"The Growth Experimentation Process" by Ivan Kirigin, CEO at YesGraph

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At TheFamily, we believe that anyone can become a great entrepreneur. Find more info here: http://www.thefamily.co/ - By Ivan Kirigin, CEO at YesGraph (http://bit.ly/2iPXP0j) - You can watch the full talk here: http://bit.ly/2iPUIp1 - Join us IRL next time: https://www.meetup.com/TheFamilyBerlin/ Ivan became so good at Growth through his experience at Facebook and Dropbox that he decided to build YesGraph, a tool to build a Viral Marketing Channel in Minutes! Helping Dropbox to grow 12x gets you to understand a tips or two, get them 

Internet

History
Growth Process
Growth Ops
Definite Optimism
ivan@yesgraph.com

History
iRobot
Tipjoy, YC W08
Facebook
Dropbox
YesGraph, YC W15

1. Pick a goal
2. Build a map
3. Triage
4. Parallel experiments

Mapping a Mobile App
1.app store → search
2.install
3.open app & register
4.notification → reengagement

app store → search
which search terms
category rankings
featured
rankings by category
search paid acquisition

install
screenshots
reviews & ratings
title & description
app size

open & register
value prop copytext vs demo
onboarding & education
permissions prompts
preview app experience
form fields

notification
channel: email vs push
transactional vs lifecycle vs ...
CTA
copytext

notification —> reengagement
deep link into app page
degree: # days in last 7
which actions taken
cycle to trigger others

Usage Convert
Viral
Coefﬁcient
Spread
Invites
Inviters
New
Invites
New
All Users
* * =
=* *
Inviters
All Users
Mapping a Viral Flow

Experimental Doc
1.Overview
2.Hypothesis
3.Implementation Notes
4.Results & Data
5.Lessons Learn

1. Pick a goal
2. Build a map
3. Triage
4. Parallel experiments
5. Keep score
Definite Indefinite
Optimism US 50s-60s US today
Pessimism China Europe

solar
mars
ML bio to work
online courses & work
connected world
new silicon valley

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By Mathias Pastor (https://twitter.com/pastormhm), Director at The Family Roch Delsalle, CTO at Proprioo (https://www.proprioo.fr/) Jade Francine, Cofounder & COO at WeMaintain (https://wemaintain.com/) Marc Lebel, CEO at LouerAgile (https://www.loueragile.fr/) Real estate is everywhere. It’s part of our daily lives, of who we are and how we live, move, work - a pretty broad category. And it’s the kind of sector that can easily be termed “slow.” Slow in adapting to new technology, slow in responsiveness to customers…. Some people think having a spreadsheet is already a win 

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By Dimitri Farber (https://www.linkedin.com/in/dimitrifarber/), cofounder at Tiller Systems (https://www.tillersystems.com/en/) Since Dimitri, Vincent & Josef founded Tiller, many things have changed: new products, new offices, a company acquisition & even the launch of an incubator for restaurateurs. When people talk about them, they are still described as a cash register solution, just like back on the first day. And yet, Tiller is much more than that. They now define themselves as an ecosystem that brings together cash registration + delivery + reservation + pre-order + analysis + integrations. They are not only addressing shopkeepers, but also passionate local entrepreneurs.

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By Philippe Vimard (https://www.linkedin.com/in/philippev...), CTO & COO at Doctolib (https://www.doctolib.fr/) There’s probably no need to introduce Doctolib, one of France’s newest unicorns after raising €150M a few months ago. Philippe has been their new COO & CTO for the past year after occupying a similar role at eDreams (GoVoyages, Opodo, Travellink, Liligo). Get the maximum amount of knowledge out of this extremely experienced executive, who shared with us the why and how of mixing Tech & Ops! His approach is super business-centered, always looking for ways to be closer to other functions: A truly entrepreneurial & business CTO.

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After a global overview of the sector & today’s logistics trends by Nicolas Colin (https://twitter.com/Nicolas_Colin), cofounder at The Family, we welcomed three startups on stage. Each one delivered a 15-min talk: ⛓️ (Re)designing the supply chain from scratch By Maxime Huzar, CEO at SpaceFill (https://www.spacefill.fr/) ✅ Total quality & tracking from A to Z By Julie Pathé, Head of Operations at Totem (https://thetotem.co/)  5 lessons from our journey to revolutionize last-mile delivery By Sébastien Tronel, Cofounder at Trusk (https://trusk.com/)

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Accounting changed the world forever both when it was “invented” in Mesopotamia & when it became a double-entry system 500 years ago. Today, the profession of accountant & the practice itself are again undergoing major revolutions - revolutions that startups are initiating ⏱️ Looking at what is currently happening in the accounting world, we may automatically think that the profession of “accountant” is dying: The number of accountants has decreased by 25% in just the last 15 years. This “threat” is enabled by new technologies that are shifting everything within the space. Cloud, AI, blockchain & data are changing the game. But total automation is still very far away. And obviously, in such an ancient & symbolic sector, the opportunities are infinite. And we have a few examples of startups who are ready to seize them!

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By Robin Choy (https://twitter.com/robin_choy), CEO at HireSweet (https://www.hiresweet.com/) This is definitely one of the biggest challenges any startup faces. Having high quality engineers who join your company in the early days, taking a risk on you while more mature companies are also chasing them can truly be game-changer. Robin is the co-founder of HireSweet, a team helping startups recruit Software Engineers by developing cutting-edge AI tools. 700+ startups have scaled their teams with their help, often from 10 to 100+ people. The knowledge Robin has acquired about the process is pure gold. Join us to discover how to set up a super efficient process to build the best possible tech team for each stage (0 to 3 people in the tech team, 3 to 8 people, 8 to 20 people).

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By Jean-Baptiste Aviat (https://twitter.com/jbaviat), CTO at Sqreen (https://www.sqreen.com/) Hiring developers is definitely hard, but that's only the beginning of the journey - you’re far from being done. Your next job as an employer is to make sure they have all the keys in hand to make the most out of their jobs. Jean-Baptiste knows this topic particularly well as his company, Sqreen, the tool democratizing security and making it easier to implement & use for developers, has a large tech team that represents a big part of Sqreen’s workforce. Let's find out together how to build that within a fast-moving organisation, with constantly evolving teams and complex technical products at stake!

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Workshop animé par Maud Camus (https://twitter.com/maudcamus) Vous voulez découvrir les astuces clés pour être au top de sa PR-forme ?! C'est par ici ☝️ Journalistes, storytelling, interviews, media : apprendre à naviguer ce milieu n'est pas forcément chose facile donc Maud a décidé de venir nous livrer ses meilleurs tips pour savoir comment raconter et sublimer son histoire entrepreneuriale sans non plus entrer dans le royaume du bullshit

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1. History Growth Process Growth Ops Definite Optimism ivan@yesgraph.com

2. History iRobot Tipjoy, YC W08 Facebook Dropbox YesGraph, YC W15

3. 1. Pick a goal 2. Build a map 3. Triage 4. Parallel experiments

4. 1. Pick a goal 2. Build a map 3. Triage 4. Parallel experiments

7. 1. Pick a goal 2. Build a map 3. Triage 4. Parallel experiments

10.

11. 1. Pick a goal 2. Build a map 3. Triage 4. Parallel experiments

12. 1. Pick a goal 2. Build a map 3. Triage 4. Parallel experiments

13. Growth Ops

14. Talk to Customers

15. % Retained Age

16. User Age % Retained

17. Retention is King

18. Mapping a Mobile App 1.app store → search 2.install 3.open app & register 4.notification → reengagement

19. app store → search which search terms category rankings featured rankings by category search paid acquisition

20. install screenshots reviews & ratings title & description app size

21. open & register value prop copytext vs demo onboarding & education permissions prompts preview app experience form fields

22. notification channel: email vs push transactional vs lifecycle vs ... CTA copytext

23. notification —> reengagement deep link into app page degree: # days in last 7 which actions taken cycle to trigger others

24. Usage Convert Viral Coefﬁcient Spread Invites Inviters New Invites New All Users * * = =* * Inviters All Users Mapping a Viral Flow

25. Triage

26. Triage

27. Experimental Doc 1.Overview 2.Hypothesis 3.Implementation Notes 4.Results & Data 5.Lessons Learn

28. Experimental Docs

29. Target 3 Experiments per week

30. Growth Team Org Chart vs

31. Growth Team Org Chart

32.

33. Become a Definite Optimist

34. 1. Pick a goal 2. Build a map 3. Triage 4. Parallel experiments 5. Keep score Definite Indefinite Optimism US 50s-60s US today Pessimism China Europe

35. $0.03 2030

36. $0.03 months laer

37. solar mars ML bio to work online courses & work connected world new silicon valley

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