What is Growth Hacking?

History:
Sean Ellis coined the term "growth hacker" in 2010. In the blog post, he defined a growth hacker as "a person whose true north is growth. Everything they do is scrutinized by its potential impact on scalable growth."
Andrew Chen introduced the term to a wider audience in a blog post titled, "Growth Hacker is the new VP Marketing" in which he defined the term and used the booking agency AirBnB's integration of Craigslist as an example. He wrote that growth hackers "are a hybrid of marketer and coder, one who looks at the traditional question of 'How do I get customers for my product?' and answers with A/B tests, landing pages, viral factor, email deliverability, and Open Graph."
In 2012, Aaron Ginn defined a growth hacker on TechCrunch as a "mindset of data, creativity, and curiosity."


The most popular deck ever created[citation needed] on growth hacking is "Growth Hacking or: Lean Marketing for Startups" by Mattan Griffel. In it, Griffel defines growth hacking as "a set of tactics and best practices for dealing with the problems of user growth."  A community for growth hackers was launched in 2013 called GrowthHackers by Sean Ellis.


In 2013, the second annual "Growth Hackers Conference" was held in San Francisco set up by Gagan Biyani. It featured growth hackers from LinkedIn, Twitter, and YouTube among others.


Also in 2013 a resource known as Growth Hacker TV interviews top growth hackers at companies involved with the early movements such as Dropbox, LinkedIn, Expedia, Twitter, and Facebook.


In late 2013, growth hacking also found its way into the Asian entrepreneurship scene. The leading resource[citation needed] for growth hacking in the region is Growth Hacking Asia, which was launched with the goal to increase the success rate of Asian start-ups.(Wikipedia)



What is B2B Growth Hacking?


What is the Missing Ingredient? Sales!!!


Up to now, marketers conveniently leave out sales, better defined as B2B sales of complicated and expensive products and services. Unlike the B2C examples above, all used by individuals for personal use from Dropbox, LinkedIn, Expedia, Twitter, AirBnB and Facebook provided usually as a Free service with customer acquisition and retention set as the sole goals, whom are carried out by a sales-less automated process by one type of a shopping cart or on-boarding wizard.


In B2B the challenge is a lot higher, involving the need of a salesperson, a sales cycle and yes, a payment by the customer (not just a Free download or signup like in B2C).  


Growth Hacking for me is taking Growth a full circle, from attracting Prospects, thru Nurture, to a solid inquiry: a Sales Appointment/ Demo, where a salesperson consults a prospects and secures a sale.

B2B Growth Hacking = Inbound Marketing + Inbound Sales

 
Dominik Suter: Hi-Tech + Start-up Growth Hacker and Marketing + Sales leader © 2015 - Designed by Dominik Suter