THE GROWTH PROCESS

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HOW TO BUILD YOUR GROWTH PROCESS WITH CANVAS?

JULIEN LE COUPANEC GROWTH HACKER AT THEFAMILY

@LECOUPA

STARTUP WORKSHOPSTHE GROWTH PROCESS

NAPOLÉON ONCE SAID:“WAR IS 90% OF INFORMATION”

ILLUSTRATION OF THE GROWTH PROCESSLET’S TAKE OUR TIME ON THAT POINT

TRACTION

THINGS THAT DON’T SCALE

PROBLEM WORTH SOLVING?

GROWTH

SEO / SOCIALPAID ADVERTISING

SALESWORD OF MOUTH

TRANSITION

PRODUCT/MARKET FIT

GROWTH EQUATION

HIGH TEMPO EXPERIMENTATION

YOU HAVE TO DO A LOT OF THINGS MANUALLY BEFORE FINDING SOME

TRACTION PATTERNS.

IT IS OFTEN EASIER TO FIND FURTHER GROWTH IN A CHANNEL THAT IS

ALREADY WORKINGTHAN IT IS IN A COMPLETELY NEW ONE.

WHAT YOU SHOULD KNOWABOUT A PRODUCT/MARKET FIT

AT THE END OF THE DAY

ARE THEY UNDERSTANDING THE VALUE?

ARE THEY USING YOUR PRODUCT?

ARE THEY SHARING? (SOCIAL + WOM)

BE CAREFUL, IT IS EASY TOWASTE MONEY YOU HAVEN’T REACHED

PRODUCT/MARKET FIT.

NO PRODUCT/MARKET FIT?DON’T FOCUS ON GROWTH YET.

KEEP IN MIND THATTHE HIGHEST FORM OF TRACTION IS WHEN

PEOPLE ARE PAYING ON THE SERVICE.

VERO UNDERSTOOD WHEN THEY REACHED PMF BY THE WAY PEOPLE STARTED TO FILL

REQUESTS ON THE SUPPORT CENTER.

THE CANVAS FRAMEWORK IF YOU DON’T PLAN FOR GROWTH, IT IS GOING TO

BE HARD TO GROW

DEMONSTRATION

THE CANVAS PROCESSWHAT YOU MUST REMEMBER

- IDEAS: Where you keep track of the experiments to conduct.

- TESTS (PIPELINE): What are the experiments being conducted?

- KNOWLEDGE BASE: Browse your experiments.

- DASHBOARD: Statistics, team nomination, weekly growth meeting.

SLACK INTEGRATION

REQUEST AN INVITE ONCANVAS.GROWTHHACKERS.COM

EVERYONE IN THE COMPANY MUST HAVE ACCESS TO THE BACKLOG

YOU HAVE TO ASSESS HOW YOUR EXPERIMENT IS PERFORMING AMONG

DIFFERENT SEGMENTS OF USERS.

A FEW LAST THINGSTHE WISE MAN LEARNS FROM OTHER PEOPLE’S

MISTAKES

KEEP A SPREADSHEET UP-TO-DATETO TRACK YOUR WEEKLY GROWTH RATE

IT IS BETTER TO HAVE WEEKLY GOALS.MOVE STEP BY STEP

HOW TO MAKE THEM ACCESSIBLEEVERY WEEK, SEND THEM BY EMAIL

ONE PERSON (USUALLY THE CEO) IS RESPONSIBLE FOR THAT TASK. EVERY SUNDAY, HE SENDS AN EMAIL TO EVERYONE:

#1. INCLUDING THE RESULTS OF YOUR MAIN KPIS AND THEIR EVOLUTION SINCE THE BEGINNING (WITH A CHART).

#2. THE CWGR FOR YOUR MAIN KPI.

#3. THE INTERPRETATION OF YOUR COHORTS.

FIVE METRICS I RECOMMEND TO LOOK ATDAY 1 & DAY 7 RETENTION

AVERAGE REVENUE PER USERAVERAGE REVENUE PER PAYING USER

LIFETIME VALUE

I ENCOURAGE TO HAVE ROUTINESANALYTICS & CUSTOMER SUPPORT

START A SPREADSHEET INCLUDING YOUR MOST IMPORTANT KPIS.WHAT ARE THE EVENTS/ACTIONS YOU ARE GOING TO TRACK.

COMPUTE YOUR COMPOUND WEEKLY GROWTH RATE.

SEND THESE METRICS EVERY WEEK TO YOUR TEAM BY EMAIL.

USE CANVAS TO KEEP AND ORGANIZE YOUR EXPERIMENTS.

CONCLUSIONWHAT YOU SHOULD DO AFTER THIS TALK

AND PLEASE, DO NOT DELEGATE YOUR GROWTH TO SOMEONE ELSE.

THANK YOU FOR YOUR TIMEAND NOW, LET’S HUSTLE ;-)

SEE YOU SOON!

LOVE.

THEFAMILY.CO___

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