Tricount Customer Acquisition Strategies Jonathan Fallon, co-founder of Tricount Tricount, the App to organise group expenses that reached 1M users in 2016. Prior to joining Tricount full-time, he worked as research assistant at the Université catholique de Louvain, teaching computer programming and software engineering. He then joined the banking sector at SWIFT for 7 years, doing software development and consultancy to help financial institutions efficiently shape their messaging infrastructures for FIN & SEPA on ISO20022. >> Learn how the app already reached 600,000 users and, we're told, on track to hit the 1 million mark this year.

1. Customer acquisition strategies

2. Split group bills and expenses when:
travelling (city-trips, weekend, etc.)
sharing an apartment
living in couple
… any other group activity : new year, bachelor party, etc.
About Tricount : organize your group expenses !

3. Web and Mobile native
4 Apps – online & offline

4. Our strength : the simplest process
CREATE
TRICOUNT
ADD & REVIEW
EXPENSES
SHARE WITH
OTHERS
CHECK BALANCES
& SETTLE

5. • 900.000 Downloads
• +/- 1.000.000 Users (incl. Web users)
• Top 10 Finance App Store in BE & FR
• 18 – 35 Years old
• 3.500 tricounts created everyday
• 4.000.000 EUR listed everyday
• Annual growth + 100%
• Strong press coverage
• +/- 1000 EUR marketing budget
Key figures

6. 1.000.000 Users, 1.000 EUR Marketing ? – Our experience
• Bootstrap with “Guerilla Marketing”
• Virality ensures growth
• Partnership : share large traffic with other,
non competitive, solution providers

7. Virality
FINTechs must take advantage of the
inherent virality of their product.
Solution including several parties (payment,
collaborative financing, …)
-> virality potential
“True” Virality <> Marketing Virality (“Buzz”)

8. Virality : a PRODUCT property
Virality Parameter How to influence it
Initial amount of “seeds” Direct & classical marketing.
“Easy” to control
“Viral cycle time” Property of your product
Amount of “new flowers” per
seed and cycle
Property of your product
(market fit)
… “wind” Less controllable :
competition, market
evolution, saturation, etc
 Virality is a “feature” of your product… not of your marketing

9. Product not adapted to target market, or not viral
0
10,000
20,000
30,000
40,000
50,000
60,000
70,000
1 2 3 4 5 6 7
Comparison of two non viral curves
Not worth investing in seeds as long as
no virality is proved

10. Good product – Market fit !
0
500,000
1,000,000
1,500,000
2,000,000
2,500,000
3,000,000
1 2 3 4 5 6 7
Comparison of 3 viral curves
10.000 initial;
100% growth
30.000 initial;
100% growth
10.000 initial;
150% growth
Do not underestimate initial number of seeds… As soon as
you are confident about virality, invest in seeds !

11. Competition / Market evolution
0
500,000
1,000,000
1,500,000
2,000,000
2,500,000
0 1 2 3 4 5 6
30K initial; 100%
growth
Competition 30K initial;
50% growth
Managed Competition
60K initial; 70% growth
Analyse YOUR poduct virality and take appropriate
actions !

12. Build network of partners
Fintech startups :
• Need to start small (as any startup !)
• Have to “compete” with giants (banks
in the room ?)

13. Start small : an opportunity
Clear message for the consumer
‘One App, one feature’
vs

14. Compete with giants: build functionality with partners
App interaction made possible with REST APIs, Inter-App APIs. No need to wait for
OpenBanks or PSD2...
APP
1
APP
2
APP
3
APP
1
APP
2 APP
3
REST APIs Inter-App APIs
https://tricount.com/developer
Server TT Server 2 Server 3 Server TT Server 2 Server 3

15. Inter-App APIs & partnerships – return on experience
Payment functionality offered to users of Tricount
“Group expenses” triggered within Lydia
Thousands of downloads thanks to visibility
exchange
Many more to come in 2017…

16. Lydia Use Case : “win-win”
APP
1
Server 2
APP
1
Server 2
tricount://newexpense/…lydia://payInit/…

17. Try it out ! developer@tricount.com

18. http://www.tricount.com - facebook.com/tricount – @tricount
Thanks !
jonathan@tricount.com
+32 475 46 10 35