In this presentation I breakdown growth into 4 parts, understanding your funnel (top 3 acquisition channels & bottle necks), defining your customer personas & metrics and lastly a walkthrough of my simple growth process. Here's a link to my growth framework google spreadsheet: http://bit.ly/growthframework For more information on growth hacking visit my blog http://sujanpatel.com or download my book: http://100daysofgrowth.com

2. Hi, I’m Sujan Patel
I run Web Profits, a marketing agency that help
companies leverage growth marketing
I'm a regular contributor at Inc., Forbes, WSJ &
Entrepreneur
I'm the author of Content Marketing Playbook
& 100 Days of Growth

3. ➔ 15,000+ Customers
➔ 5000+ Customers
➔ 1,000+ Customers
➔ 15,000 Users
USING THIS FRAMEWORK I’VE HELPED:

4. AGENDA
1. Understanding Your Funnel
2. Customer Persona
3. Defining Metrics
4. Growth Process
5. Questions!

5. DISCLAIMER: NO MAGIC

6. 1. UNDERSTANDING
YOUR FUNNEL

7. A TYPICAL FUNNEL

8. FIGURE OUT YOUR TOP 3
ACQUISITION CHANNELS

9. FIGURE OUT YOUR BOTTLE NECKS
Most common
bottle necks

10. THE BULLSEYE FRAMEWORK
tractionbook.com

11. ➔ Social Advertising, Advocacy & Inbound
Marketing
➔ Inbound Marketing, Advocacy & Community
➔ Advocacy, Influencers Marketing & Community
➔ Advocacy, Influencers Marketing & Community
MY TOP 3 CHANNELS

12. Marketing is

13. 2. CUSTOMER PERSONA

14. CUSTMER PERSONA TEMPLATES
Download Templates: http://offers.hubspot.com/free-template-creating-buyer-personas

15. 3. DEFINING YOUR
METRICS

16. PIRATE METRICS = AARRR
http://www.slideshare.net/dmc500hats/startup-metrics-for-pirates-long-version

17. •Traffic
•Qualified Leads
•QL to SQL Rate (or trial to paid customer conversion rate)
•Conversion Rate
•Cost to Acquire Customer (CAC)
•LTV
•Average Order Value (or Average Contract Value)
•Repeat Customer Rate
•Churn Rate
•Month over Month (MoM) Growth
OTHER IMPORTANT
METRICS

18. 4. GROWTH PROCESS

19. GROWTH FRAMEWORK:
ONDECK
Example of my framework: http://bit.ly/growthframework

20. GROWTH FRAMEWORK: IDEAS

21. DON’T PRIORTIZE & IDEATE
AT THE SAME TIME

22. GROWTH FRAMEWORK: KPIs

23. 1. Focus 40% of your efforts on increasing
traffic
2. Focus 40% on bottle necks
3. Focus 20% on on short term opportunities
& throwing shit at the wall
HOW TO GET STARTED

24. IT’S OKAY TO THROW SHIT AT THE WALL
(20% OF THE TIME)

25. 1. Define your goals (be specific!)
2. Brainstorm ideas (based on bottle necks)
3. Identify resources
4. Prioritize
5. Execute
6. Measure
7. Rinse & repeat
MY SIMPLE GROWTH PROCESS

26. Startups: Prioritize based on highest impact,
least effort
Everyone Else: Prioritize based on highest
potential gain, least time to implement
HOW TO PRIORITIZE

27. IT’S OKAY TO FAIL
(70% of my growth ideas fail)

28. SujanPatel.com
@SujanPatel
Snapat.me
QUESTIONS?