Growth Hacking The Human Operating System for
Marketing Technology
@seanellis
Sean Ellis Aug 20th 2014 CEO of Qualaroo, GrowthHackers.com Twitter @seanellis
Startups Are Desperate
• Aggressive targets, tight resources
• Traditional approach not realistic
• Had to think of something else…
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Growth Hacking
• Experiment with all available growth levers
• Understand what’s drives growth, test to improve
• Heavy focus on product and optimization
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Potential Growth Levers
• User-get-user
• Massive platforms
• Onboarding
• Product
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Engineer User-Get-User
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Leverage Massive Platforms
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Onboarding: Optimize for Habits
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Distribute Via Product Levers
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The Growth Team
• Multi-disciplinary
• Cross functional
• Evangelize growth culture
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“Growth team” complements existing marketing team
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Growth Hacking is Experiment Driven Marketing
Goal: Increase Units of Gratification
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Experimentation Process
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1. Ideas
2.Prioritize
3.Test 4.Analyze
5.Optimize
Inspiration for Ideas
• Knowledge Sharing, Voice of Customer, Referral Data…
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Insights Help Prioritization
• Quantitative/Qualitative insights
• Understand what’s driving growth, double down.
• Prioritize high potential, high probability, low effort
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Dropbox Example
• Freemium reduced allowable CPA
• Natural advantages to grow with collaboration and sharing
• Catalyze sharing with double sided referral program
• Optimize conversions on sharing loops
• 300 million users with no traditional marketing
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10 Other Growth Engine Breakdowns
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Questions?
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Thank You.
Sean Ellis CEO of Qualaroo
& GrowthHackers.com
Twitter: @seanellis
