Download as PDF, PPTX
Uploaded byAtlassian
6 Strategies to Uncover Growth Opportunities for Your Business
The document outlines six strategies to enhance business growth by focusing on user acquisition and retention through a growth mindset in product development. It emphasizes measuring user funnels, identifying 'aha moments', understanding users, and conducting experiments to diagnose and solve problems effectively. The author provides specific metrics and optimization tips using case studies from Jira and A/B testing to illustrate the importance of continuous improvement in user engagement.
More Related Content
Similar to 6 Strategies to Uncover Growth Opportunities for Your Business
6 Strategies to Uncover Growth Opportunities for Your Business
- 1.
- 2. CLAIRE MAYNARD •GROWTH PMM • ATLASSIAN • @CLAIREMAYNIE 6 strategies to uncover growth in your business
- 3. 33 "Growth" is amindset applied to product development where the true north is user growth. Every strategy, every tactic, and every initiative, is attempted in the hopes of growing the product's user base.
- 4. MEASURE YOUR FUNNEL FIND YOUR AHAMOMENT UNDERSTAND YOUR USERS EXPERIMENT DIAGNOSE THE PROBLEM BUILD A PRACTICE
- 5. MEASURE YOUR FUNNEL FIND YOUR AHAMOMENT UNDERSTAND YOUR USERS EXPERIMENT DIAGNOSE THE PROBLEM BUILD A PRACTICE
- 6.
- 7.
- 8. Pirate metrics Signs upAcquisition Activation Retention Revenue Referral
- 9.
- 10.
- 11.
- 12.
- 13. Pirate metrics Signs upAcquisition Activation Retention Revenue Referral Uses Uses (cont.) Pays Shares
- 14. JIRA’s funnel Landing page Sign-upform Sign ups Proper sign ups Sign-ins Created a project Created an issue Created >1 issue Purchased Still licensed after 90 days 0 10000 20000 30000 Acquisition Activation Revenue Retention
- 15. JIRA’s funnel Landing page Sign-upform Sign ups Proper sign ups Sign-ins Created a project Created an issue Created >1 issue Purchased Still licensed after 90 days 0 10000 20000 30000 Activation
- 16. MEASURE YOUR FUNNEL FIND YOUR AHAMOMENT UNDERSTAND YOUR USERS EXPERIMENT DIAGNOSE THE PROBLEM BUILD A PRACTICE
- 17. 7 Friends in10 Days FACEBOOK “ ”
- 18.
- 19.
- 20.
- 21.
- 22. Rarely taken actions Retained Created8 issues Rarely taken actions
- 23. Commonly taken actions RetainedCreated 1 issues Commonly taken actions
- 24. AHA! Actions Retained Tookaction Aha!
- 25.
- 26. AHA! Actions Retained 5aggregate DAU Aha!
- 27. 5 aggregate DAU JIRASOFTWARE “ ”
- 28. Landing page Sign-up form Signups Proper sign ups Sign-ins Created a project Created an issue Created >1 issue >1 DAU Purchased Still licensed after 90 days 0 10000 20000 30000 JIRA activation funnel Aha moment
- 29. MEASURE YOUR FUNNEL FIND YOUR AHAMOMENT UNDERSTAND YOUR USERS EXPERIMENT DIAGNOSE THE PROBLEM BUILD A PRACTICE
- 30. MEASURE YOUR FUNNEL FIND YOUR AHAMOMENT UNDERSTAND YOUR USERS EXPERIMENT DIAGNOSE THE PROBLEM BUILD A PRACTICE
- 31. JIRA’s funnel Landing page Sign-upform Sign ups Proper sign ups Sign-ins Created a project Created an issue Created >1 issue >1 DAU Purchased Still licensed after 90 days 0 10000 20000 30000
- 32. Landing page Sign-up form Signups Proper sign ups Sign-ins Created a project Created an issue Created >1 issue >1 DAU Purchased Still licensed after 90 days 0 10000 20000 30000 JIRA’s funnel 38% don’t sign up
- 33. JIRA’s funnel 12% ofusers never signed in Landing page Sign-up form Sign ups Proper sign ups Sign-ins Created a project Created an issue Created >1 issue >1 DAU Purchased Still licensed after 90 days 0 10000 20000 30000
- 34. Landing page Sign-up form Signups Proper sign ups Sign-ins Created a project Created an issue Created >1 issue >1 DAU Purchased Still licensed after 90 days 0 10000 20000 30000 JIRA’s funnel 57% never have >1 DAU
- 35. JIRA’s funnel Landing page Sign-upform Sign ups Proper sign ups Sign-ins Created a project Created an issue Created >1 issue >1 DAU Purchased Still licensed after 90 days 0 10000 20000 30000
- 36. MEASURE YOUR FUNNEL FIND YOUR AHAMOMENT UNDERSTAND YOUR USERS EXPERIMENT DIAGNOSE THE PROBLEM PUT INTO PRACTICE
- 37. What is anexperiment? Hypothesis A/B test Analysis ProductizeProblem We believe <this change> Will result it <a specific outcome> Because <we have rational to believe this>
- 38. What is anexperiment? Hypothesis A/B test Analysis ProductizeProblem
- 40. Landing page Sign-up form Signups Proper sign ups Sign-ins Created a project Created an issue Created >1 issue >1 DAU Purchased Still licensed after 90 days 0 10000 20000 30000 The problem 38% don’t sign up
- 41. 4141 HYPOTHESIS We believe thatgiving visitors a shorter sign up process will result in an increase in sign ups because visitors will be less overwhelmed.
- 42.
- 43.
- 44.
- 45.
- 46. LEARNING: Always measure subsequent impactof experiments.
- 47. Test call-to-action (personalize it). Optimizationtips Remove fields from the sign up form Add proof elements (privacy policy, security seals) Remove unnecessary clicks to sign up 1 CTA on the landing page Always try to remove friction where you can
- 48. JIRA’s funnel Landing page Sign-upform Sign ups Proper sign ups Sign-ins Created a project Created an issue Created >1 issue >1 DAU Purchased Still licensed after 90 days 0 10000 20000 30000 Acquisition Activation
- 49. 4949 ACTIVATION MISSION Give usersa great first impression of your product.
- 50. MEASURE YOUR FUNNEL FIND YOUR AHAMOMENT UNDERSTAND YOUR USERS EXPERIMENT DIAGNOSE THE PROBLEM BUILD A PRACTICE
- 51. Funnel Data Userresearch Quantitative Qualitative Gives you the what and where. Gives you the why.
- 52. Landing page Sign-up form Signups Proper sign ups Sign-ins Created a project Created an issue Created >1 issue >1 DAU Purchased Still licensed after 90 days 0 10000 20000 30000 JIRA’s funnel 57% never have >1 DAU
- 53. JIRA’s On-boarding New users 12-stepon-boarding
- 55.
- 56. 5656 HYPOTHESIS We believe byoffering on-boarding options for each of our evaluator personas will result in more active users because they will be able to get to the aha moment quickly.
- 57.
- 58.
- 59.
- 60.
- 61. LEARNING: Understand your mainuser personas in order to give them a clear path to their aha moment.
- 62. MEASURE YOUR FUNNEL FIND YOUR AHAMOMENT UNDERSTAND YOUR USERS EXPERIMENT DIAGNOSE THE PROBLEM BUILD A PRACTICE
- 63. Increase your cadence Find aprocess that works Organize your team(s)
- 64.
- 65. Generate lots ofideas
- 66.
- 67.
- 68.
- 69. MEASURE YOUR FUNNEL FIND YOUR AHAMOMENT UNDERSTAND YOUR USERS EXPERIMENT DIAGNOSE THE PROBLEM BUILD A PRACTICE
- 70. Thank you! CLAIRE MAYNARD• GROWTH PMM • ATLASSIAN • @CLAIREMAYNIE