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How LinkedIn built a Community
of Half a Billion
Aatif Awan
Vice President, Growth & International Products at LinkedIn
www.linkedin.com/in/aatifawan
aatif_awan
201720162015201420132012201120102009200820072006200520042003
What was it like before LinkedIn?
1000x
LinkedIn Grew from 500K to 500 Million in 13 years
About me
• VP Growth, International & Data products at LinkedIn
• Have led LinkedIn growth for 6+ years, helping grow
LinkedIn by 400M+ members
• Leading LinkedIn-Microsoft product integrations
www.linkedin.com/in/aatifawan
aatif_awan
Story of Growth @ LinkedIn
Growth @ LinkedIn: 2003-2007
0.1M 2M 4M 8M
17M
2003200420052006200720082009201020112012201320142015
LinkedIn Member Growth
Product market fit. Growth built into
product from the start.
Reid Hoffman and team invited well-
connected people in the industry.
Public profiles launch in 2006, became a
second major growth channel due to SEO.
Growth @ LinkedIn: 2008-2011
0.1M 2M 4M 8M
17M
33M
55M
89M
145M
2003200420052006200720082009201020112012201320142015
LinkedIn Member Growth
Dedicated cross-functional growth team
(~15 people) focused on acquisition.
Identified drivers for key channels and
optimized.
International expansion. Saw 100%+ lifts
in growth for most markets where we
translated into local language.
Growth @ LinkedIn: 2012- 2016
0.1M 2M 4M 8M 17M
33M
55M
89M
145M
202M
277M
347M
414M
484 M
LinkedIn Member Growth
Expanded to cover acquisition, activation,
connections, retention and resurrection,
notifications.
Focus on quality: signups -> quality
signups -> engaged quality members
Invested heavily in mobile and
partnerships and continued international
expansion
Continue international expansion with
focus on China and India.
Growth @ LinkedIn: What’s Next?
Product integrations with Microsoft are the biggest growth opportunity
Growth Team Organization Today
Discovery (SEO) &
Onboarding
Network Growth
Notifications &
Communications
Core Growth
China
India
New Markets
(Germay, Japan,
Healthcare)
International &
Segment Growth
Experimentation
Reporting
Standardization
Data Products
Principles vs. Tactics
Ignore the hype about Growth Hacks and Tactics
Focus on principles, not tactics
• Principles >> Strategy >> Tactics
• Tactics have a short shelf life.
• If all you know are tactics, you will likely apply them
incorrectly.
• Once you understand the principles, you can find the
right tactics and even come up with your own.
What we’ve learned along the way
Growth is about accelerating the realization of your vision,
not moving metrics up-and-to-the-right.
• At LinkedIn, our vision is to create
economic opportunity for every member
of the global workforce.
• Growth team accelerates this through
creation of the economic graph that
connects people, companies, jobs and
schools.
• Taking this view led us to focus on
quality signups, not just signups
Pick one North Star metric, measure everything
• Define one north star metric that:
• Is aligned with the success of your business
• Measures value for users
• Is summable
• Sometimes, one is not possible. Go for as few as you can.
• Measure everything and tie it back to the north star metric.
Good product comes first, growth second
• Investing in growth before you
have a good product is a waste of
resources.
• Measure product goodness with
long-term retention (curve should
flatten over time) and through
customer feedback
• If your retention isn’t good,
nothing else matters. Improve it
by delivering core product value
early and often.
Good retention
Bad retention
%age of users engaging by weeks since signup
But we needed to do more…
• For products with network effects or marketplace dynamics
(LinkedIn has both), you need to achieve a good product and
growth simultaneously.
• Products get better with more users and can be useless without a critical mass.
• We solved for this by building two powerful growth engines from
the start.
Investing in multiple scalable growth channels multiplies
your odds of success
• Being dependent on a single growth channel
is a strategic liability.
• Have at least one core channel, invest in
strategic channels like new platforms and
have some venture bets.
• We developed two core channels: Viral
growth through members building their
networks by importing contacts and SEO of
people profiles.
User Behavior
Identifying Growth Channels
• Do existing users share your product via word
of mouth?
• Are people using search to find a solution?
• Do users have a high LTV?
Channels to explore
Virality, referrals
SEO, SEM
Paid acquisition
• Does having more users improve the experience?
Virality
• Are your target users already on another
platform? Partnership, Integration
Channel
Break down each Channel into Drivers
Virality
Drivers
%age importing contacts,
# of contacts imported,
%age inviting,
# of invites sent,
CTR on invites,
Sign up conversion
Quality signup rate
Measure everything and tie it back to the north star metric.
Prioritize
channels and
drivers
Brainstorm
hypotheses
and ideas
Assess
impact on
north star
metric
Prioritize
based on
impact,
probability of
success and
effort
Build, A/B
test and
measure
Growth Requires Continuous Prioritization and Feedback
A/B Testing => Always Be Testing
• The more you experiment, the faster you learn and innovate.
• It can resolve long-disputed strategy questions and break down
long-held myths.
• You can A/B test most things
• We’ve done statistically significant tests to measure impact on customer complaints
on an issue with a volume of a few hundred/week
• SEO A/B testing can be very effective
• As your user demographics change over time, repeating old
tests can lead to new insights.
Hiring the right people
• Analytical
• Gets shit done
• Curious – asks why?
• Finds new ways to do things – asks why not?
• Prior growth experience is optional
Culture
• Data trumps opinions
• Set ambitious goals
• Move fast
• Learn continuously
• Celebrate wins
“Don't be satisfied with stories, how
things have gone with others.
Unfold your own myth”
Final thought I’d leave you with…
Rumi
Thank you!
Aatif Awan
Vice President, Growth & International Products at LinkedIn
www.linkedin.com/in/aatifawan
aatif_awan

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How LinkedIn built a Community of Half a Billion

  • 1. How LinkedIn built a Community of Half a Billion Aatif Awan Vice President, Growth & International Products at LinkedIn www.linkedin.com/in/aatifawan aatif_awan
  • 3. 1000x LinkedIn Grew from 500K to 500 Million in 13 years
  • 4. About me • VP Growth, International & Data products at LinkedIn • Have led LinkedIn growth for 6+ years, helping grow LinkedIn by 400M+ members • Leading LinkedIn-Microsoft product integrations www.linkedin.com/in/aatifawan aatif_awan
  • 5. Story of Growth @ LinkedIn
  • 6. Growth @ LinkedIn: 2003-2007 0.1M 2M 4M 8M 17M 2003200420052006200720082009201020112012201320142015 LinkedIn Member Growth Product market fit. Growth built into product from the start. Reid Hoffman and team invited well- connected people in the industry. Public profiles launch in 2006, became a second major growth channel due to SEO.
  • 7. Growth @ LinkedIn: 2008-2011 0.1M 2M 4M 8M 17M 33M 55M 89M 145M 2003200420052006200720082009201020112012201320142015 LinkedIn Member Growth Dedicated cross-functional growth team (~15 people) focused on acquisition. Identified drivers for key channels and optimized. International expansion. Saw 100%+ lifts in growth for most markets where we translated into local language.
  • 8. Growth @ LinkedIn: 2012- 2016 0.1M 2M 4M 8M 17M 33M 55M 89M 145M 202M 277M 347M 414M 484 M LinkedIn Member Growth Expanded to cover acquisition, activation, connections, retention and resurrection, notifications. Focus on quality: signups -> quality signups -> engaged quality members Invested heavily in mobile and partnerships and continued international expansion Continue international expansion with focus on China and India.
  • 9. Growth @ LinkedIn: What’s Next? Product integrations with Microsoft are the biggest growth opportunity
  • 10. Growth Team Organization Today Discovery (SEO) & Onboarding Network Growth Notifications & Communications Core Growth China India New Markets (Germay, Japan, Healthcare) International & Segment Growth Experimentation Reporting Standardization Data Products
  • 12. Ignore the hype about Growth Hacks and Tactics
  • 13. Focus on principles, not tactics • Principles >> Strategy >> Tactics • Tactics have a short shelf life. • If all you know are tactics, you will likely apply them incorrectly. • Once you understand the principles, you can find the right tactics and even come up with your own.
  • 14. What we’ve learned along the way
  • 15. Growth is about accelerating the realization of your vision, not moving metrics up-and-to-the-right. • At LinkedIn, our vision is to create economic opportunity for every member of the global workforce. • Growth team accelerates this through creation of the economic graph that connects people, companies, jobs and schools. • Taking this view led us to focus on quality signups, not just signups
  • 16. Pick one North Star metric, measure everything • Define one north star metric that: • Is aligned with the success of your business • Measures value for users • Is summable • Sometimes, one is not possible. Go for as few as you can. • Measure everything and tie it back to the north star metric.
  • 17. Good product comes first, growth second • Investing in growth before you have a good product is a waste of resources. • Measure product goodness with long-term retention (curve should flatten over time) and through customer feedback • If your retention isn’t good, nothing else matters. Improve it by delivering core product value early and often. Good retention Bad retention %age of users engaging by weeks since signup
  • 18. But we needed to do more… • For products with network effects or marketplace dynamics (LinkedIn has both), you need to achieve a good product and growth simultaneously. • Products get better with more users and can be useless without a critical mass. • We solved for this by building two powerful growth engines from the start.
  • 19. Investing in multiple scalable growth channels multiplies your odds of success • Being dependent on a single growth channel is a strategic liability. • Have at least one core channel, invest in strategic channels like new platforms and have some venture bets. • We developed two core channels: Viral growth through members building their networks by importing contacts and SEO of people profiles.
  • 20. User Behavior Identifying Growth Channels • Do existing users share your product via word of mouth? • Are people using search to find a solution? • Do users have a high LTV? Channels to explore Virality, referrals SEO, SEM Paid acquisition • Does having more users improve the experience? Virality • Are your target users already on another platform? Partnership, Integration
  • 21. Channel Break down each Channel into Drivers Virality Drivers %age importing contacts, # of contacts imported, %age inviting, # of invites sent, CTR on invites, Sign up conversion Quality signup rate Measure everything and tie it back to the north star metric.
  • 22. Prioritize channels and drivers Brainstorm hypotheses and ideas Assess impact on north star metric Prioritize based on impact, probability of success and effort Build, A/B test and measure Growth Requires Continuous Prioritization and Feedback
  • 23. A/B Testing => Always Be Testing • The more you experiment, the faster you learn and innovate. • It can resolve long-disputed strategy questions and break down long-held myths. • You can A/B test most things • We’ve done statistically significant tests to measure impact on customer complaints on an issue with a volume of a few hundred/week • SEO A/B testing can be very effective • As your user demographics change over time, repeating old tests can lead to new insights.
  • 24. Hiring the right people • Analytical • Gets shit done • Curious – asks why? • Finds new ways to do things – asks why not? • Prior growth experience is optional
  • 25. Culture • Data trumps opinions • Set ambitious goals • Move fast • Learn continuously • Celebrate wins
  • 26. “Don't be satisfied with stories, how things have gone with others. Unfold your own myth” Final thought I’d leave you with… Rumi
  • 27. Thank you! Aatif Awan Vice President, Growth & International Products at LinkedIn www.linkedin.com/in/aatifawan aatif_awan

Notas do Editor

  1. Photo credit: https://www.flickr.com/photos/tripletsisters/6795243547
  2. Not always possible to get down to one for the company but make sure each team has