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STARTUP WORKSHOPS
THE GROWTH PROCESS
NAPOLÉON ONCE SAID:
“WAR IS 90% OF INFORMATION”
ILLUSTRATION OF THE GROWTH PROCESS
LET’S TAKE OUR TIME ON THAT POINT
TRACTION
THINGS THAT DON’T
SCALE
PROBLEM WORTH
SOLVING?
GROWTH
SEO / SOCIAL
PAID ADVERTISING
SALES
WORD OF MOUTH
TRANSITION
PRODUCT/MARKET FIT
GROWTH EQUATION
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 WORKING
THAN IT IS IN A COMPLETELY NEW ONE.
WHAT YOU SHOULD KNOW
ABOUT 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 TO
WASTE MONEY YOU HAVEN’T REACHED
PRODUCT/MARKET FIT.
NO PRODUCT/MARKET FIT?
DON’T FOCUS ON GROWTH YET.
KEEP IN MIND THAT
THE 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 PROCESS
WHAT 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 ON
CANVAS.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 THINGS
THE WISE MAN LEARNS FROM OTHER PEOPLE’S
MISTAKES
KEEP A SPREADSHEET UP-TO-DATE
TO TRACK YOUR WEEKLY GROWTH RATE
IT IS BETTER TO HAVE WEEKLY GOALS.
MOVE STEP BY STEP
HOW TO MAKE THEM ACCESSIBLE
EVERY 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 AT
DAY 1 & DAY 7 RETENTION
AVERAGE REVENUE PER USER
AVERAGE REVENUE PER PAYING USER
LIFETIME VALUE
I ENCOURAGE TO HAVE ROUTINES
ANALYTICS & 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.
CONCLUSION
WHAT YOU SHOULD DO AFTER THIS TALK
AND PLEASE, DO NOT DELEGATE
YOUR GROWTH TO SOMEONE ELSE.
THANK YOU FOR YOUR TIME
AND NOW, LET’S HUSTLE ;-)

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Le Growth Process - Julien Le Coupanec, Growth Hacker chez TheFamily

  • 2. NAPOLÉON ONCE SAID: “WAR IS 90% OF INFORMATION”
  • 3. ILLUSTRATION OF THE GROWTH PROCESS LET’S TAKE OUR TIME ON THAT POINT TRACTION THINGS THAT DON’T SCALE PROBLEM WORTH SOLVING? GROWTH SEO / SOCIAL PAID ADVERTISING SALES WORD OF MOUTH TRANSITION PRODUCT/MARKET FIT GROWTH EQUATION
  • 4.
  • 5. YOU HAVE TO DO A LOT OF THINGS MANUALLY BEFORE FINDING SOME TRACTION PATTERNS.
  • 6. IT IS OFTEN EASIER TO FIND FURTHER GROWTH IN A CHANNEL THAT IS ALREADY WORKING THAN IT IS IN A COMPLETELY NEW ONE.
  • 7. WHAT YOU SHOULD KNOW ABOUT A PRODUCT/MARKET FIT
  • 8. AT THE END OF THE DAY ARE THEY UNDERSTANDING THE VALUE? ARE THEY USING YOUR PRODUCT? ARE THEY SHARING? (SOCIAL + WOM)
  • 9. BE CAREFUL, IT IS EASY TO WASTE MONEY YOU HAVEN’T REACHED PRODUCT/MARKET FIT.
  • 10. NO PRODUCT/MARKET FIT? DON’T FOCUS ON GROWTH YET.
  • 11. KEEP IN MIND THAT THE HIGHEST FORM OF TRACTION IS WHEN PEOPLE ARE PAYING ON THE SERVICE.
  • 12. VERO UNDERSTOOD WHEN THEY REACHED PMF BY THE WAY PEOPLE STARTED TO FILL REQUESTS ON THE SUPPORT CENTER.
  • 13. THE CANVAS FRAMEWORK IF YOU DON’T PLAN FOR GROWTH, IT IS GOING TO BE HARD TO GROW
  • 15. THE CANVAS PROCESS WHAT 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.
  • 17. REQUEST AN INVITE ON CANVAS.GROWTHHACKERS.COM
  • 18. EVERYONE IN THE COMPANY MUST HAVE ACCESS TO THE BACKLOG
  • 19. YOU HAVE TO ASSESS HOW YOUR EXPERIMENT IS PERFORMING AMONG DIFFERENT SEGMENTS OF USERS.
  • 20. A FEW LAST THINGS THE WISE MAN LEARNS FROM OTHER PEOPLE’S MISTAKES
  • 21. KEEP A SPREADSHEET UP-TO-DATE TO TRACK YOUR WEEKLY GROWTH RATE
  • 22. IT IS BETTER TO HAVE WEEKLY GOALS. MOVE STEP BY STEP
  • 23. HOW TO MAKE THEM ACCESSIBLE EVERY 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.
  • 24. FIVE METRICS I RECOMMEND TO LOOK AT DAY 1 & DAY 7 RETENTION AVERAGE REVENUE PER USER AVERAGE REVENUE PER PAYING USER LIFETIME VALUE
  • 25. I ENCOURAGE TO HAVE ROUTINES ANALYTICS & CUSTOMER SUPPORT
  • 26. 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. CONCLUSION WHAT YOU SHOULD DO AFTER THIS TALK
  • 27. AND PLEASE, DO NOT DELEGATE YOUR GROWTH TO SOMEONE ELSE.
  • 28. THANK YOU FOR YOUR TIME AND NOW, LET’S HUSTLE ;-)