GrowthHack
Joan Lin2016/07/12
-2006HTC(27)2009/72009/8882012 Growth School
0-Growth Hack
0-, [][][][][][Action][][]
-:
1-Startup = Growth7%: Conversion Churn =Growth
1-ConversionChurn[][]Growth
2-GH20: MVP 40:60: PMF 75:90:
PMF
3-GH, ,
-
4-?(AARRR)Acquisition()Activation(/)Retention(//)Revenue()Referral()
5-?2AcquisitionActivation
6-
6-Acquisition & Activation50 * 1% = 5000(Acq Act)5000* 10% =
500(Act-> Ret)GH50 * 5% = 25000(Acq Act)25000 * 20% * 5=
25000(Act-> Ret)25000 Ret* 10% * 10 * 30%= 7500(Ret->
Ref),
-
7-GH: Measuring before building a Growth EngineGHMeasuringGoogle
Analytics ()Mixpanel()
8- 100% 50% 25% 2%
100% 50% 10%
[]
9-STEP1: MixpanelFunnelSTEP2:STEP3: A/B Testing
10-:Landing PageA/B TestingContent MarketingCustomer
supportMeasuringOnboardingReferralGaminification
4-Landing Page
11--Landing PageMeasuring = ; Landing Page = Landing
Page////Landing Page//email/
12-Landing Page/Landing Page[]Landing Page
13- Landing Page?Landing Page//Call to Action
EX: Trello ( https://trello.com/)
14-Landing PageCall to AtionPicture()Promise()Prove()Push()
5-A/B Testing[]
15-A/B Testing//// / /
16-A/B TestingOptimizely ( https://www.optimizely.com ), ,
Optimizely 2
6-Onboarding
17-?,Onboarding(Landing Page)(Onboarding)/
18-,Onboarding(P131) : /: / Engage immediatelyAsk for
feedbackProvide feedbackAsk for referralsBegin customizing the
experience using data analyticsTransition to a nurturing
program
19- Onboarding, (P137)(P143)Onboarding
7-Customer Support
20-?///Conversion Churn =GrowthGHRails
21-,(Zopim), Widget (P167)X
22-,Rails(P170) FAQRails, ?
Customer
8-Email List
23-, email, emailFAQemail40%Email20% - 60%
24-,Email: Content Marketing, ReferralSaasquatch(P184)Give $10
& Get $10, , STEP 1: Content Marketing, emailSTEP 2: Drip
Email,
9-ReferralNPS,
25-,, ; Referral:discount()EX: Airbnb
26-Referral, ReferralGamification (), Gamification:
Dropbox11GBemail, Tesla (P197), 11creditsales, , 5, 10,
27-Multiple call to action, USER1$10, 10$100Airbnb2Give $10, Get
$5Share on FB/Twitter
28-Net Promoter Score(NPS), NPS, 0 109-10: 7-8: 1-6: ( ) /
28-Net Promoter Score(NPS), NPSPMF, NPS2030: Good Referral
program50: Great70: Excellent (EX: Apple)
7-8,
Xdite : http://blog.xdite.net/Growth School:
http://www.growthschool.com/
Thank you~
