From User Zero: Lessons from growing startups from scratch

My talk for GrowthChats on how early stage startups can get their first users and unlock new growth by focusing on high tempo testing and growth experiments.

Transcript

1. From User zero Lessons from growing startups from scratch
2. http://higherperspective.com/2014/08/live-plankton-found-outside-international-space-station-alien-life.html
3. http://en.wikipedia.org/wiki/TRS-80_Color_Computer
4. http://timesofsandiego.com/business/2014/04/08/seaworlds-shamu-shows-wont-banned-assembly-panel-decides/
5. http://gradpost.ucsb.edu/storage/journal-image/UCSB-from-air.jpg?__SQUARESPACE_CACHEVERSION=1395429126817
6. http://higherperspective.com/2014/08/live-plankton-found-outside-international-space-station-alien-life.html
7. http://dailynexus.com/2013-04-08/deltopia-damage-beta-house-balcony-caves-in/
8. http://plyojump.com/classes/web_era.php
9. http://dailynexus.com/2013-04-08/deltopia-damage-beta-house-balcony-caves-in/
12. http://wellwornroad.com/search/Ibiza+Party
14. • Co-Authored with Sean Ellis • 10 Case Studies of Fast growing companies • 15,000+ copies sold • Many more since at growthhackers.com
15. Marketing can kill a startup.
17. http://galleryhip.com/joker-its-not-about-the-money.html
18. http://www.nydailynews.com/news/job-meme-gallery-1.1300720?pmSlide=1.1300712
19. By: Paul Graham
21. Product/Market Fit By: Sean Ellis • Must-have score of 40% • NPS > 50% • Stable retention over time
22. AARRR
24. Tracking plan http://bit.ly/segment-tracking
26. http://www.virgin.com/entrepreneur/thousand-less-words-5-visual-storytelling-tools
27. http://www.unmotivating.com/wp-content/uploads/2014/10/WHsq7XQ.jpg
28. http://www.coastergallery.com/CP/19big.html
29. Model Depends on Product/Market/Team • Paid acquisition – eCommerce, Groupon, ScoreBig • Virality – Facebook, LinkedIn, Twitter • SEO – Quora, RapGenius, TripAdvisor • Sales – SaaS, Enterprise, Box • Other – TurnHere/SmartShoot http://andrewchen.co/theres-only-a-few-ways-to-scale-user-growth-and-heres-the-list/
30. It’s ALL ABOUT HUSTLE
31. MAU For GH w as Flat for 3 mo We lacked fresh ideas.
32. HIGH TEMPO TESTING
33. High Tempo Drives Growth • Embraced high tempo testing in Jan (11 more wins since) • Wins powering MAU growth (moved from 90K – 131K) Started high tempo testing
34. Relentless execution of growth process 1. Ideas 2.Prioritize 3.Test 4.Analyze 5.Optimize
35. –Sean Ellis “Unbridled ideation.”
36. HIGH TEMPO TESTING REQUIREs A DEEP RESERVOIR OF IDEAS One person can’t possibly generate enough ideas 
 to fuel high tempo testing
37. 200+ ideas From Team
39. Tempo is Everything
40. https://every48.files.wordpress.com/2014/08/08_01_14_standing-between-you-and-goal.jpg
41. Weekl y Growth Meeting • New ideas added previous week? (enough fuel in the tank) • Set weekly tempo goal (3 for our team) • Did you hit the weekly test starts goal? What were the tests? • Any tests completed previous week? (key lessons learned) • Plan and assign this week’s tests (shoot for goal + 2) • Move additional ideas to “on deck” (AARRR focus area)
42. http://www.futuregamez.net/movies/swingers/swingers.html
43. http://tomtunguz.com/building-a-customer-acquisition-machine/
44. Find your number
45. OPTIMIZE AL W A YS Moved Email collector from bottom to top Result: 700% Increase in collected emails It’s hard to tell which tests will have the most impact.
46. Relentless execution of growth process 1. Ideas 2.Prioritize 3.Test 4.Analyze 5.Optimize
47. Starting From Zero • Must Have Product • Great story • Understanding of your loop and acquisition channels • Deep pipeline of ideas • High Tempo Testing
48. @morganb growthhackers.com