MULENGA AGLEY - HOW TO HACK YOUR WAY TO SUSTAINABLE GROWTH
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Transcript of MULENGA AGLEY - HOW TO HACK YOUR WAY TO SUSTAINABLE GROWTH
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Hacking your way tosustainable growth
TRACTION GROWTH SCALE
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/in/mulengaagley
@inthescript
• 3D / CGI artist, software developer
• 8 years in marketing and advertising
• VP product and growth at Monese
Who is Mulenga?
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• Best-Challenger Bank In Europe • Emerging Payments Award • Horizon2020 Award • Financial Inclusion Programme of the Year
Award winning service
Open to locals and internationalsNo domestic proof of address or credit history required
Get a banking account in 120 seconds on your mobile
Instant and 100% mobile
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£100M+ PROCESSED
IN FIRST YEAR
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1M+ TRANSACTIONS
IN FIRST YEAR
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75% USEAS MAIN ACCOUNT
IN FIRST YEAR
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TRACTION
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Validate your core value proposition is product market fit possible?
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Stimulate demand,limit availability test and learn whilst building hype
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Always start by building an email list 40x more effective than social1
1. McKinsey iConsumer Survey
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In original version people could invite 2
friends for earlier invite
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INSANE open rates!
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Match audience identity across devices work toward accurate attribution early
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Click ad / link on desktop
Review desktop site
Switch to mobile
Install app
Open account
url tracking lost
url tracking
who is this guy?
must be organic!
£x cpcad appears ineffective
attributed to organic
what is your CPA by channel ?…
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Invite URL
DEVICE FINGERPRINTMobile App install
App signup Invite(s)
Desktop Landing SMS
CHECKFINGERPRINT
TRACKINGDEADZONE
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Resurface USPs if userdoesn’t convert ensure users see unique selling points
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• counter common objections, fears
• cookies, cookies for everyone
• sales, personalisation, remarketing
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Get sticky before stepping on the gas it’s harder to fill a leaky bucket
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Zero churn 60% greater MRR
than 2.5% churn
Tiny changes in churn rate have dramatic impact on revenue
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GROWTH
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There are 5 scalableacquisition channels Paid, SEO, Referrals, Partnerships, Sales
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Recenter your brandaround active users brand is the ultimate conversion weapon
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70% LOWER CPA
AFTER BRAND REFRESH
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If you can afford to,incentivise referrals Incentivise, gamify, or both!
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Geolocation driven copy significant increase in conversion rate
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Follow the journey of startups that have scaled re-run the plays of the winners
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• Other people have spent money finding your audience
• Not all of them will be competitors
• Deconstruct their strategies and tactics
• Tap into their sources of leads
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Inbox targeting getting emails from competitors?
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Do Youtube instead of TV 2nd most popular search engine globally
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• Videos are 53x more likely to rank on 1st page1
• 1p - 12p per view. A view counts as 30 seconds or finished video
• Can be used for direct response. Detailed targeting, clicks, leads
1. Forrester research
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Once a channel is working, clone it… everywhere more leads, for the same collateral
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Identify trends and land grab whilst competition low act early and capitalise
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Congrats, you’re a psychologist now leverage ego and emotion to drive action
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Build your push campaigns from lego blocks FTW Establish which micro components work
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Hey, {first name}! {Several deposits} arrived today, {check} your {recent transactions} {now}.
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Hey, {first name}! {Several deposits} arrived today, {check} your {recent transactions} {now}.
- money
- payments
- £X
- review
- export
- transactions
- statement
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Maintain a connectionusers perceive as valuable give consumers a valid reason to return
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• Badging - remind people there are important updates to check
• Push notification - extend product’s core value. Headline overview
• Widgets - offer utility and build reliance
• Drip email sequences - personalised path to expand product use
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SCALE
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Running a high performing growth team build a rhythm not a regime
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GENERATE IDEAS
PACKAGEIDEAS
WEEKLYMEETING
Prioritise
Plan tests / Assign
Analyse prev / go live
CATALOGUE
MEASURE
IMPLEMENTTESTS
Autonomous
Accountable
Hypothesis
Research
Score
On going analysis
Statistical significance?
Open to anyone
Make data accessible
Add to wiki
Categorised/indexed
Searchable
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Get your audience to reveal themselves counter exit intent in realtime
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LostConvert
£
Traffic drivers
Non-convert
Re-targeted
Re-engaged
Convert
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Lost£
Traffic
Exit interception
Personalisedremarketing
Convert
Non-Convert
Lost
Remarket
Cookied / tagged
Personalisedlanding
Re-engagedSaleslead
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There’s an AI for that Outsource your growth hacking to bots
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THANK YOU!
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/in/mulengaagley
@inthescript