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Introduction to Growth
tempo
http://fb.me/tempofeng
Tempo
2012. Cubie
• 500 Startups, Andrew Chen
2008. Gamelet
2004. Willmobile
http://fb.me/tempofeng, http://tempo.tw
Wraecca, Jackie
http://fb.me/pdwtaiwan
• vs
• Twitter Cubie
•
•Retention
•North Star
•Magic Moment
Twitter
Josh Elman
500 Startups Mentor
Greylock, Twitter, Facebook, Linkedin
Twitter
Twitter
Twitter
2009
2010
2011
2012
2013
Process
twitter
•
•
•
• Twitter 30
•
• Twitter
•
•
•
•
Process
Product/Market Fit
Magic Moment
Retention
• 2nd Day Retention
•
•
• DAU/MAU
Retention
1. 20%
2. 40%
3. 60%
4.
•
• : 40%
• Facebook, Instagram: 50%~60%
• cubie: 30%
•
• Amazon
?
1.
2.
3.
4. Viral Loop
?
• ...
•
•
?
•
Product/Market Fit
•
•http://pmarchive.com/guide_to_startups_part4.html
Product/Market Fit
1. Retention
2.
3.
Product/Market Fit,
•Product/Market Fit ~= Retention ~=
•Retention is the single most important thing for growth and retention
comes from having a great idea and a great product to back up that
idea, and great product market fit
Alex Schultz
Product/Market Fit,
•
Product/Market Fit,
• Product / Market Fit
• PMFit Lean
Startups
North Star
•
•
•
•Facebook: MAU
• Whatsapp, Cubie?
• Messages sent
• Airbnb?
• Nights booked
• eBay?
• GMV (not Revenue)
Magic Moment
Magic Moment (Ah-ha Moment)
•
• Twitter
• Follow more than 30 users/channels
Magic Moment
• Facebook?
• See your friends: 10 friends in 14 days
Magic Moment
• Airbnb/eBay?
• Finding unique items
• Get paid for the sellers
•
Magic Moment
Magic Moment
Process
Funnels
User Accounting
User Buckets Analysis
Magic Moment
•General Metrics, Key Business Metrics
•Cubie
•messages(pictures, voices, …) sent, new friends, messages/users, funnels,
downloads, MAU, DAU, user accounting, retentions, …
•Pinterest
•http://jwegan.com/growth-hacking/27-metrics-pinterests-internal-growth-
dashboard/
•A16Z
•http://a16z.com/2015/08/21/16-metrics/
•Dashboard
•
1. Messages Sent
2. MAUs
3. Downloads
Funnels
•
MAU vs User Accounting
-75
-50
-25
0
25
50
75
100
10/15 10/16 10/17 10/18
New Resurrected Churn Sum
New, Resurrected, Deactivation, Churned
1. New
2. Resurrected
3. Deactivation
4. Churned
User Bucket Analysis
🙂🙂🙂🙂🙂
🙂🙂🙂🙂🙂
🙂🙂
🙂🙂🙂🙂🙂
🙂🙂🙂
🙂🙂🙂🙂🙂
Curious Casual Core
User Bucket Analysis
🙂🙂🙂🙂🙂 🙂🙂🙂🙂🙂
🙂🙂🙂
🙂🙂🙂🙂🙂
🙂🙂🙂🙂🙂
🙂🙂
Curious Casual Core
User Bucket Analysis
🙂🙂🙂🙂🙂
🙂🙂🙂🙂🙂
🙂🙂
🙂🙂🙂🙂🙂
🙂🙂🙂
🙂🙂🙂🙂🙂
age <= 20 20 < age <= 30 30 < age
User Bucket Analysis
🙂🙂🙂🙂🙂
🙂🙂🙂🙂🙂
🙂🙂
🙂🙂🙂🙂🙂
🙂🙂🙂
🙂🙂🙂🙂🙂
Following = 0 Following < 30 Following >= 30
User Bucket Analysis
Following = 0 Following < 30 Following >= 30
Day0 Day1 Day2
211 100% 13% 9%
102 100% 15% 5%
235 100% 12% 8%
226 100% 13% 8%
Day0 Day1 Day2
102 100% 31% 20%
98 100% 33% 25%
123 100% 28% 21%
110 100% 30% 18%
Day0 Day1 Day2
53 100% 51% 35%
43 100% 60% 40%
65 100% 55% 34%
55 100% 53% 39%
Growth
1. Power Users
2.
3.
Growth
Building an incredible product is definitely optimizing it for the people
who use your product the most, but when it comes to driving growth,
people who are already using your product are not the ones you have
to worry about.
Alex Schultz
mixpanel
amplitude
• User Interview
• http://www.sachinrekhi.com/blog/2015/08/17/how-to-design-your-
customer-validation-to-maximize-product-market-fit
• Job to be Done
• http://hbswk.hbs.edu/item/clay-christensens-milkshake-marketing
• User
• Magic Moment
•Cubie
Process
• Actionable Metrics Magic Moment
•
• startup =
•
•
•
•https://challenges.openideo.com/blog/seven-tips-on-better-
brainstorming
• Twitter 30
• 30
• 30
•
• 30 public feed
• Cubie
•
• icon
•
•
•
•
•
•
• http://projects.growthhackers.com/
Tactics
• Signup Flow/Registration Funnel
• Twitter
• Virality
• k-factor
• payload / frequency / conversion rate
• Viral Loop
• Power User
• ...
• SEO ASO …
Traction
Hooked: How to Build Habit-Forming
Products
Facebook
1.
2. Facebook Feed
3.
4. Facebook API
•
•
•
• vs
•
Process
A/B Testing
•
•
•Android vs iOS
•Cubie: Android
•A/B Testing
• A/B Testing Calculator
•
Process
•
•
•
•
•
• Magic Moment
•
•
•
•
Mark (Zuckerberg) has said he thinks we won because we wanted it
more, and I really believe that. We just worked really hard. It’s not like
we’re crazy smart, or we’ve all done these crazy things before. We just
worked really really hard, and we executed fast. I strongly encourage
you to do that. Growth is optional.
by Alex Schultz
• How to Start a Startup: Lecture 6: Growth by Alex Schultz
• http://startupclass.samaltman.com/courses/lec06/
• Thoughts on Growth by Josh Elman
• http://www.slideshare.net/joshelman/thoughts-on-growth
• Building the Ultimate Full Company Growth Team by Sean Ellis
• http://www.slideshare.net/seanellis/building-the-ultimate-full-company-
growth-team
•
•
• >
•Office Hours

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