This document discusses growth hacking strategies and tactics for startups. It covers topics like defining a growth hacker, using data and automation to test and scale growth strategies, common growth hacking tools, and frameworks for evaluating acquisition, activation, retention, revenue, and referrals. The document also provides advice for startups on defining metrics, building sales models, getting startup ideas, prototyping minimum viable products, and tips for promoting products on Product Hunt.

1. Growth (Hacking)
H5 - HETIC 2016

3. Sommaire
15/02: GH 101
16/02: Growth for startups

4. « A growth hacker is a person
whose true north is growth. »

5. Growth Hacking
A semantic battle

6. Growth Hacking

7. Scalable and
repeatable tactics for
exponential growth.

8. Growth Hacking

9. Create && Hijack

10. Is ____ Growth Hacking?

11. !== Developer

12. Full stack marketers

13. Data is power

14. Test && Break

15. Data +
Product +
Marketing =
Growth Hacking

16. You don’t need a
growth team.

17. Fuck humans.

18. Save time?
+ Better results?
+ More revenue?
How do I automate this?

19. CAC < ARPA
Margin++

20. Marketing vs. Growth
Customers / Channels

21. Marketing vs. Growth
MoM Growth %

22. Marketing vs. Growth
$$$$$

23. Classic { hacks }

24. Payload
+ Frequency
+ CR%
= Virality

25. Hotmail

26. Paypal

27. Airbnb vs. Craiglist

28. Dropbox

29. Toolbox
SaaS tools, APIs, Custom

30. Segment

31. FullStory

32. Customer IO

33. Clearbit / Augur

34. import.io

35. Custom
Zapier > *

36. Small hacks

37. Home made CRM

38. NPS automation

39. Email sent to all users 1 day after free trial ended

40. Sends visitor to mention.net, records the « Answered
NPS Survey » event with score value and free/paid
segmentation, then redirects to a google form
https://web.mention.net/nps?kmi={{email}}&kme=Answered NPS
Survey&km_NPS Score=10&km_NPS type=free&next=free&form_entry.
729634105={{email}}&form_entry.540215436=10 (Great)

41. User ID
Event name
Score value
User segmentation
kmi={{email}}
kme=Answered NPS Survey
km_NPS Score=10
km_NPS type=free
next=free
form_entry.729634105={{email}}
form_entry.540215436=10 (Great)
User segmentation
User ID
Score value

42. Free email checker

43. Last thoughts

44. GH adoption curve

45. Keep things under
control

46. II. Growth as a startup

47. What matters most
for Growth?

48. Great product…

49. …Fantastic retention.

50. How many active
users are still using
your product?

52. If (%aU at x+1 < %aU at x) {
Focus on product
} else {
Growth
}

53. 10% net churn = no
customers in 10
months

54. Cohort analysis

55. Cohort
People with the same
characteristics over a period of
time.

57. Month 1 Month 2 Month 3
Jan 100 % 97 % 92 %
Feb 100 % 95 %
Apr 100 %

58. You don’t need a
growth team.

59. Find your
North Star.

60. What is your North Star?

61. Getting your magic
moment.

62. « When are your users getting the
most value out of your product? »

63. Facebook

64. The marginal user

65. AARRR framework

66. Acquisition How do they find you?
Activation Do they have a great first experience?
Retention Do they come back?
Revenue How do you make money?
Referal Do users tell others?

67. SaaS Metrics

68. MRR
Revenue per month

69. Churn Rate

70. ARPU
MRR / Nb users

71. CLT
1/Churn

72. CLTV
1/Churn * ARPU

73. Best practices

74. 1. Get your data right

75. 1.1 Choosing metrics

76. North Star metric

77. What do you want to learn?
What’s most important NOW?

78. Vanity metrics

79. ≠ Totals
Total users, signups…

80. Choose a time window
Daily, Weekly, Monthly…

81. Go for weekly/monthly
Weekly signups, weekly signup rate…

82. 1.2 Customer data

83. Lifecycle data,
behavioral data…

84. Design, optimize CR,
better campaigns,
user feedback,
support.

85. Beware of
inconsistencies.

86. Figure out what you
need to track.

87. Rumble example

88. Be a fucking squirrel.
Store it for later.

89. 1.3 Choosing the right
tools

90. Qualitative vs.
Quantitative

91. Survey/NPS, LiveChat,
Heatmapping

92. Web analytics,
behavioral, A/B
testing, real-time

93. 2. Build a sales model

94. Step #1: Create a
Customer Profile

95. Step #2: Discover
Scalable Lead Sources

96. Step #3: Develop a
Successful Sales
Process

97. Key metrics
New leads, leads that qualify /
close, avg. time to close…

98. Before the startup

99. Before the startup

100. 1. ≠ Counterintuitive
Startup is like skiing

101. ≠ Counterintuitive

102. Do. not. follow. your
instincts.

103. Except with people.

104. 2. ≠ Expertise in startups
Zuckerberg was not an expert in
Facebook

105. Be an expert of your
market & users.

106. How to get startup
ideas?

107. Conscious ideas are bad
and plausible.

108. Good ideas are not
designed to be
companies. At first.

109. It usually starts as a
side project.

110. It usually starts as a
side project.

111. How to get
unconscious ideas?

112. Learn things that
matter.

113. Work on problems
that interest you

114. Work on problems
that interest you.

115. With people that
you like and
respect.

116. College is not for
startups. Learn
powerful things.

117. How to start
building a startup?

118. The N00b approach

119. Build in secret

120. Press Launch

121. Wait for users

122. What should you
do now?

123. Get to know your
industry. Become
an expert.

124. Get your hands
dirty…

125. Identify customer
segments &&
design ideal UX

126. Prototype, fake it
until you make it.

127. Go for MVP ETP

128. The smallest
feature set to solve
your problem

129. Your first users

130. You
Mom
Your co-founders + friends
Communities
Niche influencers
Cold emails

131. Honesty curve

133. Build fast, optimize
for your stage,
manual before
automation.

134. How to ProductHunt

135. PH Algorithm
•Sum of upvotes
•Veterans > newbies
•Direct link > Home
•Time elapsed
•Nb of comments?

136. Find a superuser
http://www.yvoschaap.com/producthunt/
https://api.producthunt.com

137. PH day cycle
Midnight to midnight PST

139. For every hour earlier
{ +8.7% total upvotes. }

140. ProductHunt Checklist

141. [x] Introduce yourself

142. [x] Fill all the information

143. [x] Master the 30 first
votes

144. [x] But don’t ask for
upvotes

145. [x] Add a referral
message

146. [x] Be exclusive

147. [x] Share your metrics

148. [x] Twitter ads

149. Small PH Hacks

150. Automate PH with
Zapier

153. Early stage lead
generation

154. Define your niche

155. US Marketers
+ from startups
+ who do webinars
+ disappointed

156. Lead sources?

157. PH GET /v1/users

158. PH
GET /v1/{{postID}}/votes

159. Slack Channels

160. Quora

161. Mechanical Turk

162. Growth Status @
Rumble

163. gilles@rumble.live