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5 PHASES OF
STARTUP GROWTH
THE STARTUP GROWTH GRIND
*YMMV
5 STAGES OF STARTUP GROWTH
GET LEAN
1. GET PRODUCT
• Get to problem/solution fit
• Build your MVP
• Don’t be too minimum, or it’s
probably not viable...
STAGE TO-DO LIST
• Study the Lean Startup framework and apply it to your discovery
process.
• Conduct problem/solution fit...
NOT TOO ‘M’
2. MVP
• Learn what people want
• Prove demand/need
• Keep risk/burn low
http://www.meeteor.com/blog/lean-star...
STAGE TO-DO LIST
• Build your MVP
• Instrument product for visibility into usage
• Conduct ongoing user feedback
• Iterate...
IT’S A JOURNEY, NOT A DESTINATION
3. HEAD FOR PMF
• Must Have Score > 40%
• Pass the Sam Altman test
• Measure Net Promote...
EVERYONE IS RESPONSIBLE FOR GROWTH
ASSEMBLE YOUR TEAM
• PM Growth
• Analyst / Data Scientist
• Growth Engineer
• Digital M...
RAPID EXPERIMENTATION DRIVES GROWTH
GROWTH PROCESS
• Ideate: Unbridled idea
generation
• Prioritize: Focus on Impact
• Tes...
WORDS ARE EVERYTHING
FIND LANGUAGE/MARKET FIT
What do your users think you’ve built for them?
Store Your Photos Share Your...
LEAKY BUCKETS ARE GROWTH KRYPTONITE
OPTIMIZE FLOWS
• Build Desire, Reduce Friction
• Maximize % of users who get
to must-h...
BATTLESHIP - MARKETING EDITION
CHANNEL/PRODUCT FIT
• Identify where your
customers are (and where
your competition isn’t)
...
IT’S GO TIME
4. SCALE
• Hire channel specialists to
ramp growth
• Increase experimentation
velocity
• Seek out high impact...
GROWTH IS NEVER DONE
5. MATURITY
• Horizontal and vertical
expansion opportunities
• Identifying new channels that
require...
*YMMV
5 STAGES OF STARTUP GROWTH
TAKEAWAYS
FOCUS IS KEY
THERE IS NO SUBSTITUTE
FOR A GREAT PRODUCT
SPEED IS YOUR
SECRET WEAPON
GROWTH IS
NEVER DONE
KEEP LEARNING
GET IN TOUCH
@morganb @morganb180 morganbrown.co /in/morganb
5 Phases of Startup Growth
5 Phases of Startup Growth
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5 Phases of Startup Growth

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My talk on startup growth from the #GetTraction Virtual Growth Event

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5 Phases of Startup Growth

  1. 1. 5 PHASES OF STARTUP GROWTH THE STARTUP GROWTH GRIND
  2. *YMMV 5 STAGES OF STARTUP GROWTH
  3. GET LEAN 1. GET PRODUCT • Get to problem/solution fit • Build your MVP • Don’t be too minimum, or it’s probably not viable http://www.meeteor.com/blog/lean-startup/
  4. STAGE TO-DO LIST • Study the Lean Startup framework and apply it to your discovery process. • Conduct problem/solution fit interviews like crazy. • Run demand tests with landing pages/ads or crowdfunding campaign. • Use learnings to define/refine your MVP. • Iterate as new information flows in.
  5. NOT TOO ‘M’ 2. MVP • Learn what people want • Prove demand/need • Keep risk/burn low http://www.meeteor.com/blog/lean-startup/
  6. STAGE TO-DO LIST • Build your MVP • Instrument product for visibility into usage • Conduct ongoing user feedback • Iterate to improve retention • Invest in growth to prove retention and initial flow of users, not looking to scale
  7. IT’S A JOURNEY, NOT A DESTINATION 3. HEAD FOR PMF • Must Have Score > 40% • Pass the Sam Altman test • Measure Net Promoter Score (NPS) – benchmark it • Stable, sustainable retention rates Sean Ellis Startup Pyramid
  8. EVERYONE IS RESPONSIBLE FOR GROWTH ASSEMBLE YOUR TEAM • PM Growth • Analyst / Data Scientist • Growth Engineer • Digital Marketers • Specialist(s) Zuckerberg poses with some of his deputies at Antonio’s Nut House in Palo Alto, a popular staff hangout:Chamath Palihapitya, vice president for growth, mobile and international; Zuckerberg; Mike Schroepfer, vice president of engineering; Jonathan Heiliger, vice president of technical operations; Chris Cox,vice president of product.
  9. RAPID EXPERIMENTATION DRIVES GROWTH GROWTH PROCESS • Ideate: Unbridled idea generation • Prioritize: Focus on Impact • Test: Rapid experimentation • Analysis: Applicable learning Ideate Prioritize Test Analyze
  10. WORDS ARE EVERYTHING FIND LANGUAGE/MARKET FIT What do your users think you’ve built for them? Store Your Photos Share Your Photos Find a Date Help Friends Find a Date Source: James Currier
  11. LEAKY BUCKETS ARE GROWTH KRYPTONITE OPTIMIZE FLOWS • Build Desire, Reduce Friction • Maximize % of users who get to must-have experience • Understand motivators and hurdles to improve
  12. BATTLESHIP - MARKETING EDITION CHANNEL/PRODUCT FIT • Identify where your customers are (and where your competition isn’t) • Ask “How does what I offer map to channel experience?” • Do things that don’t scale • Test for signal, double down on what works • Keep searching http://leanentrepreneur.co
  13. IT’S GO TIME 4. SCALE • Hire channel specialists to ramp growth • Increase experimentation velocity • Seek out high impact opportunities • Keep close eye on core metrics
  14. GROWTH IS NEVER DONE 5. MATURITY • Horizontal and vertical expansion opportunities • Identifying new channels that require scale or specialization • M&A • Incremental and high-impact wins globevector.com
  15. *YMMV 5 STAGES OF STARTUP GROWTH
  16. TAKEAWAYS
  17. FOCUS IS KEY
  18. THERE IS NO SUBSTITUTE FOR A GREAT PRODUCT
  19. SPEED IS YOUR SECRET WEAPON
  20. GROWTH IS NEVER DONE
  21. KEEP LEARNING
  22. GET IN TOUCH @morganb @morganb180 morganbrown.co /in/morganb
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