Predict 2014, Sean Ellis Growth Hacking for B2B Marketers
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Transcript of Predict 2014, Sean Ellis Growth Hacking for B2B Marketers
Growth Hacking for B2B Marketing
Sean Ellis
CEO Qualaroo and Growthhacker.com
#predict2014
Startups Are Desperate
• Aggressive targets, tight resources
• Traditional approach not realistic
• Had to think of something else…
@seanellis
#predict2014
Growth Hacking
• Experiment with all available growth levers
• Understand what’s drives growth, test to improve
• Heavy focus on product and optimization
@seanellis
#predict2014
Potential Growth Levers
• User-get-user
• Massive platforms
• Onboarding
• Product
@seanellis
#predict2014
Engineer User-Get-User
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#predict2014
Leverage Massive Platforms
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#predict2014
Onboarding: Optimize for Habits
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Distribute Via Product Levers
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#predict2014
The Growth Team
• Multi-disciplinary
• Cross functional
• Evangelize growth culture
@seanellis
“Growth team” complements existing marketing team
#predict2014@seanellis
Growth Hacking is Experiment Driven Marketing
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Goal: Increase Units of Gratification
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#predict2014
Experimentation Process
@seanellis
1. Ideas
2.Prioritize
3.Test4.Analyze
5.Optimize
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Inspiration for Ideas
• Knowledge Sharing, Voice of Customer, Referral Data…
@seanellis
#predict2014
Insights Help Prioritization
• Quantitative/Qualitative insights
• Understand what’s driving growth, double down.
• Prioritize high potential, high probability, low effort
@seanellis
#predict2014
Dropbox Example
• Freemium reduced allowable CPA
• Natural advantages to grow with collaboration and sharing
• Catalyze sharing with double sided referral program
• Optimize conversions on sharing loops
• 300 million users with no traditional marketing
@seanellis
#predict2014
10 Other Growth Engine Breakdowns
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Questions?
@seanellis
Thank You.
Sean EllisCEO of Qualaroo
& GrowthHackers.com
Twitter: @seanellis
#predict2014