While there may not be a single recipe to scaling exponentially, all great startup successes share a common pattern. The trick is to know which methods apply to your business model at which point in time. In this workshop, Côme explains how to fine-tune your growth strategy and pick the best tools depending on your business specificities.

1. THEFAMILY WORKSHOP
WITH CÔME COURTEAULT, HEAD OF GROWTH AT
THEFAMILY

2. PUT YOUR HANDS UP!
!"#

3. THEFAMILY?
$ % &
HUGO@THEFAMILY.CO OR MATTHIEU@THEFAMILY.CO

4. TheFamily
code: lamifasisi
WIFIWIFI

5. DISAGREE ON TWITTER!
#THEFAMILYBERLIN

6. OUR SPECIAL GUEST:
CÔME COURTEAULT
HEAD OF GROWTH
@THEFAMILY

7. HOW TO DESIGN YOUR GROWTH STRATEGY

8. PRODUCT/MARKET FIT

9. LOOK FOR:
1. Understanding
2. Buying
3. Sharing

10. VALUE
PROPOSITION
What makes people buy?

11. REFERRAL
Most powerful channel to grow

12. SUCCESS IS OBVIOUS

13. TRACTION, TRANSITION
& GROWTH

14. AARRR FRAMEWORK

15. TRACTION
Find first clients manually:
flyers, scraping, ads…

16. TRANSITION
Setting up the core growth engine:
retention - referral - activation

17. GROWTH
Finding sustainable and profitable
acquisition channels

18. COMMUNITY
VS. INTENT

19. COMMUNITY
User engagement
Create a habit
Key metric: retention

20. INTENT
The right customer, at the right time
1 sustainable, profitable acquisition channel
Key metric: acquisition cost < customer
lifetime value

21. HYBRID
Moment + habit
SaaS model
Key metrics: churn and acquisition cost

22. TOOLS

23. BUILD YOUR
EXPERTISE
Create content to show your knowledge
It’s 20% creation, 80% distribution
Find freelancers: textbroker.com
Inspiration: copyhackers.com

24. DO THINGS MANUALLY
Collect user input with tools like typeform.com
Automate what you can with zapier.com

25. ZAPIER
Connect services together!

26. EMAIL IS YOUR
BEST FRIEND
Try to reach out people directly, start a
conversation on LinkedIn…
Use a scrapper tool like data-miner.io

28. KICKOFF LABS
Build a landing page and set up a viral
campaign in just a few clicks
http://kickofflabs.com/blog/how-to-setup-a-viral-waiting-list-launch-page-like-
robinhood-with-kickofflabs/

29. CRISP.IM
Chat with users on a website

30. DATA-DRIVEN
GROWTH
No data = no knowledge
Google Analytics + mixpanel.com or
amplitude.com to track users

31. TRACK YOUR
CAMPAIGNS: UTMS
https://support.google.com/analytics/answer/1033867

32. TRACK GOALS IN
GOOGLE ANALYTICS

33. TRACK GOALS IN
GOOGLE ANALYTICS

34. TRACK GOALS IN
GOOGLE ANALYTICS

35. TRACK GOALS IN
GOOGLE ANALYTICS

36. COHORTS
7% of users who signed
up 5 weeks ago are still
active today.

37. HOTJAR
Qualitative data: how are visitors
behaving on your website?
Heatmaps, screen records, etc.

38. DASHBOARD
(Clean and simple)
https://docs.google.com/spreadsheets/d/17GhujOHqheJcLaUX7KXiD26TF69VTPJNi0Ewz-FgfJE/edit#gid=1132872082

39. BE FAST
Don’t micro-optimize, experiment a lot,
launch fast and get a result quickly!

40. BE RADICAL
When you test, always make sure that
you’re as radical as possible.

41. TRACTION TRANSITION GROWTH
COMMUNITY
Find first fans
manually and create
a habit
Make sure people
use and share the
product
Expand your target
to more groups of
people
INTENT
Make sure your
target sees value in
your product
Find a profitable
and sustainable
acquisition channel
Experiment to
optimise the
acquisition cost
HYBRID
Make sure your
target sees value in
your product
Reduce churn and
start finding an
acquisition channel
Experiment to
optimise the
acquisition cost

42. SEE YOU SOON!
LOVE.
THEFAMILY.CO