Chapter 1: What is Growth Hacking?
Growth hacking is a process of rapid experimentation across marketing channels and product development to identify the most efficient ways to grow a business. Unlike traditional marketing, growth hacking focuses on low-cost and innovative alternatives to traditional marketing.
The Growth Hacker Mindset
- Data-Driven: Every decision backed by metrics and analytics
- Experimental: Constant testing and iteration
- Scalable: Focus on tactics that can grow exponentially
- Product-Centric: Product as the primary growth driver
Growth Hacking vs Traditional Marketing
Growth Hacking
- • Rapid experimentation
- • Low budget, high impact
- • Data-driven decisions
- • Cross-functional teams
- • Focus on growth metrics
Traditional Marketing
- • Long-term campaigns
- • Higher budgets
- • Brand-focused
- • Departmental silos
- • Focus on awareness
Chapter 2: The AARRR Framework (Pirate Metrics)
The AARRR framework, also known as Pirate Metrics, is the foundation of growth hacking. It breaks down the customer journey into five key stages, each with specific metrics and optimization strategies.
Acquisition
How do users find you?
Key Metrics:
- • Traffic sources
- • CAC (Customer Acquisition Cost)
- • Conversion rates by channel
Growth Tactics:
- • SEO optimization
- • Content marketing
- • Viral loops
Activation
Do users have a great first experience?
Key Metrics:
- • Activation rate
- • Time to value
- • Onboarding completion
Growth Tactics:
- • Simplified onboarding
- • Interactive tutorials
- • Quick wins
Retention
Do users come back?
Key Metrics:
- • Churn rate
- • DAU/MAU ratio
- • Cohort retention
Growth Tactics:
- • Email nurturing
- • Push notifications
- • Feature updates
Revenue
How do you make money?
Key Metrics:
- • LTV (Lifetime Value)
- • ARPU
- • Conversion rate
Growth Tactics:
- • Pricing optimization
- • Upselling
- • Cross-selling
Referral
Do users tell others?
Key Metrics:
- • Viral coefficient
- • NPS score
- • Referral rate
Growth Tactics:
- • Referral programs
- • Social sharing
- • Incentives
Chapter 3: Growth Experimentation Process
The Scientific Method for Growth
- 1
Analyze
Gather data and identify growth opportunities
- 2
Ideate
Brainstorm hypotheses and potential solutions
- 3
Prioritize
Use ICE scoring (Impact, Confidence, Ease)
- 4
Test
Run controlled experiments
- 5
Learn
Analyze results and document learnings
Chapter 4: Proven Growth Tactics
Viral Loops
Build mechanisms that encourage users to invite others
- • Dropbox: Extra storage for referrals
- • Uber: Free rides for sharing
- • PayPal: $10 for new users
Content Marketing
Create valuable content that attracts and converts
- • HubSpot: Inbound marketing
- • Buffer: Transparency reports
- • Mint: Personal finance blog
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