How Growth Happens in Early Stage Startups
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How Growth Happens in Early Stage Startups
- 1. HOW GROWTH HAPPENS IN EARLY STAGE STARTUPS vincentchan - TGN Bootcamp 2016
- 2. 2005 2007 2009 2013 analyst cofounder design 2014 growth 2015 product Vincent Chan Head of Product at OneSky
- 3. TRANSLATION MADE EASY FOR APPS, GAMES & WEBSITES
- 4. + PER WORD PRICING MONTHLY SUBSCRIPTION Professional Translation Service Translation Management System
- 7. Source: How to Start a Startup
- 8. Chamath Palihapitiya ex-VP of Growth at Facebook Founder of Social Capital
- 9. 10 Friends in 15 Days Getting Users to the Magic (Aha) Moment Source: How to Start a Startup
- 10. Source: Andrew Chen Andrew Chen Supply Growth at Uber Sean Ellis CEO at GrowthHackers
- 12. BEFORE GROWTH
- 13. 5-7% a week Source: Paul Graham
- 14. BEFORE GROWTH “A startup that prematurely targets a growth goal often ends up making a nebulous product that some users sort of like and papering over this with ‘growth hacking’. That sort of works… but eventually the music stops.” Sam Altman President of Y Combinator Source: Sam Altman
- 15. RIGHT INITIAL METRIC “Do any users love our product so much they spontaneously tell other people to use it?” Sam Altman President of Y Combinator Source: Sam Altman
- 16. Build a great product Talk to Users Do things that don’t scale Source: Sam Altman, Paul Graham
- 17. DO THINGS THAT DON’T SCALE
- 18. Which startups did this? Source: Brian Chesky
- 19. Which startups did this? Source: Stanley Tang
- 20. Which startups did this? Source: Kevin Hale
- 21. This is a huge advantage over larger competitors Source: Walker Williams
- 22. Do whatever it takes to bring in your first customers Source: Walker Williams
- 23. All About Hustle low-risk and high-percentage wins Source: Walker Williams
- 25. “40% of users consider the product a “must-have”… 40% of surveyed users would be “very disappointed” if they could no longer use your product.” Sean Ellis CEO of GrowthHackers.com Source: Sean Ellis
- 27. traction, traction, traction, traction, traction, traction, …but how to get it? Source: Andrew Chen
- 28. Source: Eric Ries Customer development Accelerate feedback loop Validated learnings
- 30. WHEN TO GROWTH
- 32. Retention is the single most important thing for growth. Source: Alex Schultz
- 33. DEFAULT DEAD? “If the company is default alive, we can talk about ambitious new things they could do. If it's default dead, we probably need to talk about how to save it.” Paul Graham Founder of Y Combinator Source: Paul Graham
- 34. BUILD SOMETHING PEOPLE LOVE “Even the best marketing will fall down if they are not supported by the experience people have when they hit our site…and when they start using it day in, day out.” Stewart Butterfield Founder of Slack Source: Stewart Butterfield
- 37. “What we did right: Measured, tried and tested many things. It's not that complicated. Without ego to keep doing the above over and over again to understand what's really happening in the product. The learnings tell you whether you should keep doing what you are doing or stop doing what you are doing… It’s all about a simple understanding of product value & consumer behaviour.” Chamath Palihapitiya ex-VP Growth of Facebook Source: Chamath Palihapitiya
- 39. NO SILVER BULLET
- 40. Growth owns (measure, understand and improve) the flow of customers in and out of a product Source: Andy Johns
- 42. “Select channels with high volume, high conversion and low cost. Measure all the way down the funnel to revenue to find the highest converting channels.” Dave McClure Founder of 500 Sartups Source: 500 Startups
- 43. “Things picked up dramatically at Facebook when we started to focus not just on in-product friction but the friction in people's lives outside the product that influenced their actions.” Meenal Balar ex-Intl. Growth of Facebook Source: Meenal Balar
- 45. Which tactics would you use to grow my company? Source: Brian Balfour
- 47. “You need a growth machine that is predictable, scalable and repeatable.” Brian Balfour VP Growth of HubSpot Source: Brian Balfour
- 50. HOW TO GROWTH
- 51. BUILDING YOUR OWN GROWTH MODELS DEVELOPING EXPERIMENTATION MODELS BUILDING CUSTOMER ACQUISITION CHANNELS Source: Andy Johns
- 63. Source: Traction Viral marketing Public relations Unconventional PR SEM Social and display ads Offline ads SEO Content marketing Email marketing Community building Engineering as marketing Targeting blogs Business development Sales Affiliate programs Existing platforms Trade shows Offline events Speaking engagements
- 64. Source: Traction
- 65. CREATE YOUR OWN PROPRIETARY DISTRIBUTION CHANNELS Source: Tomasz Tunguz
- 67. Keyword Research SEO Blogging Repurpose Content Guest Blogging White paper Cheat sheet Source: Moz
- 68. Email Social Media Content Syndication Press SEM Influencers Email Newsletter Source: Moz
- 69. Source: Quora
- 71. Source: HubSpot
- 75. TRADE SHOW
- 78. Build your product to be independent. Only use the platform for acceleration. Source: Josh Elman
- 81. PRODUCT GROWTH
- 83. Most important is mass adoption by the user base. Creates an engagement loop that allows you to email or notify users on a regular basis. (e.g. tagging) A step-change improvement in the core value of the product for a majority of the user base. (e.g. newsfeed) Source: Pinterest
- 84. GROWTH TOOLS
- 90. WHAT A TYPICAL WEEK LOOKS LIKE
- 91. Credit: Patrick Yip @OneSky
- 92. Credit: Leslie Lai, Vincent So @OneSky
- 93. ONE MORE THING…
- 94. RULES? “You can’t play by the exact same rules as everybody else and expect exponential growth… look for competitive advantages and innovation for distribution.” Mark Suster VC at Upfront Ventures Source: Mark Suster
- 95. UNFAIR? “If you hire a marketer and tell them to execute “by the book” you will get average results. For startups, average is usually failure.” Danielle Morrill CEO at Mattermark Source: Danielle Morrill
- 96. ADDITIONAL RESOURCES Traction Book GrowthHackers.com Brian Balfour, VP Growth at HubSpot Andrew Chen, Supply Growth at Uber Weapons Of Mass Distribution - 500 Startups List of World-Class Growth Hackers