The document discusses improving user retention through constant product improvements, onboarding and education, emails, notifications, customer service, new platforms and products. It emphasizes focusing on reducing friction in the core product over adding new features. It provides examples from Pinterest and Grubhub of how they improved retention through localizing recommendations, lowering fees, and optimizing the multi-platform experience. The document advises testing engagement strategies like promotions carefully and designing loyalty programs to drive profits rather than costs. Overall it stresses the importance of understanding what causes users to reject a product and embracing that feedback to enhance retention.
[WMD2016] GrowthHackers >> Sean Ellis "Make your marketing team agile or die" 500 Startups
1. The document discusses how sustaining growth requires marketing teams to become more agile to quickly seize new opportunities, but keeping a large team agile as it grows is difficult.
2. It recommends companies make growth a company-wide effort by creating a cross-functional growth team.
3. The key to growth is finding leverage by analyzing your growth model and testing high-impact opportunities related to acquisition, activation, retention, and referral.
Product Meets Growth - How Product Teams Are Key To Driving Sustainable GrowthSean Ellis
The document discusses how product teams can drive sustainable growth through testing. It emphasizes that having the right team and process in place is key. The growth team's role is to ideate many testing ideas across customer acquisition, activation, retention etc. They prioritize the backlog and launch weekly tests. Every test provides learning that is captured and shared to optimize the product based on data. Having the right growth team, testing workflow and meetings helps accelerate the testing tempo for continuous improvement.
Agile Marketing Meetup: Moving Beyond the Marketing Plan So You Remain RelevantSean Ellis
Annual marketing plans can't keep up with the rapidly changing landscape of digital marketing acquisition channels and tactics. To remain relevant, CMOs and marketing teams need to completely rethink their marketing/growth approach. This presentation highlights the agile process that today's fastest growing companies are adopting - from building the right team to executing an agile marketing process.
The Biggest Growth Opportunity is Right Under Your NoseSean Ellis
These slides were used for a webinar about driving growth by improving the conversion performance of your website. The slides focus on identifying why someone visits your website and uncovering the key issues that prevent conversions. The webinar was presented by Qualaroo CEO Sean Ellis and UserTesting CEO Darrell Benatar about
SaaSFest 2015 - "Scaling Authentic Growth" by Sean Ellis of GrowthHackersPrice Intelligently
Growth isn't a system of tactics; it's a specific framework and strategy within the heart of a business. Sean Ellis - CEO of GrowthHackers - walks through how he's built growth machines that have scaled business such as LogMeIn, Qualaroo, and GrowthHackers itself to millions in revenue.
SaaSFest 2015: Accelerating Organic Growth Through High Tempo TestingSean Ellis
The key to sustainable growth is strong organic growth. These slides show you how to maximize organic growth. Then they should you how to pour fuel on the first through high tempo testing - outlining the team and process needed to executing testing at a high velocity.
Product Driven Growth from Lean Product MeetupSean Ellis
The competition for acquiring customers gets more intense every year. These slides show the four requirements for creating an agile growth organization needed to realize your company's full growth potential.
Building a Company-Wide Growth Culture: SaaStr Annual 2016Sean Ellis
Growth is getting harder for SaaS business. Over the last 10 years, 3X more dollars chase the attention of every US Internet user and the channels for acquiring customers are in constant flux. The solution is a coordinated full company growth effort. These slides show how to drive broad participation and execute in a weekly cadence of testing and learning.
[WMD2016] GrowthHackers >> Sean Ellis "Make your marketing team agile or die" 500 Startups
1. The document discusses how sustaining growth requires marketing teams to become more agile to quickly seize new opportunities, but keeping a large team agile as it grows is difficult.
2. It recommends companies make growth a company-wide effort by creating a cross-functional growth team.
3. The key to growth is finding leverage by analyzing your growth model and testing high-impact opportunities related to acquisition, activation, retention, and referral.
Product Meets Growth - How Product Teams Are Key To Driving Sustainable GrowthSean Ellis
The document discusses how product teams can drive sustainable growth through testing. It emphasizes that having the right team and process in place is key. The growth team's role is to ideate many testing ideas across customer acquisition, activation, retention etc. They prioritize the backlog and launch weekly tests. Every test provides learning that is captured and shared to optimize the product based on data. Having the right growth team, testing workflow and meetings helps accelerate the testing tempo for continuous improvement.
Agile Marketing Meetup: Moving Beyond the Marketing Plan So You Remain RelevantSean Ellis
Annual marketing plans can't keep up with the rapidly changing landscape of digital marketing acquisition channels and tactics. To remain relevant, CMOs and marketing teams need to completely rethink their marketing/growth approach. This presentation highlights the agile process that today's fastest growing companies are adopting - from building the right team to executing an agile marketing process.
The Biggest Growth Opportunity is Right Under Your NoseSean Ellis
These slides were used for a webinar about driving growth by improving the conversion performance of your website. The slides focus on identifying why someone visits your website and uncovering the key issues that prevent conversions. The webinar was presented by Qualaroo CEO Sean Ellis and UserTesting CEO Darrell Benatar about
SaaSFest 2015 - "Scaling Authentic Growth" by Sean Ellis of GrowthHackersPrice Intelligently
Growth isn't a system of tactics; it's a specific framework and strategy within the heart of a business. Sean Ellis - CEO of GrowthHackers - walks through how he's built growth machines that have scaled business such as LogMeIn, Qualaroo, and GrowthHackers itself to millions in revenue.
SaaSFest 2015: Accelerating Organic Growth Through High Tempo TestingSean Ellis
The key to sustainable growth is strong organic growth. These slides show you how to maximize organic growth. Then they should you how to pour fuel on the first through high tempo testing - outlining the team and process needed to executing testing at a high velocity.
Product Driven Growth from Lean Product MeetupSean Ellis
The competition for acquiring customers gets more intense every year. These slides show the four requirements for creating an agile growth organization needed to realize your company's full growth potential.
Building a Company-Wide Growth Culture: SaaStr Annual 2016Sean Ellis
Growth is getting harder for SaaS business. Over the last 10 years, 3X more dollars chase the attention of every US Internet user and the channels for acquiring customers are in constant flux. The solution is a coordinated full company growth effort. These slides show how to drive broad participation and execute in a weekly cadence of testing and learning.
Startup Marketing Conference - Stacking the Odds for Authentic, Sustainable G...Sean Ellis
Startups require a very different marketing approach than established companies. This slide deck from the first marketer at Dropbox, LogMeIn, Lookout and others explains how you prioritize your marketing efforts in a startup. It starts by give you a way to determine startup’s growth potential or if it's even growable at all. It then explains why stacking the odds is critical for reaching your startup’s growth potential and tells you how to stack the odds for growth. Finally it shares a case study explaining how a startup overcame growth frustrations to become worth more than one billion dollars today.
SaaSFest 2015 - "Improve Your Retention with this One Change" by David Cancel...Price Intelligently
Retention isn't a one off tactic or even a series of tactics; it's a core aspect of grinding through a framework with a completely aligned team. David Cancel, CEO of Driftt, walks through how they think about aligning the entire team around specific values to ensure that retention (and frankly the rest of the SaaS business) can come out on top.
Startupfest 2015: SEAN ELLIS (GrowthHackers.com) - "How to" StageStartupfest
How to build a high performance growth team
Growth teams across Silicon Valley and beyond are driving unprecedented results. But contrary to popular mythology, their results are not based on a grab bag of secret growth hacks. Instead, these growth teams are applying a rigorous process of testing and analysis to uncover and optimize sustainable and scalable growth drivers. Sean’s presentation will explain how and when to implement this proven growth process at your startup.
Growth Hacking Paris with Sean Ellis from GrowthHackers.com!TheFamily
We had the immense pleasure to welcome @SeanEllis, the CEO and co-founder of GrowthHackers.com, at TheFamily.
Sean is an entrepreneur, angel investor, and startup advisor.
He's also known for popularizing the term product/market fit, and coining the term "growth hacking" in 2010.
The event was packed and he gave us tons of good tips.
Growth Hacking: The Human Operating System for Martech (Marketing Technology)Sean Ellis
This document discusses growth hacking, which involves experimenting with all available growth levers to understand what drives growth and optimize accordingly. It focuses on non-traditional marketing approaches for startups with tight budgets and aggressive growth targets. Potential growth levers include engineered user-get-user programs, leveraging massive platforms, optimizing onboarding, and using product features to boost distribution. The goal is to increase "units of gratification" through an experimentation process of ideating, prioritizing, testing, analyzing, and optimizing ideas.
[WMD 2015] Qualaroo >> Sean Ellis, "Rhythm Is A Hacker: The Advantages & Chal...500 Startups
This document discusses Sean Ellis's experience with moving from a "hustle" approach of focusing on Twitter engagement to drive growth, to implementing a more systematic "high tempo testing" process of launching 3 tests per week. After some early success, Ellis's company experienced 3 flat months without meeting growth goals when relying only on saying "test more". The solution was to implement high tempo testing with a dedicated process involving ideation, prioritization, and tracking results. Challenges included generating enough new testing ideas, prioritizing the best ones, implementing the tests, accurately analyzing results, and avoiding repeat tests. The process provides more predictable and scalable growth. An example test involving changing an email form's placement led to a 700
This document discusses growth hacking strategies and tactics. It defines growth hacking as using psychology, engineering, and testing to drive repeatable and measurable results. Some key growth hacking tactics discussed include A/B testing important tasks or functions, writing hypotheses for tests, ensuring a control group, focusing on product, content, personal interaction, on-site promotion, and technical touches. The document provides examples for each category and emphasizes testing everything, learning from failures, and starting with high impact areas.
Building the Ultimate Full Company Growth TeamSean Ellis
The goal of any company with a valuable product is to scale adoption by qualified customers. This generally requires establishing a "north star metric" and managing growth against that metric. These slides show how you can build a core growth team that coordinates the efforts of the full company to drive sustainable growth. It is important that every idea be treated as a test. The more tests you run the more learning you gain for growing the company. But running a lot of tests requires a process that is explained in the slides.
Grow with CRO - 7 Ways CRO is a Growth Driver for Your BusinessSean Ellis
This presentation, from the Conversion Conference in Chicago, highlights seven ways that conversion rate optimization (CRO) helps online businesses growth, including actionable tips to get the most out of your CRO efforts.
KaiNexus Webinar - Dan Markovitz, Building the Fit OrganizationKaiNexus
In this webinar, internationally renowned author, speaker and coach Dan Markovitz dives into his new book, "Building the Fit Organization," distilling the lessons from the Toyota Production System into six core concepts, and couching them in the easily understandable language of physical fitness and athletic excellence—no Japanese, no English jargon, and no off-putting references to car companies.
Peep Laja, CEO, ConversionXL - How to Turn Data into Insights & CustomersTraction Conf
Everyone's talking about being data-driven conversion optimization, but what does it actually mean? How do you actually do it? ConversionXL Founder Peep Laja delivers the ultimate framework and how-to guide. Visit: http://tractionconf.io
UXDX Amsterdam - Importance of continuous research and monitoring, by Raquel ...UXDXConf
Raquel is a UX Lead at Shopify with over 10 years of experience. At UXDX Amsterdam, she focused on the importance that research and monitoring plays on speeding products to market, and how they can help you drive your product development.
Better is a subjective value, not a goal. It is important to create a set of shared values that guides product development. Better should define the outcome
Kaizen Success: From Making Excuses to Solving Problems
We often hear people say that continuous improvement is important (often stated on websites, mission statements, etc.) but when it comes down to it, leaders say things like “we don’t have time for kaizen.” The most effective organizations don’t let things like that become as an excuse… they turn those into problem statements. If kaizen is important, how can we CREATE time for kaizen? I can share some examples from healthcare organizations that are moving from excuses to action, turning everybody into a problem solver every day.
The Family London - 5 steps to replicate TransferWise's growthNilan Peiris
This document discusses growth at TransferWise and provides 5 steps to replicate its growth in other organizations. The steps are: 1) find your mission, 2) let customers lead you to discover your mission, 3) build a product that is 10x better than competitors, 4) use mission-driven marketing to help customers understand the value created, and 5) scale by growing teams and leaders at a rate that supports growth while maintaining quality. Growth is driven by building a great customer experience and letting customers evangelize the product through word-of-mouth.
This document discusses making organizations more agile through adopting an agile leadership mindset. It explores common perceptions that leaders, managers, and teams have that can obstruct agile adoption and recommends focusing on self-organization, trusting people to make decisions, using appropriate metrics, teaching agile principles, making failure safe, and adapting existing structures to be more agile.
Buffer's Top 10 Learnings Growing to $10 Million ARRBuffer
1. Experiment with a weekly mastermind session between co-founders to discuss achievements, challenges, and provide feedback.
2. Early stage startups should avoid being distracted by quantitative data and focus on acquiring hundreds of customers before relying on A/B tests.
3. To learn from customers, ask questions about how they currently do tasks, what tools they use, what their ideal process would be, what they do before and after tasks, and if there are any other important questions.
How To Get Great Clients - Alignment First - Expectations SecondWes Chyrchel
Often you will hear, when talking about clients, is that you need to “set expectations,” but if the business approach, development process and overall values between you and the client aren’t aligned, the project will be a disaster. In this presentation I’ll be talking about some techniques on how to approach and discover this alignment. How to engage your client, really understand their business and make more money in the process. I guarantee, this will change how you do Web Development.
The 3 Pillars of Growth - Ferdinand Goetzen (Recruitee)Ferdinand Goetzen
The three pillars of growth are the product, team, and process. A great product is key to driving growth. Every department is responsible for growth, with growth owning the metrics. Recruitee's growth department focuses on inbound, product, and technical growth. The growth process involves ideating experiments, prioritizing them, testing, analyzing, and scaling successes. The goal is rapid experimentation and scaling to achieve monthly MRR increases through product, growth, and lead generation efforts.
Measuring and Evaluating Content StrategiesElementive
You have worked hard building great content, but now that everything is built how do you measure and evaluate its effectiveness? More importantly, how do you use those measurements to inform a future content strategy as well as prove the worthiness of an investment in future content development? In this presentation, Matthew Edgar from Elementive Marketing Solutions will discuss the most effective ways to measure the results of your content strategies and provide specific, actionable steps you can take right now. Matthew will also share advice on how to best communicate those measurements and results to funders, board members, clients, or your boss.
[WMD2016] Trinity Ventures >> Steven Dupree "How do I spend my first $10K on ...500 Startups
The document provides a checklist for how to spend the first $10k for a startup. It recommends (1) investing in zero-cost acquisition channels like SEO, content, and social media; (2) targeting "active seekers" who are actively looking for your product rather than push marketing; (3) learning from competitors' successful strategies; (4) gathering feedback from early customers; (5) starting small with testing paid channels; (6) addressing hurdles preventing conversion; and (7) learning from failed tests to improve future experiments. The overall advice is to maximize learning and ROI with small, incremental tests in the early stages.
[U&I SUMMIT 2017] SMASHD Ventures >> James Andrews "Tech, Culture and Hustle:...500 Startups
Smashd/labs is a syndicate that supports brand innovation through investments and partnerships. They believe in expanding views of diversity and inclusion. They are looking for problem solvers, innovators, and collaborators outside of Silicon Valley in cities like Atlanta, Oakland, Nashville, and Cincinnati. Hip hop culture resulted from cultural innovation, and there are billions of potential innovators in major cities around the world.
Startup Marketing Conference - Stacking the Odds for Authentic, Sustainable G...Sean Ellis
Startups require a very different marketing approach than established companies. This slide deck from the first marketer at Dropbox, LogMeIn, Lookout and others explains how you prioritize your marketing efforts in a startup. It starts by give you a way to determine startup’s growth potential or if it's even growable at all. It then explains why stacking the odds is critical for reaching your startup’s growth potential and tells you how to stack the odds for growth. Finally it shares a case study explaining how a startup overcame growth frustrations to become worth more than one billion dollars today.
SaaSFest 2015 - "Improve Your Retention with this One Change" by David Cancel...Price Intelligently
Retention isn't a one off tactic or even a series of tactics; it's a core aspect of grinding through a framework with a completely aligned team. David Cancel, CEO of Driftt, walks through how they think about aligning the entire team around specific values to ensure that retention (and frankly the rest of the SaaS business) can come out on top.
Startupfest 2015: SEAN ELLIS (GrowthHackers.com) - "How to" StageStartupfest
How to build a high performance growth team
Growth teams across Silicon Valley and beyond are driving unprecedented results. But contrary to popular mythology, their results are not based on a grab bag of secret growth hacks. Instead, these growth teams are applying a rigorous process of testing and analysis to uncover and optimize sustainable and scalable growth drivers. Sean’s presentation will explain how and when to implement this proven growth process at your startup.
Growth Hacking Paris with Sean Ellis from GrowthHackers.com!TheFamily
We had the immense pleasure to welcome @SeanEllis, the CEO and co-founder of GrowthHackers.com, at TheFamily.
Sean is an entrepreneur, angel investor, and startup advisor.
He's also known for popularizing the term product/market fit, and coining the term "growth hacking" in 2010.
The event was packed and he gave us tons of good tips.
Growth Hacking: The Human Operating System for Martech (Marketing Technology)Sean Ellis
This document discusses growth hacking, which involves experimenting with all available growth levers to understand what drives growth and optimize accordingly. It focuses on non-traditional marketing approaches for startups with tight budgets and aggressive growth targets. Potential growth levers include engineered user-get-user programs, leveraging massive platforms, optimizing onboarding, and using product features to boost distribution. The goal is to increase "units of gratification" through an experimentation process of ideating, prioritizing, testing, analyzing, and optimizing ideas.
[WMD 2015] Qualaroo >> Sean Ellis, "Rhythm Is A Hacker: The Advantages & Chal...500 Startups
This document discusses Sean Ellis's experience with moving from a "hustle" approach of focusing on Twitter engagement to drive growth, to implementing a more systematic "high tempo testing" process of launching 3 tests per week. After some early success, Ellis's company experienced 3 flat months without meeting growth goals when relying only on saying "test more". The solution was to implement high tempo testing with a dedicated process involving ideation, prioritization, and tracking results. Challenges included generating enough new testing ideas, prioritizing the best ones, implementing the tests, accurately analyzing results, and avoiding repeat tests. The process provides more predictable and scalable growth. An example test involving changing an email form's placement led to a 700
This document discusses growth hacking strategies and tactics. It defines growth hacking as using psychology, engineering, and testing to drive repeatable and measurable results. Some key growth hacking tactics discussed include A/B testing important tasks or functions, writing hypotheses for tests, ensuring a control group, focusing on product, content, personal interaction, on-site promotion, and technical touches. The document provides examples for each category and emphasizes testing everything, learning from failures, and starting with high impact areas.
Building the Ultimate Full Company Growth TeamSean Ellis
The goal of any company with a valuable product is to scale adoption by qualified customers. This generally requires establishing a "north star metric" and managing growth against that metric. These slides show how you can build a core growth team that coordinates the efforts of the full company to drive sustainable growth. It is important that every idea be treated as a test. The more tests you run the more learning you gain for growing the company. But running a lot of tests requires a process that is explained in the slides.
Grow with CRO - 7 Ways CRO is a Growth Driver for Your BusinessSean Ellis
This presentation, from the Conversion Conference in Chicago, highlights seven ways that conversion rate optimization (CRO) helps online businesses growth, including actionable tips to get the most out of your CRO efforts.
KaiNexus Webinar - Dan Markovitz, Building the Fit OrganizationKaiNexus
In this webinar, internationally renowned author, speaker and coach Dan Markovitz dives into his new book, "Building the Fit Organization," distilling the lessons from the Toyota Production System into six core concepts, and couching them in the easily understandable language of physical fitness and athletic excellence—no Japanese, no English jargon, and no off-putting references to car companies.
Peep Laja, CEO, ConversionXL - How to Turn Data into Insights & CustomersTraction Conf
Everyone's talking about being data-driven conversion optimization, but what does it actually mean? How do you actually do it? ConversionXL Founder Peep Laja delivers the ultimate framework and how-to guide. Visit: http://tractionconf.io
UXDX Amsterdam - Importance of continuous research and monitoring, by Raquel ...UXDXConf
Raquel is a UX Lead at Shopify with over 10 years of experience. At UXDX Amsterdam, she focused on the importance that research and monitoring plays on speeding products to market, and how they can help you drive your product development.
Better is a subjective value, not a goal. It is important to create a set of shared values that guides product development. Better should define the outcome
Kaizen Success: From Making Excuses to Solving Problems
We often hear people say that continuous improvement is important (often stated on websites, mission statements, etc.) but when it comes down to it, leaders say things like “we don’t have time for kaizen.” The most effective organizations don’t let things like that become as an excuse… they turn those into problem statements. If kaizen is important, how can we CREATE time for kaizen? I can share some examples from healthcare organizations that are moving from excuses to action, turning everybody into a problem solver every day.
The Family London - 5 steps to replicate TransferWise's growthNilan Peiris
This document discusses growth at TransferWise and provides 5 steps to replicate its growth in other organizations. The steps are: 1) find your mission, 2) let customers lead you to discover your mission, 3) build a product that is 10x better than competitors, 4) use mission-driven marketing to help customers understand the value created, and 5) scale by growing teams and leaders at a rate that supports growth while maintaining quality. Growth is driven by building a great customer experience and letting customers evangelize the product through word-of-mouth.
This document discusses making organizations more agile through adopting an agile leadership mindset. It explores common perceptions that leaders, managers, and teams have that can obstruct agile adoption and recommends focusing on self-organization, trusting people to make decisions, using appropriate metrics, teaching agile principles, making failure safe, and adapting existing structures to be more agile.
Buffer's Top 10 Learnings Growing to $10 Million ARRBuffer
1. Experiment with a weekly mastermind session between co-founders to discuss achievements, challenges, and provide feedback.
2. Early stage startups should avoid being distracted by quantitative data and focus on acquiring hundreds of customers before relying on A/B tests.
3. To learn from customers, ask questions about how they currently do tasks, what tools they use, what their ideal process would be, what they do before and after tasks, and if there are any other important questions.
How To Get Great Clients - Alignment First - Expectations SecondWes Chyrchel
Often you will hear, when talking about clients, is that you need to “set expectations,” but if the business approach, development process and overall values between you and the client aren’t aligned, the project will be a disaster. In this presentation I’ll be talking about some techniques on how to approach and discover this alignment. How to engage your client, really understand their business and make more money in the process. I guarantee, this will change how you do Web Development.
The 3 Pillars of Growth - Ferdinand Goetzen (Recruitee)Ferdinand Goetzen
The three pillars of growth are the product, team, and process. A great product is key to driving growth. Every department is responsible for growth, with growth owning the metrics. Recruitee's growth department focuses on inbound, product, and technical growth. The growth process involves ideating experiments, prioritizing them, testing, analyzing, and scaling successes. The goal is rapid experimentation and scaling to achieve monthly MRR increases through product, growth, and lead generation efforts.
Measuring and Evaluating Content StrategiesElementive
You have worked hard building great content, but now that everything is built how do you measure and evaluate its effectiveness? More importantly, how do you use those measurements to inform a future content strategy as well as prove the worthiness of an investment in future content development? In this presentation, Matthew Edgar from Elementive Marketing Solutions will discuss the most effective ways to measure the results of your content strategies and provide specific, actionable steps you can take right now. Matthew will also share advice on how to best communicate those measurements and results to funders, board members, clients, or your boss.
[WMD2016] Trinity Ventures >> Steven Dupree "How do I spend my first $10K on ...500 Startups
The document provides a checklist for how to spend the first $10k for a startup. It recommends (1) investing in zero-cost acquisition channels like SEO, content, and social media; (2) targeting "active seekers" who are actively looking for your product rather than push marketing; (3) learning from competitors' successful strategies; (4) gathering feedback from early customers; (5) starting small with testing paid channels; (6) addressing hurdles preventing conversion; and (7) learning from failed tests to improve future experiments. The overall advice is to maximize learning and ROI with small, incremental tests in the early stages.
[U&I SUMMIT 2017] SMASHD Ventures >> James Andrews "Tech, Culture and Hustle:...500 Startups
Smashd/labs is a syndicate that supports brand innovation through investments and partnerships. They believe in expanding views of diversity and inclusion. They are looking for problem solvers, innovators, and collaborators outside of Silicon Valley in cities like Atlanta, Oakland, Nashville, and Cincinnati. Hip hop culture resulted from cultural innovation, and there are billions of potential innovators in major cities around the world.
[U&I SUMMIT 2017] Skurt >> Everette Taylor "Fueling Growth Through Emotional ...500 Startups
Everette Taylor is a serial entrepreneur and growth marketer who has founded or co-founded four companies. He co-founded GrowthHackers.com and co-authored the book "Startup Growth Engines" about growth marketing strategies. Currently, he leads marketing and growth at Skurt and recently founded the Instagram growth service GrowthPup. He shares insights on topics like return on investment, growth hacking, building a growth team, and using data to optimize growth.
The document discusses why people should pay attention to growing their presence on Pinterest. It provides tips for how to effectively create pins and use Pinterest ads. A four step process is outlined for achieving domination on Pinterest, including building a following by targeting a specific audience, only pinning one image per campaign, tracking results, and generating revenue.
The document discusses the benefits of exercise for mental health. Regular physical activity can help reduce anxiety and depression and improve mood and cognitive functioning. Exercise boosts blood flow, releases endorphins, and promotes changes in the brain which help regulate emotions and stress levels.
The document discusses a construction management software called iControl that aims to reduce the 4 billion hours spent annually writing construction reports by cutting the time in half. It has $45k in monthly recurring revenue, 20% month-over-month growth, and sees potential to increase revenue to $4.5 billion serving the 4.8 million construction workers who write daily reports. The company's team of 8 founders have previous experience in construction software.
This document describes a payment platform called Gas Pos for the fuel industry. It has received over $950,000 in funding to date and $5 million in vendor financing. Gas Pos offers a modern payment system for gas stations, partnering exclusively with Clover, Inc. for the fuel space. The total addressable market for this solution is $35 billion annually. The CEO and President have extensive experience in retail automation and payments system development.
The document discusses Cloudcoffer, a company that provides security solutions to secure enterprise intranet systems quickly. It notes that 40% of enterprises have suffered internal attacks resulting in $40B in losses. Cloudcoffer's solution provides 10x faster scaling than alternatives and has experienced 10x revenue growth from August to December, with a 68% gross margin and 4 main customers.
The document discusses mobile app revenues which increased 20.3% in 2016 to reach $37.7 billion according to research firm Gartner. A chart is shown with y-axis labels of 100, 250, 500, 1000 and x-axis labels of Sep 16, Sep 23, Sep 30, Oct 7, Sep 14, Oct 21.
Pluto AI is an analytics platform that uses real-time data to help water companies reduce downtime, maintenance costs, and compliance issues through predictive analytics. It aims to save each plant $500k per year on average, potentially generating $7 billion in annual revenue given there are over 140k water plants in the US. It has pilots with two large water companies and was selected for an accelerator program. The founder and a team of three are focused on extracting intelligence from water company data.
The document discusses a company called OpenDoor that helps address the issue of millennials being unable to afford living in cities by themselves. OpenDoor builds community for people by managing roommate rentals, generating $50k in monthly recurring revenue from 3 properties and having plans to scale further by partnering with developers to manage bedrooms in apartment buildings. The company aims to operate efficiently with zero vacancy loss, low monthly user churn, and 100% referral rates.
Sickweather is a population health forecasting company that uses AI and health data to predict disease outbreaks with 91% accuracy, two weeks before the CDC. Their monthly recurring revenue grew from $12k in 2015 to $42k in 2016, representing a 163% growth rate. They have a team of 9 people including epidemiologists, data scientists, and engineers. Their forecasts help save over 1 million lives each year.
The document discusses an event management platform that makes corporate events simple and impactful. It has helped organize over 5 million corporate events worldwide annually. The platform saw month-over-month growth of 36% and has been trusted by over 100 companies to plan over 1,000 events for 500,000+ attendees. It aims to provide an all-in-one solution for pre-event, in-event, and post-event management.
This document contains information about Gavrilo Bozovic, the CEO of Teleport, including his contact information and profile. It also lists Daniel Tamburrino, the CTO, and Madhur Agrawal, the business development manager, along with their relevant experience. Additionally, it mentions that Teleport has applications for product presentation, education, and virtual tours.
The document describes a beauty subscription service called Onyx for Black women that had $54k in monthly recurring revenue in January 2017, with 43% month-over-month growth in revenue and 61% month-over-month growth in new signups. It addresses a $17.5 billion market and lack of guidance and access to products for Black women.
This document appears to be from a home maintenance company called Homigo. It includes information about their monthly gross merchandise value (GMV) run rate of $780K, lifetime value of customers of $2,900 over 24 months, and customer acquisition cost of $255. It also shows screenshots of their maintenance planning software with details of upcoming jobs for a customer and total cost of $2,728.40. There are also brief descriptions of the company founders' backgrounds and mentions of funding from S15 and Eden Black venture capital firms.
There are 1 million licensed stylists in the US but 40% of salon space goes unused daily. A new app allows stylists to rent unused salon space 3 times faster and for half the cost, saving owners in overhead. The app generates $33 in revenue per user for a $12 acquisition cost, 6 times the industry average, and has the potential to transform the $12.2 billion salon industry.
[WMD 2016] Karen X LLC >> Karen X Cheng "Facebook is completely changing vira...500 Startups
This document provides 10 tips for making a viral video, beginning with writing a catchy headline and understanding which emotions prompt sharing. It notes that videos on Facebook require different strategies than other platforms, advising to turn off sound, stand out in less than 1 second, and view on small screens. While clickbait can drive views, the goal should be creating content that genuinely engages audiences and converts them. Contact information is provided at the end.
Beyond Page Views: Modern Analytics for Online MarketingCasey Winters
This document discusses how modern analytics have evolved beyond traditional page view-based metrics. It outlines how analytics tools now focus on events rather than pages to better measure outcomes like leads, purchases, conversions and user engagement. Key metrics include daily/weekly active users, conversion rates, and lifetime value. The document recommends switching from tools like Google Analytics to newer options like Mixpanel that can track user-level data and perform cohort analysis. It also addresses challenges in attributing mobile app conversions and how tools are emerging to better track mobile marketing performance.
What Are Growth Teams For, and What Do They Work On? By Greylock's Growth Adv...Greylock Partners
I receive a lot of questions about growth teams. Naturally, there is a lot of confusion. Is this marketing being re-branded? Who does this team report to? What is the goal of it? What do they actually work on? When do I start a growth team for my business?
The purpose of growth is to scale the usage of a product that has product-market fit. You do this by building a playbook on how to scale the usage of a product. A playbook can also be called a growth model or a loop.
The first question you should ask before asking about growth is if you have product-market fit?
How growth teams are revolutionizing UX and product developmentUserTesting
Casey Winters, the former product lead for the growth team at Pinterest and advisor to multiple growth teams at other companies, talks about how growth teams came to be, how they operate at scale, how the user experience challenges are different, and some effective experiments on specific channels he's seen in his career.
This document contains strategies for improving customer retention and satisfaction. It discusses the importance of extraordinary customer service, taking customer advice, standing for something as a company, choosing the right communication platforms, making it easy for customers to provide feedback, using product updates to re-engage customers, providing additional value compared to competitors, being more convenient than others, prioritizing quality, responding to customers, displaying customer satisfaction, recovering well from mistakes, and keeping customers happy by reducing their effort. The overall goal is to deliver excellent customer service and retain customers long-term.
A Better Approach to Customer RetentionFramed Data
Welcome to part 1 of 6 for our How to Improve User Retention series. Each week, we’ll provide a new post with best practices, advice, and real examples on how to keep your customers happy, engaged, and buzzing about your product. We’ll chat about high level planning strategy, how to apply specific advice, and point you to some of the web’s best tools. Enjoy!
Customer Education - The Scale Engine for Customer SuccessTotango
From Customer Success Summit 2017 - Adam Avramescu,
Director of Optiverse and Customer Education at Optimizely, discusses "Customer Education - The Scale Engine for Customer Success".
Learn more about Customer Success Summit: http://customersuccesssummit.com
Totango is the leading enterprise- grade customer success platform that helps recurring revenue businesses proactively impact business outcomes with customer success. With solutions to empower Customer Success Teams or entire companies, Totango enables everyone to participate in customer success.
Learn more at www.totango.com.
1 The Key to Email Onboarding The Welcome Email The Quick Win Email The Milestone Email 2 Examples You Can Replicate 3 Implementation Table of Contents
Intro to Successful Onboarding 1
What is onboarding?
“Having a poor onboarding experience for your customers can pretty much kill your growth … if not your business.” — Lincoln Murphy, Sixteen Ventures
The Welcome Email
The Purpose of the Welcome Email • Build of the momentum of the signup • Move users to the next step, not the final goal • Set the tone for their experience Example goals • “Complete your profile…”
Why This Email Rocks • Simple, clear and bold • Connecting a new platform to SumAll means they can start collecting data and therefore create value for users • Contrasting button, friction-free copy
Why This Emails Rocks • The email is a simple catalyst to get new people logged in • Basecamp is confident that the product will sell itself
The Purpose of the “Quick Win” Email • Get new users engaged with your product • Introduce them to features you know people love
Why This Email Rocks • Very useful feature (remember, onboarding is largely a product issue, email is just a catalyst) • Piques interest with education, which tees up the CTA • Includes an example and a deep link to create your own
Why This Email Rocks • Knowledge is power – the more users understand your product, the more value they’ll get from it
The Purpose of the Milestone Email • Reward people for good behavior • Reinforce the value your product is delivering • Build on the momentum by moving them to the next step Tips for great Milestone emails
Why This Email Rocks • Rewards engagement – makes the user feel good about it • Moves users to the next step by explaining advanced features
Why This Email Rocks • Gamification is a way turn behavior into habit • The imagery makes it clear there are move achievements to be unlocked (“I want the 20 designs trophy!”)
How to get started with triggered onboarding emails • Ask customers to go on a second date, not get married. • Define success and map out the steps to get users engaged, committed and 100% onboard
Places to learn more about onboarding • Nir Eyal (nirandfar.com): Behavior engineering, habit-forming products
The “Hail Mary” Email 4
The Purpose of the “Hail Mary” Email • Get as many trial customers to convert as possible • It helps improve the ROI of your top-line spend
Why This Email Rocks • This email actually worked and is how Vero became a Help Scout customer. • It was sent 5-6 months after my initial trial expired.
Why This Email Rocks • There are clear reasons to come back: Sprout highlight new features and/or feature I may not have seen.
Dental Marketing Online - Trends And Best Practice In Online Marketing (ADX16)Carolyn S Dean
There is a lot of discussion about online marketing, social media and search engine marketing for businesses. Some dental practices are already engaging in online marketing while other dental practices have an intuitive hunch that there is something to online word-of-mouth marketing, but they’re just not sure yet what it is.
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5 Steps to Drive a Sustainable User Acquisition Strategy - Casey Winters, Eve...Traction Conf
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The reality is that in the early days you’re elbows out, moving fast, and doing things that don’t scale, while trying to get customers by any means possible…
But if you want to build a lasting business, you need to figure out a scalable way to grow after that initial burst of customer validation.
This is where most startups fall.
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Customer delight is a competitive advantage that most organizations do not fully embrace or execute well! The Pillars of Delight class will teach you why customer delight is so important to creating an effective inbound strategy. You will learn the pillars of delight, the customer delight checklist and the seven customer delight guidelines that will help your business build trust with customers.
Customer Obsession - More Than a Buzzword by Stripe Product LeaderProduct School
This document discusses the importance of customer obsession for product managers. It argues that customers want solutions to their problems and will pay more for better solutions that provide value. To maximize profits, companies must maximize customer happiness. The document outlines three key aspects of customer obsession: solving customer problems, helping customers when things go wrong, and delivering "wow" experiences. It advises product managers to build empathy for customers, talk to customers to understand needs, and continuously test solutions with customers.
This document provides a 10 step plan for managing online ratings and reviews. It begins with introductions from Bill Owens and Shashi Bellamkonda. It then discusses the challenges remodeling companies face with online ratings, including a lack of reviews and engagement from clients. The document outlines the importance of an online presence and reputation management. It presents a 10 step plan for managing online ratings that includes setting goals, training staff, asking clients for reviews, responding to all reviews, and measuring results. Group exercises are suggested to help remodelers audit and improve their reputation plans. Emerging trends in online reviews on platforms like Instagram, Amazon, and maps are also discussed.
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Driving SaaS Customer Retention with Inbound Marketinginboundmantra
This document discusses how inbound marketing can be used for customer retention in SaaS companies. It notes that acquiring new customers is much more expensive than retaining existing ones, so customer retention is important for profits. Inbound marketing uses content, social media, and other tools to engage customers at low cost. The document provides examples of how companies use educational emails, webinars, social media interactions, and personalized content through inbound marketing to nurture customers and boost retention rates. It concludes that inbound marketing is an effective yet underutilized approach for customer retention.
Growth Hacking for Commerce: 17 Tactics You Can Try Next MonthWilliam Harris
In the past five years, growth hacking has exploded in popularity among savvy internet marketers, SaaS companies, and technical product entrepreneurs. Growth hacking is a fairly simple concept: it’s the idea that every strategy, idea, project, or tactic you develop and implement at your business should be centered around one thing: driving growth. For most businesses, growth ultimately equates to one thing: boosting profits.
5 controversial secrets of customer successVenk Chandran
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The document provides an overview of a customer service training module from Green Wind Solutions. The training aims to help participants understand different types of customers, identify important customer service qualities, and learn how to create positive customer experiences. It discusses internal and external customers, key service attributes like accuracy and friendliness, and emphasizes the importance of proactive rather than reactive customer service. The summary also highlights how customer service is largely dependent on attitude and the importance of using caring, assertive communication with customers.
Get on the bus with your prospects and join their journey to become your cust...Kissmetrics on SlideShare
Getting your prospects to pay attention is one thing and getting them to buy is a long way from that. Understanding the customer journey and reacting in the right way, at the right time is key to solid customer acquisition.
In this webinar, you'll learn how to use Kissmetrics to spot key trends in the journey, define segments that matter and target those segments with the right messages at the right time--to win their business.
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[WMD 2016] Advisor to Pocket, Airbnb, Darby Smart; Former Growth Lead at Pinterest & GrubHub >> Casey Winters "A lesson in retaining users"
1. Constant Rejection: A Lesson
in Retaining Users
Casey Winters
Growth Advisor
Former Growth Lead @ Pinterest
First Marketer @ Grubhub
Casey Winters | @onecaseman | caseyaccidental.com
2. Retention is like teenage sex
Everyone says they are doing it
Nobody really is doing it (well)
Casey Winters | @onecaseman | caseyaccidental.com
3. You may think you’re doing retention well
“I’m sending emails…”
Fuck your emails
Casey Winters | @onecaseman | caseyaccidental.com
4. What happens if you don’t work on retention?
Casey Winters | @onecaseman | caseyaccidental.com
5. So how do you improve retention?
Learn what causes rejection
Learn to love rejection (AKA feedback)
Casey Winters | @onecaseman | caseyaccidental.com
6. So how do you improve retention?
1. Product Improvements
2. Onboarding & Education
3. Emails
4. Notifications
5. Customer Service
6. New Products
7. Promotions (but be careful!)
8. Loyalty/Engagement Programs
Casey Winters | @onecaseman | caseyaccidental.com
7. 1. Product Improvements
Retention is driven by a maniacal focus on improving
the core product
That is more likely to mean reducing friction in the
product than adding features to it
Casey Winters | @onecaseman | caseyaccidental.com
8. Product Case Study #1:
Grubhub
• Increased Restaurant variety
• Lowered minimums and delivery fees
• Buried guest ordering
Casey Winters | @onecaseman | caseyaccidental.com
9. Product Case Study #2:
Pinterest
• Localizing recommendations
• Localizing key actions
• Connecting men to topics instead of
friends (who were likely women)
Casey Winters | @onecaseman | caseyaccidental.com
10. 2. Onboarding & Education
• Get people to the core
value your product provides
as fast as possible (but not
faster)
• Don’t be afraid to educate
(contextually)
Casey Winters | @onecaseman | caseyaccidental.com
11. 3. Emails
• Test manually, then automate
and personalize
• Stop fucking sending email like a
marketer. Send email like a
personal assistant
–Right content
–Right time
–Right amount
• Subject lines and calls to action
matter; design doesn't as much
Casey Winters | @onecaseman | caseyaccidental.com
12. 4. Notifications & Badging
• Start with transactional, and take baby
steps to test other types of messages
• Notifications are hard to unsubscribe
from, so people will just delete your app
• Copy matters, as does landing experience
• Badging is severely under-utilized,
especially on Android
• Pinterest built a completely new
experience to leverage badging and
notification landing pages
Casey Winters | @onecaseman | caseyaccidental.com
13. 5. Customer Service
• Studies show that people who have a bad experience that is made
up for by the company are more loyal than people who never had a
bad experience
• Go out of your way to make sure you repair any negative
experience
• Train your team to spot them and solicit for them
• At Grubhub, we trained every customer service rep to use Twitter
and Facebook
Casey Winters | @onecaseman | caseyaccidental.com
14. 6. New Platforms
• Going multi-platform
–Not only web to mobile, but mobile
to web
• Every company I’ve seen sees LTV at
least double when the user goes multi-
platform
–You can incentivize this like we did
at Grubhub
–You can optimize this like we did at
Pinterest
Casey Winters | @onecaseman | caseyaccidental.com
15. 6. New Products
• Understand core product limits to engagement before investing in
new products
–Snapchat hit a limit with core product, so they created Stories
to get an even bigger market to engage, then Discover for even
broader appeal.
Casey Winters | @onecaseman | caseyaccidental.com
17. 8. Loyalty/Engagement Programs
• These programs should be profit drivers not cost centers, unless
building a moat
Casey Winters | @onecaseman | caseyaccidental.com
18. Find your bucket to focus on
• Apartments.com was definitely
infrequent,
non-loyal
• For Grubhub, we had to figure
out biggest opportunity
• Yummy Rummy
Casey Winters | @onecaseman | caseyaccidental.com
Editor's Notes
I’m going to butcher a quote from Dan Ariely and say that retention is like teenage sex. Everyone says they are doing it. Nobody really is doing it well.
You may think you’re doing retention well. People will say I’m sending emails… Fuck your emails. They probably suck. They probably have a promotion too, training people to get your product for cheaper.
What happens when you have effective acquisition, but not effective retention. Let’s look at Twitter. Twitter’s activation rate into MAU looks to be about 15%. Since it’s so effective at acquiring new users, it’s basically run out of the internet population to grow its MAU number. So it stays around 300 million MAU, with now over 1 billion dormant accounts.
Re-engaging people who already tried you is way harder than activating new accounts. It would have been better for Twitter not to sign up these users until it improved its retention.
Okay, so you’re bought in that retention is important, but you want to know how exactly you do that. That brings us to the lunch section.
Okay, so you’re bought in that retention is important, but you want to know how exactly you do that. That brings us to the lunch section.
So what improvement did Grubhub make to its product to increase retention.
Focus on restaurant variety: The more restaurants people could order online from, the more conversion rate improved, as well as activation and frequency
2) Lower minimums and delivery fees: Restaurants set their own minimums and delivery fees. We had to educate and coerce restaurants to lower these so that repeat order rates were higher. Restaurants almost always more money in the long run through higher volume.
3) Burying guest ordering: On first order you could create an account, connect with Facebook, or continue as a guest. We started noticing activation rates of users who placed an order aguest on first order were dropping year on year, and # of people choosing that option was increasing as well. These were all given equal weight in the UI. So, we tested using that same page and talking about the value of an account, and burying the guest option way below the fold with a link that said. “No thanks, I hate convenience. Continue as a guest.” New order voume did not drop, but # of people choosing guest dropped from 50% to 15% with no drop in retention for account holders.
Localizing recommendations: Pinterest recommended content based on global popularity, biased toward English
Localizing key actions: The Pinterest metaphor of the “pinboard” wasn’t as familiar to people outside the U.S. Changing to the local words for “save” and “collection” improved activation rates.
Connecting men to topics instead of friends (who were likely women)
Onboarding and education may be a big or small opportunity given how complicated your product is. At Grubub, 85% of people ordered the same day they got an account. So we never talked about it. At Pinterest, it was a huge focus of ours. So, what’s the goal of onboarding? To get people to the core value your product provides as fast as possible (but not faster)
So, if you look at this screenshot of Pinterest, this is what happens after I click those topics from a few slides earlier. I am presented the core product experience, a feed of content that matches my interests. It’s not a blank screen. This is called addressing the cold start problem.
You hear a common idiom thrown around startups that if your design requires education, it’s a bad design. It may sound smart, but personally, I think it’s bullshit. Don’t be afraid to educate if it helps your users connect to the core value, but try to show not tell. You’ll notice here Pinterest is educating users on what they can do in a contextual way. It’s not making you go through five screens that tell you everything Pinterest can do. As you experience the product, it’s telling you what things are for and what can you do. After you scroll, you see this, including these pulsing circles indicating the content is clickable.
All right let’s talk email. Emails are a key driver of retention. They won’t solve your retention problem, but they will certainly help if you do them right. At every company I have been do, people hated email and didn’t want to send them to their customers. When they finally did, they saw lifts. You are not your customer. You get more email than they do. Emails help them if they’re connected to the core value of why they use your product. At Pinterest, I made this mistake. I set up campaigns with emails that explained all of the things Pinterest could do. People don’t care about what Pinterest can do. They care about seeing cool content related to their interests. So we replaced those emails with popular content in topics of interest for each user, and our retention increased.
So, if you’re starting emails, you want to try to do some things manually to see what works. When I started at Grubhub, they weren’t sending any email, so I emailed the entire user base asking what they wanted to hear about from us. They said new restaurants to order from and new deals. We didn’t have many deals, so I started manually curating new restaurants once a week by city to prove it was valuable. Once it was driving thousands of orders, we started a personalized program for each person’s address with multiple email types that rotated over time.
The goal is to get a problem that sends like emails not like a marketing interrupting you, but like a personal assistant making your life easier. When do most people think about ordering food? 4PM. So that’s when Grubhub sends suggestions.
Subject lines: they matter. One of our engineers tested 4,500 variants of subject lines for our emails. Hundreds of thousands of additonal WAUs resulted from this. Some emails’ open rates went up 40%. We did a major redesign of our emails before this project, and no metrics moved meaningfully.
Notification are a bit more sensitive. I suggest starting with transactional message, and then baby stepping into other messages.
Notifications are hard to subscribe from, so people will delete your app
Copy matters a lot for push notifications, so test variations. And don’t just drop them into the app. Drop them some place that matches the intent of the push.
And utilize badging of your app icon. It drives re-engagement, and no one is doing it on Android because they don’t realize the APIs are manufacturer specific. We did a long term holdout for badging, and saw a 4% sustained lift in DAUs after a year.
The biggest misconception of loyalty programs is that they are actually rewards for customers. They are there to increase the profits made by the company. Now, what’s important to realize about engagement programs is you have to know what behavior you’re trying to change. I group customers into four buckets, and see what the biggest opportunity is for the business. For frequent but non-loyal users, you have to figure out a way to incentivize the usage they are doing not on your platform to come to your platform. For infrequent, but loyal users, you need to incentivize additional use cases for them with your product. For customers that are infrequent and non-loyal, that’s a bigger issue. You usually need to create additional products, services, use cases, and incentives.
At GrubHub, our biggest opportunity was here. People ordered delivery frequently, but not always with us.
So, Apartments.com was definitely in the infrequent, non-loyal segment. People look for apartments a max of once a year. That’s very infrequent. So, when they do a search again, they usually forget how they found the last. What Craigslist did is provide that kind of value in tons of other areas so people used it regularly. That meant when they needed a new apartment, it was already top of mind. So, all we could do at Apartments.com was build in some moving services and some get to know your new neighborhood services through partners. We tried to create an apartment living section, but it was not that important a need.
For GrubHub, we needed to learn which segment to focus on. So we surveyed users to understand their loyalty, and data mined our user base to understand frequency. Once we had an understanding that we were frequent, non-loyal, we had to understand the use cases that people used delivery, but not Grubhub. Once we talked to a bunch of users, we got some major reasons. Then we surveyed our non-loyal users again to get statistical representation of what biggest reason for ordering delivery, but not using Grubhub was. Was it a product issue, a coverage issue, or just habit. It was just habit.
We thought we could change habits, but the unit economics of loyalty programs suck for marketplaces. When someone spends $30 with Grubhub, Grubhub doesn’t make $30; it makes $3-5. So you model out what you can spend and how much you can influence. In our case, traditional models didn’t work. 25 orders would get you a free drink. Not great. So we got more creative. We made it a game you played on every three orders with a 25% chance of winning and a variable reward. You generally want to shift to variable rewards in engagement programs instead of static awards, because people become accustomed to static rewards, so they cease to influence behavior. You should get a lawyer if you do this, as there are so many weird gotchas. Like having to post a bond for each state, like being classified as a sweepstakes, which means you need post bonds for each state you operate in, you can’t AB test, and you need to be able to play without purchase.
So at GrubHub, we were classified as a sweepstakes, so we couldn’t AB test. So we could either do it in one state and not another, or pulse it, like the McDonald’s monopoly game. We chose the latter.