Previously delivered at Amity Innovation Incubator-Noida by Gaurav Gupta, this presentation takes you through the basics of Growth Marketing and some common misconceptions.

1. Gaurav Gupta
Founder & Director, SquareBoat
Thinking of Growth as a
feature

2. Living the tech dream for more than 10 years
• With expertise in making large and scalable websites and mobile
applications
• Prior experience of working for:
• SlideShare/Linkedin
• Naukri.com
• Educomp
gauravgupta@squareboat.com 9911 951 949
About me
linkedin.com/in/gauravgupta123

3. What’s your website built on?
• A killer idea? Next Uber,Flipkart
or Google in the making?
• Amazing list of features?
• Well written code? Latest tech-
stack? Amazing architecture?

4. Surprise!
None of that will guarantee
its success.

5. Me in 2013
Product built,
What to do next?

6. Misconceptions
• Growth is an after-thought
• Like something that is done
after a product is built

7. Best product distribution wins

8. Secret
Growth happens
when it is baked
into the product

9. What do you want your user to do….
when she visits your
app/website?
Think about it for a
minute

10. Four stages of
growth

11. Four stages of growth
Measure conversion
at each step
Identify where the
biggest drop is
happening
Acquisition
Activation
Retention
Revenue

12. Four stages of growth
Acquisition
Activation
Retention
Revenue
$10
2x
$20
0 10010 50 0 5020 100

13. Know what you are doing
• Strategies have to be planned for each
step specifically
• Be sure you understand which part of
the funnel your experiment targets
• Channel your time, energy and money
to different stages accordingly. You will
never know what will work

14. Acquisition
Search Engine Optimisation
• On page
• Off page
• Landing pages

15. Acquisition
Building virality in app
• Make the system more useful if the user's friends are
on it
• Make it easy for him to find his contacts
• Run a contest
• Referral system
• Affiliate marketing

16. Acquisition
• Increase desire and reduce friction
• Spoonfeed the user what you want
him to do
• Give clear CTAs
• Webinars and whitepapers for
download
• Internationalize: There’s a huge
non-English
audience

17. Activation
• Give social proof: news reports, journals,
testimonials etc.
• Explainer video: Cause everyone loves them
• Provide contact information: let them
contact you
• No credit card information: That’s a big red
flag in growth marketing

18. Activation
• Personalisation: red for reds and blue for blues
• Onboarding the entire signup flow
• Provide ratings and reviews of your services
• Clear pricing and FAQs page

19. Retention
• Thumb rule: Give them a reason to come back
• Use push notifications/sms/emails
• Don’t let them forget you
• Personalized welcome email from the founder
• Drip email
• Periodic newsletters
• Gamification: Make them do things and lure
them with loyalty points

20. Revenue
• Make sure your PG actually works
• Accept payments through COD/Debit cards/NEFT/ UPI
• Clear refund policy: No questions asked
• No strings attached: Make subscriptions easy to be
cancelled anytime
• Offer long trial periods: Let them know you first
• Different pricing plans per country

21. Revenue
• $5 for 1 user, $10 for 10 users:
Remember the time when you ate a
full-biryani when you only wanted to
eat half in the first place
• Make coupon codes discoverable with
in the app

22. We are hiring
Entrepreneurs in Residence
Can you grow our ‘labs’ products into
self-sustaining companies?
Are you:
- Well versed in English
- Multi skilled (tech, UI, marketing etc.)
- Natural salesman
Answer here
9911 951 949 | gauravgupta@squareboat.com
SquareBoat.com

23. Thank you
+91 9911 951 949
gauravgupta@squareboat.com
SquareBoat.com