Tools used for Growth Hacking

1. GROWTH! HACKING ! Anirudh Narayan

2. GROWTH HACKING 1. Product Analysis! • Conversion Analysis! • Heat Maps & Live Interaction! • Landing Page! • A/B Testing! 2. Website Behavior! 3. Individual Behavior! 4. Product Management Tools! 5. Project Management Tools! 6. Social Tracking (Bitly, ClickToTweet)! 7. Customer Development Tools #growthhackingLATAM

3. GROWTH HACKING 8. Acquisition Tools! • Paid Marketing! • SEM! • Display! • Redirecting! • Content! • SEO! • Social! • Exit Intent! 9. Sales Tracking! 10. Retention! 11. Growth Hack Examples! 12. Case Study #growthhackingLATAM

4. GROWTH HACKING 1. Product Analysis! • Conversion Analysis ! • Heat Maps & Live Interaction! • Landing Page! • A/B Testing! 2. Website Behavior! 3. Individual Behavior! 4. Product Management Tools! 5. Project Management Tools! 6. Social Tracking (Bitly, ClickToTweet)! 7. Customer Development Tools #growthhackingLATAM

5. PRODUCT ANALYSIS: CONVERSION ANALYSIS #growthhackingLATAM

6. CONVERSION ANALYSIS: MIXPANEL Features! Conversion Analysis! Individual Customer Analysis! Retention Analysis! Notiﬁcations! Surveys! A/B Testing #growthhackingLATAM

7. CONVERSION ANALYSIS: MIXPANEL #growthhackingLATAM

8. MIXPANEL: FUNNEL CREATION #growthhackingLATAM

9. #growthhackingLATAM MIXPANEL: FUNNEL CREATION

10. #growthhackingLATAM MIXPANEL: FUNNEL CREATION

11. MIXPANEL: FUNNEL ANALYSIS #growthhackingLATAM

12. #growthhackingLATAM MIXPANEL: FUNNEL ANALYSIS

13. MIXPANEL: INDIVIDUAL CUSTOMER ANALYSIS #growthhackingLATAM

14. #growthhackingLATAM MIXPANEL: INDIVIDUAL CUSTOMER ANALYSIS

15. MIXPANEL: RETENTION ANALYSIS #growthhackingLATAM

16. MIXPANEL: NOTIFICATIONS #growthhackingLATAM

17. MIXPANEL: SURVEYS #growthhackingLATAM

18. #growthhackingLATAM MIXPANEL: SURVEYS

19. MIXPANEL: A/B TESTING #growthhackingLATAM

20. CONVERSION ANALYSIS: MIXPANEL PRICING #growthhackingLATAM

21. CONVERSION ANALYSIS: MIXPANEL PRICING #growthhackingLATAM

22. CONVERSION ANALYSIS: APSALAR Features! Cohort Analysis/ Funnel Analysis! Redirecting Measurement! Strong Support! Integration with other platforms #growthhackingLATAM

23. APSALAR #growthhackingLATAM

24. APSALAR: FEATURES #growthhackingLATAM

25. APSALAR: PRICING #growthhackingLATAM Plan Pricing Basic FREE Business $999/month Professional $1999/month Enterprise CONTACT

27. INSPECTLET: HEAT MAPS #growthhackingLATAM Eye Tracking heat maps Mouse Click heat maps

28. INSPECTLET: HEAT MAPS #growthhackingLATAM

29. INSPECTLET: LIVE INTERACTION #growthhackingLATAM

30. INSPECTLET: PRICING #growthhackingLATAM

31. CRAZY EGG: HEAT MAPS #growthhackingLATAM

32. CRAZY EGG: HEAT MAPS #growthhackingLATAM

33. HEATMAPS.IO #growthhackingLATAM

34. HEATMAPS.IO #growthhackingLATAM

36. TOOLS HIGH CONVERTING LANDING PAGE #growthhackingLATAM

37. INSTAPAGE #growthhackingLATAM

38. INSTAPAGE: PRICING #growthhackingLATAM

39. UNBOUNCE #growthhackingLATAM

40. UNBOUNCE: PRICING #growthhackingLATAM

41. LEAD PAGES #growthhackingLATAM

42. LEAD PAGES PRICING

44. A/B TESTING #growthhackingLATAM

46. A/B TESTING Optimizely! • Testing! • Personalization! • Analytics! • Targeting! • Platform

49. A/B TESTING: GOOGLE CONTENT EXPERIMENTS #growthhackingLATAM

50. A/B TESTING: GOOGLE CONTENT EXPERIMENTS

51. A/B TESTING: GOOGLE CONTENT EXPERIMENTS #growthhackingLATAM 1. Choose Objective! 2. Identify Original & Variation of pages! 3. Add Experiment Code to Original Page! 4. Review & Launch Experiment

53. WEBSITE BEHAVIOR: GOOGLE ANALYTICS #growthhackingLATAM

54. WEBSITE BEHAVIOR: GOOGLE ANALYTICS #growthhackingLATAM Tracking:! Funnel Analysis | Page Depth Analysis! Bounce Rate, Time Spent, Exit Rates! Demographic Information! E-commerce Conversion Rates! Source, Medium & Channel Analysis

56. #growthhackingLATAM INDIVIDUAL BEHAVIOR: KISSMETRICS

59. INDIVIDUAL BEHAVIOR: KISSMETRICS #growthhackingLATAM

61. PRODUCT MANAGEMENT PIVOTAL TRACKER

62. PRODUCT MANAGEMENT Impact versus Technical Ease

64. PROJECT MANAGEMENT #growthhackingLATAM

65. PROJECT MANAGEMENT

67. SOCIAL TRACKING #growthhackingLATAM

69. CUSTOMER DEVELOPMENT TOOLS

70. CUSTOMER PERSONAS

71. CUSTOMER PERSONAS #growthhackingLATAM

72. GROWTH HACKING 8. Acquisition Tools! SEM/SEO ! Redirecting Platform! Content Marketing! Social! Exit Intent! 9. Sales Tracking! 10. Retention Tools! 11. Growth Hack Examples! 12. Case Study #growthhackingLATAM

73. TRACKING TOOLS: PAID MARKETING ! ! Search Engine Marketing ! ! Search Engine Optimization:

75. ACQUISITION: REDIRECTING PLATFORM HANDY PLATED

76. GROWTH HACKING 8. Acquisition Tools! SEM/SEO ! Redirecting Platform! Content Marketing! Social! Exit Intent! 9. Sales Tracking! 10. Retention Tools! 11. Growth Hack Examples #growthhackingLATAM

77. ACQUISITION TOOLS: CONTENT #growthhackingLATAM

79. TRACKING TOOLS: SOCIAL SOCIAL ANALYTICS

80. GROWTH HACKING 8. Acquisition Tools! SEM/SEO ! Redirecting Platform! Content Marketing! Social! Exit Intent! 9. Sales Tracking! 10. Retention Tools! 11. Growth Hack Examples ! 12. Case Study #growthhackingLATAM

81. TOOLS! ACQUISITION: EXIT INTENT

83. SALES TRACKING TOOLS #growthhackingLATAM

84. GROWTH HACKING 8. Acquisition Tools! SEM/SEO ! Redirecting Platform! Content Marketing! Social! Exit Intent! 9. Sales Tracking! 10. Retention Tools! 11. Growth Hack Examples ! 12. Case Study #growthhackingLATAM

85. RETENTION #growthhackingLATAM

87. Examples of Growth Hacks

88. EXAMPLE OF GROWTH HACKS: ROCKET INTERNET VALIDATING DEMAND

89. EXAMPLE OF GROWTH HACKS: ROCKET INTERNET VALIDATING DEMAND

90. EXAMPLE OF GROWTH HACKS: ROCKET INTERNET EMAILS AT FRIDAY, 2 PM

91. ! CASH ON DELIVERY! ! EXAMPLE OF GROWTH HACKS: ROCKET INTERNET

92. 250 WORKSHOPS. 120 CITIES. 50,000 ENTREPRENEURS. EXAMPLE OF GROWTH HACKS: LEAN STARTUP MACHINE

93. Unlock Cities: Validating Demand! EXAMPLE OF GROWTH HACKS: LEAN STARTUP MACHINE

94. Growing with Media Partners EXAMPLE OF GROWTH HACKS: LEAN STARTUP MACHINE

95. ! Building Organizer Personas! ! EXAMPLE OF GROWTH HACKS: LEAN STARTUP MACHINE

96. ! Building Organizer Personas! ! EXAMPLE OF GROWTH HACKS: LEAN STARTUP MACHINE

97. ! Creating exclusivity! ! EXAMPLE OF GROWTH HACKS: LEAN STARTUP MACHINE

98. ! Creating pressure! ! EXAMPLE OF GROWTH HACKS: LEAN STARTUP MACHINE

99. ! Drip Campaigns! ! • Create great content • Educate crowd • Explain what to expect EXAMPLE OF GROWTH HACKS: LEAN STARTUP MACHINE

100. EXAMPLE OF GROWTH HACKS: LEAN STARTUP MACHINE ! Create sharing opportunities! !

101. ! Create sharing opportunities! ! EXAMPLE OF GROWTH HACKS: LEAN STARTUP MACHINE 6% Increase in Sales

102. ACQUISITION: EXIT INTENT QuickMVP

103. ACQUISITION: EXIT INTENT Skillfeed

104. Create sharing opportunities! EXAMPLE OF GROWTH HACKS: LEAN STARTUP MACHINE

105. A/B Test: Overlay Messaging Bounce Exchange: Home Page (Exit Intent) +13% conversion for 65,000 Tutorials

106. 2X conversions with Type A Type A Type B A/B TESTING: New v/s Old Design

107. + 9% conversion with Type B (Left Rail) A/B TESTING: Rails versus Old Rails Type A Type B

108. Pick Up Marketing Skills > Become a skilled marketer A/B TESTING: Twitter Ads

109. Be an Entrepreneur > Learn Entrepreneurship A/B TESTING: Facebook Ads

110. A/B TESTING Bounce Exchange: Home Page (Exit Intent) +13% conversion for 65,000 Tutorials

111. 2X conversions with Type A A/B TESTING Type A Type B

113. CASE STUDY #growthhackingLATAM

114. CASE STUDY: EXAMPLE • What is Skillfeed? • Competitor Analysis • Deﬁned Business Model, OKR’s & Metrics • Deﬁned Funnel • User Personas • Tools Used • Analyzed Data 1. Top 25 countries conversion rates 2. Exit Reasons 3. Video Viewing Data 4. Demographic & Interest 5. Marketing Channel Data 6. Content consumed within platform 7. Churn, LTV, Net Adds, Annual v/s Monthly 8. Email Open Rates & Conversions ! • Experiments Run #growthhackingLATAM

115. CASE STUDY: EXAMPLE • How can we differentiate ourselves from our competitors? ! • What kind of customers would you concentrate on? ! • Build the funnel, what metric would you concentrate on? ! • How can we reduce churn? (See Exit Reasons) ! • How would you reach your revenue goal ? ! • How would you improve retention and then life time value? ! • What kind of tests would you run? ! • How can we improve our referrals? #growthhackingLATAM

116. CASE STUDY: SKILLFEED #growthhackingLATAM

117. CASE STUDY: COMPETITORS #growthhackingLATAM

118. SKILLFEED: FUNNEL ANALYSIS ACQUISITION (Email Address) ACTIVATION (Free Trials) RETENTION (Retained Paid Users) REFERRAL (# of people being referred) REVENUE ! (Monthly/Annual) #growthhackingLATAM

119. CASE STUDY: CUSTOMER PERSONAS

120. CASE STUDY: CUSTOMER PERSONAS #growthhackingLATAM

121. CASE STUDY: DEFINED METRICS Annual Revenue (SAAS) = Function {} ! • Browse Accounts (Give email but not credit card) • Free Trials (Credit card) • Existing Paying Customers (Ec) • New Paying Customers (Nc) • Net Adds • Churn (C) • Life Time Value #growthhackingLATAM

122. CASE STUDY: TOOLS USED #growthhackingLATAM

123. CASE STUDY: ANALYZED DATA Analyzed Data: ! ! 1. Top 25 countries conversion rates 2. Exit Reasons 3. Video Viewing Data 4. Demographic & Interest 5. Marketing Channel Data 6. Content consumed within platform 7. Churn, LTV, Net Adds, Annual v/s Monthly 8. Email Open Rates & Conversions #growthhackingLATAM

124. A/B TESTING Bounce Exchange: Home Page (Exit Intent) +13% conversion for 65,000 Tutorials

125. 2X conversions with Type A A/B TESTING Type A Type B

126. CASE STUDY: EXPERIMENTS RUN • Churn: Extending Free Trial (7 days v/s 30 days v/s 60 days)! ! • Activation: Activating browse account users! ! • Acquisition: New Marketing Channels (Content, Twitter, FB)! ! • Acquisition: Exit Intent (A/B Testing)! ! • Acquisition: Old Design v/s New Design! ! • Acquisition: Cross Promotion With Other Products #growthhackingLATAM

127. CASE STUDY: EXPERIMENTS RUN • Retention (Better User Ex): Creating New Taxonomy! ! • Retention: Making Product More Goal Oriented (Emails)! ! • Retention: Improving Curation of Videos! ! • Acquisition: Selling Through Instructors! ! • Acquisition: $1 for 60 days Free Trial #growthhackingLATAM

128. STEP 1: ANALYZE CURRENT DATA

129. STEP 2: IDENTIFY AREAS OF IMPROVEMENT

130. STEP 3: DECIDE METRIC

131. STEP 4: SETUP AND RUN EXPERIMENT!

132. STEP 5: Analyze ResultsSTEP 5: ANALYZE RESULTS!

133. STEP 6: Pivot or Persevere

134. THANKS • Twitter: @anistartup ! ! • Email: narayan.anirudh@gmail.com #growthhackingLATAM

Tools used for Growth Hacking

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