7 growth lessons from silicon valley - and why they don't call it "growth hacking"
TRANSCRIPT
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Andy Young // @andyy // andyyoung.co
7 Growth Lessonsfrom Silicon Valley
and why they don’t call it “Growth Hacking”..
Andy Young@andyy
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Andy Young // @andyy // andyyoung.co
Hi, I’m Andy!@andyy
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Andy Young // @andyy // andyyoung.co
So what is this about“Growth” anyways?
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Andy Young // @andyy // andyyoung.co
● Typically growing our active customer/user base● Growing whatever drives value in our business● Not necessarily growing revenue $$$
● Growing whatever’s most strategically important to us right now
What do we mean by Growth?
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Andy Young // @andyy // andyyoung.co
So WTF is this Growth Hacking thing?
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Andy Young // @andyy // andyyoung.co
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Andy Young // @andyy // andyyoung.co
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Andy Young // @andyy // andyyoung.co
Let’s talk about something REAL
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Andy Young // @andyy // andyyoung.co
Growth Hacking..? Technical Marketing..?
Call it what you want, teams at high-growth companies
are scaling to millions of users without major use of
traditional mass advertising/marketing techniques.
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Andy Young // @andyy // andyyoung.co
Some examples..
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Andy Young // @andyy // andyyoung.co
Engineering-driven Growth
AirBnB built on top of Craigslist
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Andy Young // @andyy // andyyoung.co
Product-driven Growth
Dropbox succeeded with a Referral Scheme
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Andy Young // @andyy // andyyoung.co
Viral Growth
Hotmail put“P.s. I love you. Get your free email at Hotmail.”
in the footer of every email.
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Andy Young // @andyy // andyyoung.co
Companies are achieving scale in new ways:
● Modern, data-driven online marketing channels● Growth channels embedded within the product
Common Theme
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Andy Young // @andyy // andyyoung.co
Companies are achieving scale in new ways:
● Modern, data-driven online marketing channels● Growth channels embedded within the product
“The best startups grow super fast not because of traditional marketing or online marketing, but because they tune the product to drive growth”
- Casey Winters, Pinterest/Greylock
Common Theme
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Andy Young // @andyy // andyyoung.co
Growthvia the intersection of
Product, Marketing & Engineering
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Andy Young // @andyy // andyyoung.co
● SEO● Content Marketing● Performance Marketing (Paid search & display, retargeting)● Conversion Optimisation (CRO) & A/B Testing● User testing & UX● Viral Loops● Strategic Pricing● …
The Growth Toolbox
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Andy Young // @andyy // andyyoung.co
What Growth is NOT
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Andy Young // @andyy // andyyoung.co
What Growth is NOTThere are loads of great tips and hacks out there
Subscribe to 500’s “DISTROSNACK” newsletter!
But following all these cool tips will not itself bring success.
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Andy Young // @andyy // andyyoung.co
Things with big impact:
● Top of funnel○ How to reach HUGE new audiences in a cost-effective way
● Middle of funnel○ Attracting and drawing people deeper into engaging with you
● Bottom of funnel○ Close to the $$$ - convert higher % and simply make more money!
Things that WILL make a difference
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Andy Young // @andyy // andyyoung.co
Growth Marketing is finding growth that is:
● Measurable● Predictable● Repeatable & Scalable
Growth is a mindset, and a process.
Growth Truths
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Andy Young // @andyy // andyyoung.co
7 Growth Lessons
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Andy Young // @andyy // andyyoung.co
#1 - nail down yourvalue proposition
& messaging
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Andy Young // @andyy // andyyoung.co
- 10,000 ft view exercise -
- bit.ly/10kftview -
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Andy Young // @andyy // andyyoung.co
� What product/service, for which target market?
� Why do our customers love us? Why do they choose us over the competition?
� How do we make money?
� What is our primary way to get new customers?
� Our business will become a huge, runaway success if…
� During the next 3 months we need to focus on…
� What ONE target do we want to hit?
10,000 ft viewbit.ly
/10kftvi
ew
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Andy Young // @andyy // andyyoung.co
#2 - get Product/Market fitbefore you try and grow
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Andy Young // @andyy // andyyoung.co
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Andy Young // @andyy // andyyoung.co
Early stage Growth stage
Goal Product/Market fitScalable, repeatable, predictable growth
Metric Engagement Growth rate
Primary Data Qualitative Quantitative
Growth Strategy Hustle
Build a growth machine
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Andy Young // @andyy // andyyoung.co
#3 - build a Modelto understand your business
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Andy Young // @andyy // andyyoung.co
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Andy Young // @andyy // andyyoung.cobit.ly/
kpi-sheet
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Andy Young // @andyy // andyyoung.co
Not an operational dashboard:metrics related to growth
1. Identify top-level KPI2. Add nuance3. Add drivers
4. Add funnel for these drivers
Template Google Sheet: bit.ly/kpi-sheet
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Andy Young // @andyy // andyyoung.co
#4 - identify Leversand prioritise your backlog
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Andy Young // @andyy // andyyoung.co
Levers:things you can push
to get growth
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Andy Young // @andyy // andyyoung.co
Identify yourOne Metric That Matters (OMTM)to get everyone pushingin the same direction
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Andy Young // @andyy // andyyoung.co
Prioritise using ICE framework:
-Impact-Chance of Success-Effort (time/resources)
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Andy Young // @andyy // andyyoung.co
#5 - drive growth viaexperimentationand learnings
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Andy Young // @andyy // andyyoung.co
“Learning is the essential unit of progress for startups”
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Andy Young // @andyy // andyyoung.co
Make predictions in advance!
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Andy Young // @andyy // andyyoung.co
#6 - it’s a Mindset
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Andy Young // @andyy // andyyoung.co
The world is constantly changing
(channel efficiency/effectiveness, etc)
Experimentation & learnings
Build a machine
Naturally curious
Motivated by helping the customer achieve their goals
Growth Mindset
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Andy Young // @andyy // andyyoung.co
#7 - maintain discipline with a Weekly Growth Meeting
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Andy Young // @andyy // andyyoung.co
Agenda
1. Review KPIs2. What did we learn last week?
3. What experiments are we running this week?
No work is to be done during the meeting!
Weekly Growth Meeting
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Andy Young // @andyy // andyyoung.co
BONUS #8Talk to your users
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Andy Young // @andyy // andyyoung.co
User testing script - cheers Steve Krug!www.sensible.com/downloads/test-script.pdf
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Andy Young // @andyy // andyyoung.co
Further Reading
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Andy Young // @andyy // andyyoung.co
Brian Balfour Andrew Chen Sarah Tavel Casey Winters
Reforge Uber Greylock Greylock
coelevate.com andrewchen.co @sarahtavelon Medium
caseyaccidental.com
Who to follow
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Andy Young // @andyy // andyyoung.co
● 10,000ft view worksheet● Bryan Balfour: The Scientific Method: How to Design &
Track Viral Growth Experiments● Dave McClure's Startup Metrics for Pirates● Eric Ries’s Three Engines of Growth● My deck on Analytics for Startups● 500 Startups Accelerator Marketing Hell Week:
videos, templates & goodness● DISTROSNACK: daily growth hacks
Further references..
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Andy Young // @andyy // andyyoung.co
Takeaways
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Andy Young // @andyy // andyyoung.co
#1 - nail down your value proposition & messaging
#2 - get Product/Market fit before you try and grow
#3 - build a model to understand your business
#4 - identify Levers and prioritise your backlog
#5 - drive growth via experimentation & learnings
#6 - it’s a mindset
#7 - maintain discipline with a weekly growth meeting
Talk to your users!
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Andy Young // @andyy // andyyoung.co
Thanks, & good luck!