From User Zero: Lessons from growing startups from scratch

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.

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Morgan Brown

March 18, 2015
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Transcript

  1. 10.
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    • Co-Authored with Sean Ellis • 10 Case Studies of

    Fast growing companies • 15,000+ copies sold • Many more since at growthhackers.com
  5. 16.
  6. 20.
  7. 21.

    Product/Market Fit By: Sean Ellis • Must-have score of 40%

    • NPS > 50% • Stable retention over time
  8. 22.
  9. 23.
  10. 25.
  11. 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/
  12. 31.

    MAU For GH w as Flat for 3 mo We

    lacked fresh ideas.
  13. 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
  14. 36.

    HIGH TEMPO TESTING REQUIREs A DEEP RESERVOIR OF IDEAS One

    person can’t possibly generate enough ideas 
 to fuel high tempo testing
  15. 38.
  16. 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)
  17. 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.
  18. 47.

    Starting From Zero • Must Have Product • Great story

    • Understanding of your loop and acquisition channels • Deep pipeline of ideas • High Tempo Testing