"why growth hacking isn't the always the answer," sprig >> gagan biyani...
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RUSSIAN TO GROW: WHY GROWTH HACKING ISN'T ALWAYS THE ANSWER, Gagan Biyani, Founder & CEO, SprigTRANSCRIPT
Word of Mouth Hacking lessons from building Udemy, Lyft and Sprig
!@gaganbiyani
My Background
Co-founder and CEO, Sprig
Growth Advisor, Lyft
Co-founder and President, Udemy
Path to a High Growth
1 Find product/market fit
2 Identify primary growth strategies
3 Scale, baby, scale!
No more Cheating
No more Cheating
No more Cheating
Customer Experience
Focus breeds Success
Press%14%%
Friend%63%%
Newsle2er/NextDoor%10%%
Founders%3%%
Other%3%%
Facebook/Twi2er%7%%
Source: survey to new customers 2/6-2/10. 98 respondents. Question: “How did you hear about us?”
User life cycle
before they buy first purchase
referral repeat purchases
User thought cycle
I hate change what is this?
oh dude you should totally check this out
what was the name of that app again?
Application to Marketing
advertising conversion
virality retention
Interview Questions"Tell me a little about yourself" (What do you do for a living? Where do you live? Where do you work? Roommates/married/kids?)!!"Tell me about your dinner habits. What did you eat last night? Last weekend?”!!"Tell me about your food delivery experience. What do you think about your current options?”!!"Tell me about your daily life. What do you read? Where do you go when not at work/home?" (Cafes? Bars? Blogs? Newspapers?)!!Explain Sprig.!!"What would you think about [ordering Sprig]?" (Positives? Negatives? Questions?)!!"What suggestions do you have as we try to market Sprig to people like you?"
Lyft Los Angeles
20% cheaper than taxi
reliability
fist bump, pink mustache high quality drivers
Traction by week
$0##
$5,000##
$10,000##
$15,000##
$20,000##
$25,000##
$30,000##
0#
500#
1000#
1500#
2000#
2500#
4*Nov# 11*Nov# 18*Nov# 2*Dec# 9*Dec# 16*Dec# 6*Jan# 13*Jan# 20*Jan# 27*Jan# 3*Feb# 10*Feb# 17*Feb# 24*Feb#
Meals&per&week&
Repeat#Customers# New#Customers# Revenue#