Growth Driven Design (GDD) - Webinar by InboundLabs & HubSpot
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Transcript of Growth Driven Design (GDD) - Webinar by InboundLabs & HubSpot
OVERVIEW • Habits of highly successful companies
• What it is GDD and how it works
• Three actions you can take today
FROM +50 CUSTOMERS Ambitious. High cost of ownership. Harder to drive then you think.
How to win a race?
FROM A BUSINESS PERSPECTIVE
1. Build an investment hypothesis 2. Invest 3. Measure return 4. Learn & repeat
Traditional Web Design Im
pact
Time
1.5 - 2 Years
1.5 - 2 Years
H
H
1
2
3 Month Redesign
Site
Launch new site
3 Month Redesign
Launch new site
#GrowthDrivenDesign @SavvyLuke
Traditional Web Design vs. Growth-Driven Design Im
pact
Time
1.5 - 2 Years
1.5 - 2 Years
H
H
1
2
3 Month Redesign
Site
Launch new site
3 Month Redesign
Launch new site
#GrowthDrivenDesign @SavvyLuke
Traditional Web Design vs. Growth-Driven Design Im
pact
Time
1.5 - 2 Years
1.5 - 2 Years
H
H
1
2
3 Month Redesign
Site
Launch new site
3 Month Redesign
Launch new site
#GrowthDrivenDesign @SavvyLuke
#GrowthDrivenDesign @SavvyLuke
We already have a site launched
flickr.com/photos/nasamarshall/12678324214
GDD WEBSITE HIERARCHY
WHAT IS IT?
A framework you can use as a path to build a
peak performing site.
#GrowthDrivenDesign @SavvyLuke
• Provide Focus
• Clear Expectations and Goals
GDD WEBSITE HIERARCHY
#GrowthDrivenDesign @SavvyLuke
Goal - Discover (and validate) what “machine” to build.
Goal - Build a optimized and predictable “machine”
GDD WEBSITE HIERARCHY
#GrowthDrivenDesign @SavvyLuke
Goal - Drive as many unique, qualified people into the “machine” as possible.
GDD WEBSITE HIERARCHY
#GrowthDrivenDesign @SavvyLuke
(but this doesn’t end)
(this is key. take a note.)
Goal - Build a optimized and predictable “machine”
GDD WEBSITE HIERARCHY
#GrowthDrivenDesign @SavvyLuke
GDD WEBSITE HIERARCHY
#GrowthDrivenDesign @SavvyLuke
VALUE: • Usefulness - Utility
• Ease of Use - Usability
• Funnel Flow - CRO
• Stickiness - Return Visits
• Personalization - Tailor top 4 for each persona
GOAL METRIC TO MOVE LEADING
INDICATORS (EXAMPLES)
USEFULNESS (utility)
Every part of the site solves some user point of pain NPS - “How useful is this ______?”
- % Users Returning - Bounce Rate - Engagement
EASE OF USE (usability)
Users find exactly what they are looking for and leave happy Task Completion
- Bounce Rate - Time on Page - NPS
FUNNEL FLOW (conversion rate optimization)
Reduce friction to zero in conversion funnels
End Goal Conversion Rate - Conversion rates earlier in the funnel
STICKINESS (nurturing)
Users become addicted and come back
% of users returning in a defined period
- Subscribers - Following social - NPS
PERSONALIZATION (top 4 by persona)
Completely customized user experience Revisit above four metrics for a specific persona
VALUE #GrowthDrivenDesign @SavvyLuke
GOAL METRIC TO MOVE LEADING
INDICATORS (EXAMPLES)
USEFULNESS (utility)
Every part of the site solves some user point of pain NPS - “How useful is this ______?”
- % Users Returning - Bounce Rate - Engagement
EASE OF USE (usability)
Users find exactly what they are looking for and leave happy Task Completion
- Bounce Rate - Time on Page - NPS
FUNNEL FLOW (conversion rate optimization)
Reduce friction to zero in conversion funnels End Goal Conversion Rate - Conversion rates earlier in the
funnel
STICKINESS (nurturing)
Users become addicted and come back
% of users returning in a defined period
- Subscribers - Following social - NPS
PERSONALIZATION (top 4 by persona)
Completely customized user experience Revisit above four metrics for a specific persona
VALUE #GrowthDrivenDesign @SavvyLuke
GOAL METRIC TO MOVE LEADING
INDICATORS (EXAMPLES)
USEFULNESS (utility)
Every part of the site solves some user point of pain NPS - “How useful is this ______?”
- % Users Returning - Bounce Rate - Engagement
EASE OF USE (usability)
Users find exactly what they are looking for and leave happy Task Completion
- Bounce Rate - Time on Page - NPS
FUNNEL FLOW (conversion rate optimization)
Reduce friction to zero in conversion funnels End Goal Conversion Rate - Conversion rates earlier in the
funnel
STICKINESS (nurturing)
Users become addicted and come back
% of users returning in a defined period
- Subscribers - Following social - NPS
PERSONALIZATION (top 4 by persona)
Completely customized user experience Revisit above four metrics for a specific persona
VALUE #GrowthDrivenDesign @SavvyLuke
GOAL METRIC TO MOVE LEADING
INDICATORS (EXAMPLES)
USEFULNESS (utility)
Every part of the site solves some user point of pain NPS - “How useful is this ______?”
- % Users Returning - Bounce Rate - Engagement
EASE OF USE (usability)
Users find exactly what they are looking for and leave happy Task Completion
- Bounce Rate - Time on Page - NPS
FUNNEL FLOW (conversion rate optimization)
Reduce friction to zero in conversion funnels End Goal Conversion Rate - Conversion rates earlier in the
funnel
STICKINESS (nurturing)
Users become addicted and come back
% of users returning in a defined period
- Subscribers - Following social - NPS
PERSONALIZATION (top 4 by persona)
Completely customized user experience Revisit above four metrics for a specific persona
VALUE #GrowthDrivenDesign @SavvyLuke
#GrowthDrivenDesign @SavvyLuke
ACTION ITEM 2
ACTION ITEM 3
ACTION ITEM 4
ACTION ITEM 5
…
ACTION ITEM 1
Growth-Driven Design
GDD Website Hierarchy
Metric to Move
Research
Brainstorm
#GrowthDrivenDesign @SavvyLuke
ACTION ITEM 2
ACTION ITEM 3
ACTION ITEM 4
ACTION ITEM 5
…
ACTION ITEM 1
Growth-Driven Design
HIGH IMPACT
MEDIUM IMPACT
LOW IMPACT
For [Marketing Mary] visiting the [Pricing Page], we believe changing
[Enterprise Pricing] into a [“Request a Quote”] will
[boost MQL conversion from this page by 10%]
Expected Impact + Effort Required + Experiment Design
HIGH IMPACT - ACTION ITEM 1
We believe this to be true because [research or previously validated assumption]
Hypothesis Statement
Develop
#GrowthDrivenDesign @SavvyLuke
Growth-Driven Design
ACTION ITEM 2
ACTION ITEM 1
HIGH IMPACT
Plan
Transfer
Learn
Develop
#GrowthDrivenDesign @SavvyLuke
Growth-Driven Design
ACTION ITEM 2
ACTION ITEM 1
HIGH IMPACT
Plan
GDD Website Hierarchy
Metric to Move (and/or leading indicators)
Transfer
Learn
Develop
#GrowthDrivenDesign @SavvyLuke
Growth-Driven Design
ACTION ITEM 2
ACTION ITEM 1
HIGH IMPACT
Plan
GDD Website Hierarchy
Metric to Move (and/or leading indicators)
#GrowthDrivenDesign @SavvyLuke
ACTION ITEM 2
ACTION ITEM 3
ACTION ITEM 4
ACTION ITEM 5
…
ACTION ITEM 1
Growth-Driven Design
GDD Website Hierarchy
Metric to Move
Research
Brainstorm
EXAMPLE
Ease of Use - MTM=Task Completion
- Live Chat popup - Explainer video
- Abandonment single ? Survey - Contact those who abandon
MEASURE Its not about amount “data” Its about
– Covering all angles – Compare and detect trends – Interpret user behavior
INCOMPLETE How many visitors?
(Home, Blog, LPs,…)
What are your Visitors doing? (Heatmaps, Visitor Playback, Funnels,…)
Why they do it (Feedback Polls, Surveys, Recruit,…).
TOOLS How many visitors
Who are the visitors
What are visitors doing
Why they do it
User behavior
Business Metrics
Google Analy9cs
Extensive Extensive Visits / Ac9ons None None Conversions only
Hubspot Analy9cs
Simplified Limited Limited None Marke9ng centric Comprehensive
HotJar Analy9cs
Limited Limited Heatmaps, recording Surveys, tes9ng Limited None
Kissmetric/MixPanel
Limited Limited Limited Limited Comprehensive Limited
SUMMARY 1. Take better, data driven decisions
2. Focus your resources on the best Hypothesis
3. Measure the impact.
4. Repeat, repeat, repeat. And learn.