What happens if you mix Design Sprint (a five day process for answering critical business questions through design, prototyping, and testing ideas with customers) and Growth Hacking (a process of rapid experimentation across marketing, product, sales, and other areas of the business to identify the most efficient ways to grow a business)?
You will receive a great way to experiment about your business growth and a way to learn a lot about product (service) and customer. Here is how to run it and how it helped us!
17. Customer
Acquisition
● How do your potential customers find out about you?
● Why would they care?
● How do they get in touch?
1
18. User
Activation
● How do you turn your potential customers into users (paying
customers)?
● What's the conversion rate between the amount of people who see
the product and who buy it?
2
19. User
Retention
● How do you turn your customers coming back?
● How do you increase their Customer Lifetime Value?
● How do you make sure people don’t drop your product?
3
27. Rules
● Not more than 7 people in a room
● 1 Facilitator
● 1 Decider – makes final decisions
● 1,5 – 2 hours
● Work together, but ALONE
● Cross-functional
30. Positives (10 min)
● What’s working well for us as a company?
Gartner
ratings seem
to attract lots
of customers
Our sales
engineers help
turning leads
into users
Once signed a
deal – users
stay with us
for a long time
31. Negatives (10 min)
● What’s holding us back?
We don’t do
enough
marketing at
conferences
We don’t show
enough case
studies and
rely on SEs a
lot
We don’t pay
good attention
to existing
customers
needs
37. HMW’s
● Turn negative thinking into the opportunity that you can work with
Find ways to attract more developers
and modern type of users?
HWM
We don’t do
enough
marketing at
conferences
40. Company Map (15 min)
user
acquire activate retain
License
purchase
Word of mouth
Cold calls
Articles
Social Media
Analysts
Demo from
Sales
Engineers
Proof Of
Concept
Onboarding
41. user
acquire activate retain
License
purchase
Word of mouth
Cold calls
Articles
Social Media
Analysts
Demo from
Sales
Engineers
Proof Of
Concept
Onboarding
Find ways to attract more
developers and modern type
of users?
HWM
Company Map (15 min)
42. user
acquire activate retain
License
purchase
Word of mouth
Cold calls
Articles
Social Media
Analysts
Demo from
Sales
Engineers
Proof Of
Concept
Onboarding
Find ways to attract more
developers and modern type
of users?
HWM
Company Map (15 min)
44. Demo’s (15 min)
Product name
BIG IDEA: User segmented website
- Persona based content
- Free trial & no registration required
- ”How to” videos
Docker website
The big idea
A few extra bits
51. Create your own (45 min)
● Think of something u believe would increase acquisition /
activation / retention
● What can would be useful to company?
● Remind yourself of the lighting demo, challenges on the board
etc.
53. Vote (15 min)
● Stick all the experiments on the wall in a line
● Read experiments without talking
● Vote with 1 dot at same time
● Remove all experiments with no votes
● Why did you vote on the experiment?
56. Effort-Impact (15 min)
● Turn experiments into blue post-its
● Draw “Effort – Impact” scale
● Work with the team to allocate each experiment
● Decider helps to solve tough questions
58. I
M
P
A
C
T
E F F O R T
DO NOW
Make a
project
Make a
task
Forget
for now
59.
60. Voila!
● Record your experiment
● Run it!
● Have a follow up meeting after 4-6 weeks
61. How did it go for us?
● 40% downloads
● Didn’t reach the set goal (+1000 new users)
● Increased user interest
● TONS of learning
● New experiment planned
63. Summary
● A way to spur business growth
● Cross-functional exercise
● 1,5h -2h experiment
● 4-6 weeks experiment
● Low-cost
● Great way to learn about what works
68. Same as A/B test?
● Optimization Testing - optimizing an existing process –
button placement on a website, changing the text on a
headline on a page, seeing which subject line generates
more visits, etc.
● Strategic Testing - aimed at changing something completely
– think pricing or whether you use discounts, your overall
brand positioning, your marketing channels, etc.