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Growth Hacking A to ZLuca Barboni - Max Corbeau
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3200+ high growth startups studied
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3200+ high growth startups studied
74% failed.
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Premature Scaling
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Premature ScalingTeam 2x bigger
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Premature ScalingTeam 2x bigger Raised 3x money
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Premature ScalingTeam 2x bigger Raised 3x money Valued 2x higher
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Scaling before Product / Market
fit
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Customer
● Spending too much on acquisition before P/M fit
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Customer
● Spending too much on acquisition before P/M fit
● Overcompensating missing P/M fit with marketing/PR
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Product
● Building product without P/S fit
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Product
● Building product without P/S fit
● Investing into scalability before P/M fit
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Product
● Building product without P/S fit
● Investing into scalability before P/M fit
● Adding “nice to have” features early on
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Team
● Hiring too many people too early
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Team
● Hiring too many people too early
● Hiring specialists before they are critical (e.g. CFO)
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Team
● Hiring too many people too early
● Hiring specialists before they are critical (e.g. CFO)
● Hiring managers instead of doers
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Team
● Hiring too many people too early
● Hiring specialists before they are critical (e.g. CFO)
● Hiring managers instead of doers
● Having more than 1 level of hierarchy
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Finance
● Raising too much money: made founders undisciplined
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Business
● Focusing too much on profit maximization too early
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Business
● Focusing too much on profit maximization too early
● Over-planning, not executing based on regular feedback loop
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How do I understand if I’m getting close?
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Many customer complaints when service is down
How do I understand if I’m getting close?
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Many customer complaints when service is down
Survey: 40% of user base would be really sad to leave
How do I understand if I’m getting close?
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Many customer complaints when service is down
Survey: 40% of user base would be really sad to leave
Great word of mouth between early adopters
How do I understand if I’m getting close?
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Many customer complaints when service is down
Survey: 40% of user base would be really sad to leave
Great word of mouth between early adopters
Customers banging at the door to try the product
How do I understand if I’m getting close?
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OMTM
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OMTM
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EXERCISE 1Lean Canvas: where do we stand?
(5 min)
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EXERCISE 2Validation Experiment
(5 min)
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How do I get there?
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STARTUPMETRICSFOR PIRATES
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ACQUISITION
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ACQUISITION
ACTIVATION
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ACQUISITION
ACTIVATION
RETENTION
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ACQUISITION
ACTIVATION
RETENTION
REVENUE
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ACQUISITION
ACTIVATION
RETENTION
REVENUE
REFERRAL
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PEOPLETOOLSPROCESS
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T-Shaped Skillset
Storytelling
Copywriting
Content Marketing
EmailMarketing
SEOPR
Product Design & User Experience
Wireframing
A/BTesting
Mobile
Behavioural Psychology
CRO Analytics Programming
Biz Dev
Community Offline Marketing
DirectSales
Data Science
WebScraping
APIsRetargeting
Marketing ToolsFunnel Design
ReferralPrograms
AutomationLead
GenerationSEM AffiliatePrograms
Virality
Width of Knowledge
Depth of Knowledge
Inspired by Brian Balfour @bbalfour & Growth Tribe
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Tools
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Tools
Spreadsheets
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Tools
Spreadsheets
Your marketing stack
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Tools
Spreadsheets
Your marketing stack
Team collaboration tools
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Tools
Spreadsheets
Your marketing stack
Custom scripts (Engineering as Marketing)
Team collaboration tools
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EXERCISE 3Growth Hacking Planning