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THEFAMILY WORKSHOPWITH CÔME COURTEAULT, HEAD OF GROWTH AT
THEFAMILY
PUT YOUR HANDS UP!
!"#
TheFamily
code: lamifasisi
WIFIWIFI
DISAGREE ON TWITTER!
#THEFAMILYBERLIN
OUR SPECIAL GUEST:
CÔME COURTEAULTHEAD OF GROWTH
@THEFAMILY
HOW TO DESIGN YOUR GROWTH STRATEGY
PRODUCT/MARKET FIT
LOOK FOR: 1. Understanding
2. Buying3. Sharing
VALUE PROPOSITION
What makes people buy?
REFERRAL Most powerful channel to grow
SUCCESS IS OBVIOUS
TRACTION, TRANSITION & GROWTH
AARRR FRAMEWORK
TRACTION Find first clients manually:
flyers, scraping, ads…
TRANSITION Setting up the core growth engine:
retention - referral - activation
GROWTH Finding sustainable and profitable
acquisition channels
COMMUNITY VS. INTENT
COMMUNITY User engagement
Create a habitKey metric: retention
INTENT The right customer, at the right time
1 sustainable, profitable acquisition channelKey metric: acquisition cost < customer
lifetime value
HYBRID Moment + habit
SaaS modelKey metrics: churn and acquisition cost
TOOLS
BUILD YOUR EXPERTISE
Create content to show your knowledgeIt’s 20% creation, 80% distribution
Find freelancers: textbroker.comInspiration: copyhackers.com
DO THINGS MANUALLY Collect user input with tools like typeform.com
Automate what you can with zapier.com
ZAPIER Connect services together!
EMAIL IS YOUR BEST FRIEND
Try to reach out people directly, start a conversation on LinkedIn…
Use a scrapper tool like data-miner.io
KICKOFF LABS Build a landing page and set up a viral
campaign in just a few clickshttp://kickofflabs.com/blog/how-to-setup-a-viral-waiting-list-launch-page-like-
robinhood-with-kickofflabs/
CRISP.IM Chat with users on a website
DATA-DRIVEN GROWTH
No data = no knowledgeGoogle Analytics + mixpanel.com or
amplitude.com to track users
TRACK YOUR CAMPAIGNS: UTMS
https://support.google.com/analytics/answer/1033867
TRACK GOALS IN GOOGLE ANALYTICS
TRACK GOALS IN GOOGLE ANALYTICS
TRACK GOALS IN GOOGLE ANALYTICS
TRACK GOALS IN GOOGLE ANALYTICS
COHORTS
7% of users who signed up 5 weeks ago are still active today.
HOTJAR Qualitative data: how are visitors
behaving on your website?Heatmaps, screen records, etc.
DASHBOARD (Clean and simple)
https://docs.google.com/spreadsheets/d/17GhujOHqheJcLaUX7KXiD26TF69VTPJNi0Ewz-FgfJE/edit#gid=1132872082
BE FAST Don’t micro-optimize, experiment a lot,
launch fast and get a result quickly!
BE RADICAL When you test, always make sure that
you’re as radical as possible.
TRACTION TRANSITION GROWTH
COMMUNITYFind first fans
manually and create a habit
Make sure people use and share the
product
Expand your target to more groups of
people
INTENTMake sure your
target sees value in your product
Find a profitable and sustainable
acquisition channel
Experiment to optimise the
acquisition cost
HYBRIDMake sure your
target sees value in your product
Reduce churn and start finding an
acquisition channel
Experiment to optimise the
acquisition cost
SEE YOU SOON! LOVE. THEFAMILY.CO
