3. My Recipe for Growth Hacking
• Track the right things
• Create a culture of testing
• Do simple analysis
• Pass the eye test
• Understand the customer
• Fast, frequent, accurate feedback
• Bet into your data
• Beware of the Ted Williams Shift
16. Write equations that cancel…
Revenue =
Users
Install/
User
DAU/
Install
Payer/
DAU
Revenue/Pay
erx x x x
Virality
Monetization
Components of “lifetime value” = Revenue/User
RetentionUser Acquisition
DAUs
17. “Hope Score”
• Number of employees
• Seasonality
• # of cases in 1st 30 days
• # of cases with >24 hr
resolution
• PTO, LTD, other features
19. There are many more estimation problems
• What lead is most likely to respond to marketing
activity?
• What potential customer is likely to convert?
• What customer is likely to create cases?
• What spokes help minimize churn?
20. “Can you ‘knock the socks off’ of the company
in 90 days?” -- DJ Patil (2011)
“It’s important to understand that doing
something mind-blowing in 90 days is a team
goal, as much as an individual goal.”
Knock the Socks Off the Company
23. Geek is the new cool
“If you ever go bar hopping, who do you want
to take with you? You want a slightly uglier
version of yourself. Similar… but slightly
uglier.” – Dan Ariely