An overview of how startups can gain early traction by focusing on high tempo testing and experimentation to find new growth and build their business.

1. From User zero
Lessons from growing startups from scratch

2. Marketing can kill a startup.

5. http://galleryhip.com/joker-its-not-about-the-money.html
Yes, this is a huge
pile of money.

6. http://www.nydailynews.com/news/job-meme-gallery-1.1300720?pmSlide=1.1300712

7. By: Paul Graham

9. Product/Market Fit
By: Sean Ellis
• Must-have score of 40%
• NPS > 50%
• Stable retention over time

10. AARRR

12. Tracking planhttp://bit.ly/segment-tracking

14. http://www.virgin.com/entrepreneur/thousand-less-words-5-visual-storytelling-tools

15. http://www.unmotivating.com/wp-content/uploads/2014/10/WHsq7XQ.jpg

16. http://www.coastergallery.com/CP/19big.html

17. Model Depends on
Product/Market/Team
• Paid acquisition – eCommerce, Groupon, ScoreBig
• Virality – Facebook, LinkedIn, Twitter
• SEO – Quora, RapGenius, TripAdvisor
• Sales – SaaS, Enterprise, Box
• Other – TurnHere/SmartShoot
http://andrewchen.co/theres-only-a-few-ways-to-scale-user-growth-and-heres-the-list/

18. It’s ALL ABOUT HUSTLE
http://www.slideshare.net/zack415/gaining-early-traction-by-doing-things-that-dont-scale

19. MAU For GH was Flat
for 3 mo
We lacked fresh ideas.

20. HIGH TEMPO TESTING

21. High Tempo Drives
Growth
• Embraced high tempo testing in Jan (11 more wins since)
• Wins powering MAU growth (moved from 90K – 131K)
Started high
tempo testing

22. Relentless execution
of growth process
1. Ideas
2.Prioritize
3.Test4.Analyze
5.Optimize

23. –Sean Ellis
“Unbridled ideation.”

24. HIGH TEMPO TESTING
REQUIREs A DEEP
RESERVOIR OF IDEAS
One person can’t possibly generate enough ideas
to fuel high tempo testing

25. 200+ ideas From Team

27. Tempo is Everything

28. https://every48.files.wordpress.com/2014/08/08_01_14_standing-between-you-and-goal.jpg

29. Weekly Growth
Meeting
• New ideas added previous week? (enough fuel in the tank)
• Set weekly tempo goal (3 for our team)
• Did you hit the weekly test starts goal? What were the
tests?
• Any tests completed previous week? (key lessons learned)
• Plan and assign this week’s tests (shoot for goal + 2)
• Move additional ideas to “on deck” (AARRR focus area)

30. http://www.futuregamez.net/movies/swingers/swingers.html

31. http://tomtunguz.com/building-a-customer-acquisition-machine/

32. Find your number

33. OPTIMIZE ALWAYS
Moved Email collector
from bottom to top
Result: 700% Increase
in collected emails
It’s hard to tell which tests will
have the most impact.

34. Relentless execution
of growth process
1. Ideas
2.Prioritize
3.Test4.Analyze
5.Optimize

35. Starting From Zero
• Must Have Product
• Great story
• Understanding of your loop and acquisition
channels
• Deep pipeline of ideas
• High Tempo Testing

36. • 10 Case Studies of Fast
growing companies
• 15,000+ copies sold
• Many more since at
growthhackers.com

37. @morganb@seanellis
growthhackers.com