir / Copyright Samir Patel Are Highly Product-Savvy • Understands Growth tools • Has product proficiency across all areas of marketing – analytics, CRO, A/B testing, retention, etc. • Can quickly identify right tool for the job

68. 68 twitter @meetsamir / Copyright Samir Patel Have a Hustle Mindset • Practices process innovation • Finds custom solutions to unique problems, rather than following stock best practices • Encourages culture of Growth

69. 69 twitter @meetsamir / Copyright Samir Patel Possess a Cross-Disciplinary Skillset • Possesses deep expertise of Growth platforms and products across multiple disciplines • Has enough expertise in each area to extract insights without relying on the team’s specialist • Can work unilaterally

70. 70 twitter @meetsamir / Copyright Samir Patel Connect Marketing to Product Development • Believes marketing insights should inform product development • Uses market research to steer product evolution • Keeps development inline with market demand

71. Hack 41-46 Cultivate Skills 71 twitter @meetsamir / Copyright Samir Patel

72. 72 twitter @meetsamir / Copyright Samir Patel Hacks 47-49 47.You need a Growth team. 48.Given your Growth plan, discover your strengths and weaknesses around the first ‘P’. 49.Find and Hire Bruce Lee’s.

73. 73 twitter @meetsamir / Copyright Samir Patel Process The House of Kaizen

74. 74 twitter @meetsamir / Copyright Samir Patel Hack # 50 & 51 Achieve Growth in Five Phases and De-Risk it: 1. Establish key Channels, KPIs and Attribution Model 2. Identify Goals & Constraints 3. Access Risk & Prioritize 4. Learning and Ongoing Investigation: The “Five Whys” Method 5. Continuous Optimization: Using Kaizen for Growth

75. 75 twitter @meetsamir / Copyright Samir Patel ~ Brian Balfour

77. 77 twitter @meetsamir / Copyright Samir Patel Hack 52-54 Establish key Channels, KPIs and Attribution Model 52.Make a plan of attack 53.Identify target customers, where you’ll find them, and how you’ll measure success once you reach them 54.Build a comprehensive attribution model to track behavior across channels and through purchase funnel

78. 78 twitter @meetsamir / Copyright Samir Patel Hack 55-57: Identify Goals & Constraints 55.Ask a simple question: What are you really trying to do? 56.Set clear goals for tests (don’t just hope for the best) 57.Take stock of constraints and limitations due to budgets, competition, development resources, etc.

79. 79 twitter @meetsamir / Copyright Samir Patel Access Risk & Prioritize • Organize and prioritize your tests and optimizations • Create planning document and provide access to entire Growth team • Prioritize based on what will have the greatest impact right away (80/20 approach)

80. 80 twitter @meetsamir / Copyright Samir Patel Continuous Optimization : Using Kaizen for Growth • Practice Kaizen method for continuous improvement • Keep testing – improve on what works, learn from what does not • Beyond tactics and actions, maintaining Growth Mindset is critical

81. 81 twitter @meetsamir / Copyright Samir Patel Establish Objectives and Key Results (OKRs) • Set your objective based on what’s going to have the greatest impact on your business right away • Establish a timeline for testing • Set multiple Key Results (KRs) based on level of difficulty: KR 1 – 90% chance of success. You did a good job. KR 2 – 50% chance of success. You did a great job. KR 3 – 10% chance of success. You hit it out of the park!

82. 82 twitter @meetsamir / Copyright Samir Patel Example -- Growth via Adwords: Goal: Lower their CPA for accredited investor signups via AdWords without a significant drop in conversion volume. 1. Focus on Search Network to drive lower CPA 2. Set timeline for 60 days 3. Three Key Results will be attempted: • KR1 -- (90% change of success): Raise conversion volume by 10% by focusing on strategic bid modifications RLSA audience lists. • KR2 – (50% chance of success): Lower CPA by 20% by limiting the keywords they buy to high performing terms only, and setting location bid modifications by income-tier. • KR3 – (10% chance of success): Lower CPA by 20% and raise conversion volume by 10% by combining these two strategies.

83. 83 twitter @meetsamir / Copyright Samir Patel Hack # 58 Run Growth Experiments in 4 Steps

84. 84 twitter @meetsamir / Copyright Samir Patel Compile Your Tests • Create shared doc and dump all ideas for tests here • Doc stimulates new ideas and keeps things organized

85. 85 twitter @meetsamir / Copyright Samir Patel Prioritize • Prioritize test ideas from “Inventory” doc • Create “Channel” doc that keeps track of all experiments you’ve run, are running currently, or plan to run in the near future • Include key results and findings from pasts tests

86. 86 twitter @meetsamir / Copyright Samir Patel Experiment Create an “Experiment” doc for each experiment you run. Include the following details: • Objective • Hypothesis • Design • Resource Estimation • Results • Findings • Action Items

87. 87 twitter @meetsamir / Copyright Samir Patel Systemize Findings • Create “Findings” doc for all insights and learnings from tests • Use this as a resource for planning future tests (the entire process starts over at this point) • Create an ongoing process of up-leveling product, advertising, and UX

88. 88 twitter @meetsamir / Copyright Samir Patel Hack # 59 The Ariel and the Microscopic View • Schedule weekly meeting to “zoom out” as a team to discuss findings, ask questions, and propose actions • Then zoom back in: Plan and run your new tests • Do this over and over again. Maintain constant communication, collaboration, learning, and improvement

90. 90 twitter @meetsamir / Copyright Samir Patel Hacks # 60-62 60.You don’t need a marketing person, you need a Data Ninja. 61.Digital Marketing has become Quantitative trading with Machines & Algorithms taking over the world. 62.Adopt a Scientific Process

91. 91 twitter @meetsamir / Copyright Samir Patel Traffic Acquisition Lead & Customer Acquisition Market Research & User Feedback Email Marketing AB / Multivariate Testing Competitive Research Tools Sales Intelligence

92. 92 twitter @meetsamir / Copyright Samir Patel Hack # 63 Study Ad Revenue

93. 93 twitter @meetsamir / Copyright Samir Patel Hack # 64-68 Six Pillars of Optimization 64.Account Architecture 65.Keywords 66.Ad Copy 67.Offer & Landing Pages 68.Analytics

94. 94 twitter @meetsamir / Copyright Samir Patel Hack 69-72 Calibrators 69.Audiences 70.Relevancy 71.Quality Score or Equivalent 72.Bounce Rates

95. 95 twitter @meetsamir / Copyright Samir Patel Hack # 73 - 6th Pillar!

96. 96 twitter @meetsamir / Copyright Samir Patel Hack #74- Questions to Ask Users

97. 97 twitter @meetsamir / Copyright Samir Patel Questions to Ask Users

100. 100 twitter @meetsamir / Copyright Samir Patel Account Structure Pillar

101. 101 twitter @meetsamir / Copyright Samir Patel Keywords Pillar

104. 104 twitter @meetsamir / Copyright Samir Patel Keyword Pillar

105. 105 twitter @meetsamir / Copyright Samir Patel Landing Page Pillar

106. 106 twitter @meetsamir / Copyright Samir Patel Core Concept : Bounce Rate

107. 107 twitter @meetsamir / Copyright Samir Patel Ad Copy Pillar

108. 108 twitter @meetsamir / Copyright Samir Patel Google Analytics Pillar

109. 109 twitter @meetsamir / Copyright Samir Patel Hack 75 # Mother of all Tests

110. 110 twitter @meetsamir / Copyright Samir Patel Core Concept : Relevance

111. 111 twitter @meetsamir / Copyright Samir Patel Quality Score Calculations

112. 112 twitter @meetsamir / Copyright Samir Patel Quality Score Calculations

113. 113 twitter @meetsamir / Copyright Samir Patel 10 PPC Optimization Tips 76.Search Query Report 77.Keyword Match Types 78.Cross Pollinations: SEO and SEM 79.Ad Copy Testing 80.Segmented Reporting for Day Parting 81.Using Ad Extensions 82.Budget Adjustments 83.Competitive Terms 84.Campaign Structure 85.Device Based Bidding

114. 114 twitter @meetsamir / Copyright Samir Patel AD EXTENSIONS SELLER RATINGS SITELINKS CALL EXT. LOCATION EXT. GOOGLE+

115. 115 twitter @meetsamir / Copyright Samir Patel Accelerating Growth via Mobile Advertising

117. 117 twitter @meetsamir / Copyright Samir Patel Tell them before you tell them • Mobile Multiple Touch Points • Calls • Apps • Cross Device • Mcommerce & Mobile Sites • In store • 4 Tips: Optimizing Mobile PPC

119. 119 twitter @meetsamir / Copyright Samir Patel Calls • This may sound obvious but let's not forget smartphones facilitate an action that is native to the device itself: phone calls. Customers sometimes prefer to purchase by phone. • how a spontaneous party was made possible with purchases made via phone calls.

120. 120 twitter @meetsamir / Copyright Samir Patel Apps • Mobile App Economy is 29.5B Gartner, 50B downloaded, 1M apps, 190 Countries • Apps are a great way to enrich your relationship with your customers. App downloads and transactions that happen within your apps are two important sources of value from mobile. • When consumers download your app, it creates new opportunities for conversions.

121. 121 twitter @meetsamir / Copyright Samir Patel Open An Existing App

122. 122 twitter @meetsamir / Copyright Samir Patel App Downloads

123. 123 twitter @meetsamir / Copyright Samir Patel New App Ads • New Installations: Mobile App promotions across search, display and YouTube. • Extract and suggest keywords based on Google Play and Google Seach • Target Customers based on apps they use, frequency of use and in-app purchase history • Reengagement: Ads that redirect inside of apps already installed, Deep Linking • Conversion Measurement: Installation, Reengagement & In-App Purchases

124. 124 twitter @meetsamir / Copyright Samir Patel Smarter ads optimized for varying user contexts

125. 125 twitter @meetsamir / Copyright Samir Patel Cross Device • Consumers often use multiple devices to make a purchase, starting by researching on mobile and then waiting until they are on another screen to complete the transaction. • A product purchased on a laptop originated with research done on a smartphone.

126. 126 twitter @meetsamir / Copyright Samir Patel Mcommerce & Mobile Sites • A mobile-friendly site is the cornerstone of any mobile strategy and makes it easier for your customers to purchase directly from their smartphones.

127. 127 twitter @meetsamir / Copyright Samir Patel Hack # 86 Tools • Google Think - MultiScreen: Everything Google + Mobile • PageSpeed Insights • Mobile Site Development : MoovWeb, Mobify

128. 128 twitter @meetsamir / Copyright Samir Patel Hack # 87 Adwords is a every changing Beast. Tame it with Process.

129. 129 twitter @meetsamir / Copyright Samir Patel Hack # 88 - 95 Landing Page Best Practices Top Landing Page Audit Checklist: 95. Landing page is digestible in under 5 seconds? 96. Ads going to the most relevant landing page? 97. All offers seen in ads are current and prominently featured on landing page? 98. Pricing on landing page consistent with advertising offers? 99. Pricing is highly visible, as are discounts and promotional offers? 100.Landing Page Contains a Strong Headline? 101.Landing Page Contains Clear Call-to-Action? 102.Landing Page makes next step in buying funnel easy to find?

130. 130 twitter @meetsamir / Copyright Samir Patel Hack # 103-110 Design & Layout Hacks Best Practices: 103.Focus on three primary areas: Behavior, engagement / activation , conversion / revenue 104.Prioritize optimizing to conversion rate (CRO) 105.Identify clear goals for tests 106.Keep track of external variables 107.Highlight calls-to-action / value proposition 108.Break down data by channel / demographic 109.Establish list of key findings 110.Learn from your tests!

131. 131 twitter @meetsamir / Copyright Samir Patel Hack # 111 A/B Testing Best Practices: • Test one element at a time • Develop clear timeline for testing • Prioritize tests based on what will make the biggest difference right away • Be clear about KPIs for testing (don’t get bogged down by secondary and tertiary performance metrics) Primary Tools: • Google Content Experiments • Optimizely

132. 132 twitter @meetsamir / Copyright Samir Patel Hack # 112 Pay Attention to Mobile Advertising and Websites Why Mobile Matters: • As of May 2013, 63% of adult cell owners use their phones to go online. • 34% of users consider mobile to be their primary method for going online. • 92% of users use their smartphone to access the internet every day • 46% of users have completed a purchase on their smartphone • 34% of users say they’re using their smartphones more now than six months ago • 1.4 billion smartphone users in 2013 • Mobile will generate 400 billion in revenue by 2015, compared with 139 billion in 2012 • The majority of internet searches will come from mobile by early 2015

133. 133 twitter @meetsamir / Copyright Samir Patel Samir Patel samir@dorevolution.com President & CEO, DoRevolution Growth Mentor @500Startups Connect on Linkedin

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