Growth Hacking: How to grow a bootstrapped startup - by StartupCVs.com

StartupCVs GmbH Confidential and Proprietary

Mengühan Ünver

Berlin, December 2015

Growth Hacking:

How to grow a bootstrapped startup


Bootstrapping is fundamental for a growth mindset

Example for Bootstrapping

$40 USD per box

Sold 500 boxes

AirBnB financed $30k for initial traction


“A growth hacker is a person

whose true north is

growth. Everything they do

is scrutinized by its potential

impact on scalable growth.”

Sean Ellis, 2010

Growth Hacking focuses on scalable growth

Definition of Growth Hacking


Growth hacking is a new way of marketing for tech startups

Traditional Marketer vs Growth Hacker

Traditional Marketer Growth Hacker

Makes people want a product Makes a product people want

Creative and artistic background Generally technical background

Strong expertise in a certain area Generalist, few dominant skills

Decisions are based on opinions, hierarchy Highly data driven, focus on experiments

Used paid channels, has high budgets Initially free and low-cost channels due to limited budgets

No clear funnel, departments work independently

Clearly defined funnel, high interdependencies between all departments

Source: direct-spark.com, traditional marketing vs growth hacking


All stages of the customer lifecycle are approached

Pirate Metrics: AARRR!!

Source: Startup Metrics for Pirates, Dave McClure, 500 Startups * Source: Startup Pyramite, Startup-Marketing.com


AirBnB growth hacked Craigslist for acquisition

Example: Acquisition

1. Craigslist’s users 2. Craigslist’s advertisers

Source: Airbnb: The Growth Story You Didn't Know, Growthhackers


Dropbox is rewarding users with space

Example: Activation

Dropbox rewards users for the onboarding with their own product.

Source: trak.io, 39 actionable growth hacking tactics part 2 of 5


Facebook uses (transactional) notifications for retention

Example: Retention

…

Source: lolseo.com, 5 shades off acebook’s push retention


A „Powered by“ badge is a powerful referral tactic

Example: Referrals

Mailchimp:

$30 USD in credit for every new

user via the MonkeyRewards

Badge

Mixpanel:

Adding the badge means you

get 200,000 data points every

month plus 25,000 people profiles


One of the best revenue hacks is the easiest one

Example: Revenue

~3% of all credit cards expire

every month.

A simple reminder about an

expiring credit card can prevent

a subscribed client from

churning.

Source: churnbuster.io, sixteenventures.com


Eat like a bird, poop like an elephant

Quote by Guy Kawasaki

Source: Guy Kawasaki, Rules for Revolutionaries: The Capitalist Manifesto for Creating and Marketing New Products and Services


Thank You!

Startup Metrics for Pirates on Slideshare – Dace McClure (Founder 500 Startups)

Reddit.com/r/growthhacking – Reddit community

Sixteenventures.com – SaaS growth strategies

Growthhackers.com – Growth hacking community by sean ellis

Andrewchen.co – Andrew Chen‘s blog (Growth hacker at Uber)

www.paulgraham.com/articles.html - Paul Graham‘s startup essays (Founder Y Combinator)

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