I'm excited to share a new growth framework that @danhockenmaier and I have been developing (with help from the amazing @reforge crew)
I've been finding myself coming back to this framework often when talking to founders about growth.
Thread
2. 💥 Turbo boosts: One-off events that accelerate growth temporarily but don’t last (e.g. PR, events, Super Bowl ads)
4. ⛽ Fuel: The input that your engine requires to run (e.g. capital, content, users).
Companies grow primarily through four possible Growth Engines:
• Performance marketing: FB, AdWords, TV, etc.
• Virality: Word-of-mouth, referrals, inviting friends, etc.
• Content: SEO, shareable videos, or newsletters, etc.
• Sales: Salespeople
• Uber/Lyft: Virality + Performance marketing
• Snapchat: Virality
• Zoom: Virality + Sales
• Slack: Virality + Sales
• Salesforce: Sales
https://t.co/djWwLzhqOk
Next, we have Turbo Boosts. Similar to a turbocharger in a car, these are tactics that can accelerate growth for a period of time but don’t deliver ongoing acceleration. They include things like:
• PR
• Events
• Brand marketing campaigns
Third, we have lubricants. Lubricants don’t drive growth directly, but instead optimize the efficiency of your engine. Also, without enough lubrication, your engine will stop. There are 3 broad categories of lubricants:
• Conversion
• Activation
• Retention
https://t.co/MlrmElVjF0
Finally, we have Fuel. Without it, even the most optimized engine won’t run. The type of fuel required is specific to the type of growth engine you’re running:
• Paid marketing and sales engines primarily need capital, which can be invested in ads or salespeople
• Content engines unsurprisingly need more content, which can be used to attract users.
• Viral engines require only more users, who in turn refer additional users.
Huge shout-out to @bbalfour and @onecaseman for their help with this post, and to my brother-from-another-mother @danhockenmaier
https://t.co/ZGW1qWT5zC
More from Lenny Rachitsky
Earlier today, I gave a talk at the @SubstackInc's writer conference about building a writing habit. Below are the ten concrete strategies I shared that have helped me publish a post every week for 1.5 years 👇
0/ First of all, just sharing advice about this topic gives me serious impostor syndrome because writing is still pretty new to me, and I have much to learn. But these are things that have helped me, and I hope they'll help you.
1/ Strategy 1: Commit publicly
This was maybe 50% of my initial motivation. Having told people I was going to write weekly made me feel bad when even thinking about skipping a week. It gave me just enough nudge to keep
1b/ You don't need to make this super public. Just sending an email to a few friends regularly with your concrete goals about writing (and anything else) works wonders.
1c/ If you *really* want to be motivated, ask people for money. Nothing motivates you more than people paying you for regular
0/ First of all, just sharing advice about this topic gives me serious impostor syndrome because writing is still pretty new to me, and I have much to learn. But these are things that have helped me, and I hope they'll help you.
1/ Strategy 1: Commit publicly
This was maybe 50% of my initial motivation. Having told people I was going to write weekly made me feel bad when even thinking about skipping a week. It gave me just enough nudge to keep
I'm kicking off an experiment. Inspired by the great @joulee, and building off of the great inbound questions I continue to get from ya'll -- I\u2019m going to start using my newsletter to answer your questions. \U0001f44b
— Lenny Rachitsky (@lennysan) September 12, 2019
Sign up belowhttps://t.co/z1F1efMcue
1b/ You don't need to make this super public. Just sending an email to a few friends regularly with your concrete goals about writing (and anything else) works wonders.
1c/ If you *really* want to be motivated, ask people for money. Nothing motivates you more than people paying you for regular
Life alert: I\u2019m adding a paid plan to my newsletter \U0001f91e
— Lenny Rachitsky (@lennysan) April 7, 2020
After much prodding from readers and friends, I\u2019m going to take the leap and give this life-path a shot.
Consider subscribing and joining me on this journey \U0001f64fhttps://t.co/gtFm4POGSQ
The most sophisticated growth team no one talks about: @WishShopping
1. The #1 shopping app in 40+ countries
2. Rumored to often be the #1 spender on FB and Google
3. 2 million items sold daily
I sat down with @cplimon to learn about the notoriously secretive company. Read on 👇
1/ Your brand constraint is Wish's opportunity
Wish's superpower is leaving no room for taste or opinion. It's what happens when a machine builds a company based on data. The founder didn't plan to sell cheap goods to low-socioeconomic customers, but where the data took him.
"Until you work at a place like Wish, you don't know what data-driven is. Everyone else is data-driven when it's convenient, when it agrees with your opinions. Wish is great at ignoring their own emotions. It's data-driven with as much intellectual honesty as possible."
For example
2/ Differentiate by serving the under-served
Most of Wish’s initial sales came from places like Florida, greater LA county, and middle-America. Specifically, zip codes with 95% Spanish speakers. Later, Africa, Latin America and Eastern Europe (avg household income $18,000/year)
1. The #1 shopping app in 40+ countries
2. Rumored to often be the #1 spender on FB and Google
3. 2 million items sold daily
I sat down with @cplimon to learn about the notoriously secretive company. Read on 👇
1/ Your brand constraint is Wish's opportunity
Wish's superpower is leaving no room for taste or opinion. It's what happens when a machine builds a company based on data. The founder didn't plan to sell cheap goods to low-socioeconomic customers, but where the data took him.
"Until you work at a place like Wish, you don't know what data-driven is. Everyone else is data-driven when it's convenient, when it agrees with your opinions. Wish is great at ignoring their own emotions. It's data-driven with as much intellectual honesty as possible."
For example
cursed wish ads pic.twitter.com/eMlx4LqgKA
— big meaty claws (@leisurepIex) June 4, 2019
2/ Differentiate by serving the under-served
Most of Wish’s initial sales came from places like Florida, greater LA county, and middle-America. Specifically, zip codes with 95% Spanish speakers. Later, Africa, Latin America and Eastern Europe (avg household income $18,000/year)
More from Tech
Machine translation can be a wonderful translation tool, but its uses are widely misunderstood.
Let's talk about Google Translate, its current state in the professional translation industry, and why robots are terrible at interpreting culture and context.
Straight to the point: machine translation (MT) is an incredibly helpful tool for translation! But just like any tool, there are specific times and places for it.
You wouldn't use a jackhammer to nail a painting to the wall.
Two factors are at play when determining how useful MT is: language pair and context.
Certain language pairs are better suited for MT. Typically, the more similar the grammar structure, the better the MT will be. Think Spanish <> Portuguese vs. Spanish <> Japanese.
No two MT engines are the same, though! Check out how human professionals ranked their choice of MT engine in a Phrase survey:
https://t.co/yiVPmHnjKv
When it comes to context, the first thing to look at is the type of text you want to translate. Typically, the more technical and straightforward the text, the better a machine will be at working on it.
Let's talk about Google Translate, its current state in the professional translation industry, and why robots are terrible at interpreting culture and context.
Straight to the point: machine translation (MT) is an incredibly helpful tool for translation! But just like any tool, there are specific times and places for it.
You wouldn't use a jackhammer to nail a painting to the wall.
Two factors are at play when determining how useful MT is: language pair and context.
Certain language pairs are better suited for MT. Typically, the more similar the grammar structure, the better the MT will be. Think Spanish <> Portuguese vs. Spanish <> Japanese.
No two MT engines are the same, though! Check out how human professionals ranked their choice of MT engine in a Phrase survey:
https://t.co/yiVPmHnjKv
When it comes to context, the first thing to look at is the type of text you want to translate. Typically, the more technical and straightforward the text, the better a machine will be at working on it.
The 12 most important pieces of information and concepts I wish I knew about equity, as a software engineer.
A thread.
1. Equity is something Big Tech and high-growth companies award to software engineers at all levels. The more senior you are, the bigger the ratio can be:
2. Vesting, cliffs, refreshers, and sign-on clawbacks.
If you get awarded equity, you'll want to understand vesting and cliffs. A 1-year cliff is pretty common in most places that award equity.
Read more in this blog post I wrote: https://t.co/WxQ9pQh2mY
3. Stock options / ESOPs.
The most common form of equity compensation at early-stage startups that are high-growth.
And there are *so* many pitfalls you'll want to be aware of. You need to do your research on this: I can't do justice in a tweet.
https://t.co/cudLn3ngqi
4. RSUs (Restricted Stock Units)
A common form of equity compensation for publicly traded companies and Big Tech. One of the easier types of equity to understand: https://t.co/a5xU1H9IHP
5. Double-trigger RSUs. Typically RSUs for pre-IPO companies. I got these at Uber.
6. ESPP: a (typically) amazing employee perk at publicly traded companies. There's always risk, but this plan can typically offer good upsides.
7. Phantom shares. An interesting setup similar to RSUs... but you don't own stocks. Not frequent, but e.g. Adyen goes with this plan.
A thread.
1. Equity is something Big Tech and high-growth companies award to software engineers at all levels. The more senior you are, the bigger the ratio can be:
2. Vesting, cliffs, refreshers, and sign-on clawbacks.
If you get awarded equity, you'll want to understand vesting and cliffs. A 1-year cliff is pretty common in most places that award equity.
Read more in this blog post I wrote: https://t.co/WxQ9pQh2mY
3. Stock options / ESOPs.
The most common form of equity compensation at early-stage startups that are high-growth.
And there are *so* many pitfalls you'll want to be aware of. You need to do your research on this: I can't do justice in a tweet.
https://t.co/cudLn3ngqi
4. RSUs (Restricted Stock Units)
A common form of equity compensation for publicly traded companies and Big Tech. One of the easier types of equity to understand: https://t.co/a5xU1H9IHP
5. Double-trigger RSUs. Typically RSUs for pre-IPO companies. I got these at Uber.
6. ESPP: a (typically) amazing employee perk at publicly traded companies. There's always risk, but this plan can typically offer good upsides.
7. Phantom shares. An interesting setup similar to RSUs... but you don't own stocks. Not frequent, but e.g. Adyen goes with this plan.
