Dr. Christoph SteindlCEO & Founder of Catalysts

Growth Hacking and Lean Canvas

Growth HackingDo whatever is necessary to effectuate growth

Do it consciously, i.e. “scientific approach”• Predict• Observe / Measure

Check out introductory slides if you are completely fresh on the topic, e.g. http://www.slideshare.net/mattangriffel/growth-hacking

Pirate Metrics Customer Life Cycle

(Awareness)

Acquisition

Activation

Retention

Referral

Revenue

Know

Like

Trust

Try

Buy

Repeat

Referhttp://de.slideshare.net/dmc500hats/startup-metrics-for-pirates-long-versionhttp://referralenginebook.com/

Hook Model

http://de.slideshare.net/nireyal/hooked-model

Bootstrapped & Self-Funded

Growing exponentially since 2005Doubling every 2 to 2.5 years

Around 140 Employees at the moment:• 75 in Linz (Austria)• 40 in Wien (Austria)• 25 in Cluj (Romania)

Growth in Multiple Dimensions1.Team Size the global war for talent2.Products / Startups / Joint Ventures hockey stick

growth3.Project Business just linear growth, not relevant for

this talk

Growth Hacking for Team SizeOrganizing Europe’s largest coding contests (since 2007, 23 times so far)Many of the best software developers have joined CatalystsCatalysts has become the best known software development company in Austria.

Catalysts Coding Contests (web, fb)• More than 900 participants in May 2015 (2 locations: Linz

and Cluj)• Nearly 900 participants in Nov 2015 (only 1 location: Vienna)• More than 1,100 participants expected for April 2016 (2

locations again)

Growth Hacking for Team Size>1,000 Applications per Year through• Catalysts Coding Contests• Catalysts Talent Quest (employee referral

programme)

Internships (i.e. 0.5 per permanent team member)• 20-30 short internships (2-4 weeks) during February

(lecture free)• 40-50 long internships (4-14 weeks) during the summer

Ambassador Programme (for former interns / employees)

The Softer Side• Best employer in Austria (Kununu)• Handbook for New Employees (web)• Personal Coach for each new team member• Catalysts Society• Evening Dinners (with partners)• Gaming Nights (fb)• FUNtastic Team Events (blog)• Hair dresser in the office (blog)• Bike repair service (blog)

Business Segments

Hockey stickgrowth

Linear growthExtreme

Challenges

HPC

Penetration Tests

Joint Ventures

Startups

IncubatorCustom Software Development

Small Medium Large

What’s a Lean CanvasA fine enough structureA fine enough processA common languageA body of knowledgeA practical approach

How to?Brainstorm ideasWork one lean canvas per ideaScrutinize each canvas (gives you red areas)Focus your creativity on the red areasProceed with• Problem Interview• Solution Interview• MVP Interview

Template onGoogle DriveThe structure from the bookWith the relevant figuresWith a lot of explanatory textMake a copyShare it with your teamCollaborate to build your canvases

http://media.catalysts.cc/media/v0ZwT6

Example: Penetration Testing

Reach Out to Me!Dr. Christoph Steindlsteindl@catalysts.cc+43 664 5419941http://www.linkedin.com/in/christophsteindlhttps://www.xing.com/hp/Christoph_Steindl/https://www.facebook.com/csteindlcallto://csteindl

ReferencesLean• “Running Lean” by Ash Maurya, B006UKFFE0• Template on Google Drive: http://media.catalysts.cc/media/v0ZwT6• “Business Model Generation” by Alexander Osterwalder, B00BD6RFFS• “The Lean Startup” by Eric Ries, 0670921602• “Lean Analytics” by Alistair Croll, B00AG66LTM• “How to Measure Anything” by Douglas Hubbard, B00INUYS2U

Growth Hacking:• Introductory Slides, e.g. http://www.slideshare.net/mattangriffel/growth-hacking• “Pirate Metrics” by Dave McClure, http://de.slideshare.net/dmc500hats/startup-metrics-for-pirates-long-version• “The Referral Engine” by John Jantsch, B003NX75HM• “Hooked” by Nir Eyal, B00NW01MKM• Growth Hacker TV, https://www.growthhacker.tv

Many more on our shelves on GoodReads (https://www.goodreads.com/user/show/41937025-catalysts)