Thanks everyone who attended this session. I enjoyed the lively discussion regarding the benefits of implementing growth hacking to grow your small business. Growth hacking uses creativity, analytical thinking, and social metrics to gain brand exposure. It’s a low-cost and innovative alternative to traditional marketing that uses social media and viral marketing instead of more traditional media such as newspaper, radio and television. Growth hacking focuses on growth first, budgets second. Companies that have used these techniques successfully include Facebook, Twitter, LinkedIn, AirBnB, Dropbox and others. Thanks to our sponsor Launch Workplaces - Tysons. Visit: www.launchworkplaces.com. Thanks to our host Startup Central, Visit: www.startupcentr.al. Interested in learning how to plan and implement growth hacking techniques? Attend the upcoming workshop: Powerful Marketing Techniques To Grow Your Business Thursday, Aug 20th, Launch Workplaces - Tysons Attend this workshop to understand how to implement powerful marketing techniques to grow your business. RSVP: http://bit.ly/pmktg815

2. Sponsors

3. Learn  Connect  Build
An open collaborative community of curated
experts where members learn, connect and
build the next big things together.
www.startupcentr.al

4. A thought-provoking series for business
owners, executives, managers and leaders
of small and mid-market businesses to
ignite growth in the DMV area.

5. Upcoming Activities
Free Co-Working Days
Mondays andWednesday, LaunchWorkplaces -Tysons
Tuesdays andThursdays, LaunchWorkplaces - Gaithersburg
Connect with entrepreneurs, share ideas and equipment, and learn from experts to keep
your business on the right track.
RSVP: http://bit.ly/startupscentral
Femme Founders: How I Started My Startup
Thursday, July 23rd, LaunchWorkplaces -Tysons
Join thought-provoking discussion on how to innovate your business model to protect your
small business from competitors. RSVP: http://bit.ly/ffmup723
Powerful MarketingTechniquesTo GrowYour Business
Thursday, Aug 20th, Launch Workplaces -Tysons
Attend this workshop to understand how to implement powerful marketing techniques to
grow your business. RSVP: http://bit.ly/pmktg815
Contact Hector Del Castillo at hector@startupcentr.al if you have any
questions.

6. Agenda
6:30 – 7:00 - Check-In/Networking
7:00 – 7:10 - Introduction / Announcements
7:10 – 8:00 - Program and Q&A
8:00 – 8:30 - Wrap Up / Networking

7. Follow: @lstartupcentral
@hmdelcastillo
Use: #BizIgnite
#GrowthHacking
Tweet!

8. .@LaunchWorkplace I’m excited to attend
the #BizIgnite #GrowthHacking for
#SmallBiz @Meetup @lstartupcentral
Tweet The Following

10. What We Will Discuss
• Why Use Growth Hacking Techniques
• What is Growth Hacking
• Keys to Implementing Growth Hacking
Techniques
• Q & A

11. WHY USE GROWTH HACKING

12. Marketing & Sales Funnel
Prospects
Leads
Suspects
Prospective customers who
have heard about you.
Prospective customers who
you have contacted.
Leads who have requested
information or demo.
People that have bought your
product.
Customers

13. Establishes Massive Brand
Exposure

14. Linear vs. Exponential Growth
Source: Exponential Organizations, by Salim Ismail, Michael S. Malone, Yuri van Geest,
Diversion Books, Oct 2014

15. Improves Lead Quality

17. Captures Massive Number
of Leads

18. Achieving Higher Potential
Source: Gassmann, Oliver; Frankenberger, Karolin; Csik, Michaela The Business Model Navigator: 55 Models That Will
Revolutionise Your Business, Pearson Education Limited, Nov 2014

19. WHAT IS GROWTH HACKING

20. Growth Hacking:
A marketing technique that
uses creativity, analytical
thinking, and social metrics
to gain exposure

21. Uses a combination of
search engine optimization,
website analytics, content
marketing and A/B testing

22. KEYS TO EFFECTIVE GROWTH
HACKING

23. Identify Your Target Right
Why buy?
What to buy?
What price?
How often?
Target Customer

24. Define Your Value Proposition
Customers
Your BusinessCollaborators
Unique Value
Proposition
Source: Alexander Chernev, Strategic Marketing Management, 2012, 6th Edition

25. How you see
yourself
How others
see you
Your expertise Your outcomes
Your
Brand
Position Your Brand

26. Convert Prospects to Leads
Prospects
Leads
Suspects
Prospective customers who
have heard about you.
Prospective customers who
you have contacted.
Leads who have requested
information or demo.
People that have bought your
product.
Customers

27. Spread Your Message
Content Channels
Target
Prospects

28. Integrate To Leverage
Inbound
Marketing
• Advertising
• Direct mail
• Email marketing
• Telemarketing
• Content creation
• Video/Podcasts
• Social media
• Website
• Conferences
• Tradeshows
• Seminars/Workshops
• Demos
Outbound
Marketing

29. Track Success
TAM = Total Available Market
SAM = Specific Available Market
Conversion Rate = Sales Conversions / # of Contacts
CAC = Customer Acquisition Costs
ARPU = Average Revenue per User
AOS = Average Order Size
ATSC = Average Time to Sales Conversion
CRC = Customer Retention Costs

30. Key Takeaways
• Identify your target first1
• Define your value proposition2
• Position your brand3
• Convert prospects to leads4
• Spread your message5
• Integrate to leverage6
• Track success7

31. How I Started My Successful Startup
A panel discussion featuring women entrepreneurs who are successfully leading
their own startups. They will share their experiences and lessons learned. Bring
plenty of business cards for networking and a chance to win door prizes.
Thursday, July 23rd, 6:30 to 8:00 p.m.
LaunchWorkplaces -Tysons
Register: http://bit.ly/ffmup723

32. Powerful MarketingTechniquesTo
GrowYour Business
A workshop to understand how to implement powerful marketing techniques to
grow your business.
Thursday, August 20th, 6:00 to 9:00 p.m.
LaunchWorkplaces -Tysons
Register: http://bit.ly/pmktg815

33. .@LaunchWorkplace I had a blast at
#BizIgnite #GrowthHacking for #SmallBiz
@Meetup w/ @hmdelcastillo
http://bit.ly/bizign528
Tweet The Following

34. Thank You!
Hector Del Castillo
Product Innovation Consultant, Bold PM
linkd.in/hdelcastillo
@hmdelcastillo
hector@startupcentr.al