Growth hacking?is a process of rapid experimentation across marketing funnel, product development, sales segments, and other areas of the business to identify the most efficient ways to grow a business. A growth hacking team is made up of marketers, developers, engineers and product managers that specifically focus on building and engaging the user base of a business.

增長黑客是一個快速試驗的過程依疼，經(jīng)過市場渠道训貌、產(chǎn)品研發(fā)、分發(fā)銷售探入，還有借鑒別的區(qū)域已經(jīng)證實的最有效的增長方法。一個增長黑客團(tuán)隊是由以下幾部分組成：市場銷售青柄、開發(fā)人員店读、工程師和產(chǎn)品經(jīng)理，特別注意的是要建立在保證用戶業(yè)務(wù)基礎(chǔ)之上阅悍。

Growth hackers often focus on low-cost alternatives to traditional marketing, e.g. using?social media,?viral marketing?or targeted advertising?instead of buying advertising through more traditional?media?such as?radio,?newspaper, and?television.

增長黑客比傳統(tǒng)營銷更關(guān)注在低成本的可替代品，比如昨稼，使用社交媒體节视、病毒式營銷；或者通過更有針對性的廣告（定向廣告）代替購買類似廣播假栓、報紙寻行、電視這些傳統(tǒng)媒體的廣告。

Growth hacking is particularly prevalent with?startups, when the goal is rapid growth in the early-stages of launching a new product or service to market. Growth hacking may focus on lowering cost per customer acquisition, or it may focus on long-term sustainability as Mason Pelt points out in a 2015 article on SiliconANGLE.com "The goal of any marketing should be long-term sustainable growth, not just a short-term gain. Growth hacking is about optimization as well as lead generation. Imagine your business is a bucket and your leads are water. You don't want to pour water into a leaky bucket; it's a waste of money. That's why a true growth hacker would care about customer retention."

增長黑客特別流行于創(chuàng)業(yè)領(lǐng)域但指，當(dāng)在市場中發(fā)布新產(chǎn)品的時候寡痰，增長黑客可以實現(xiàn)在早期階段的快速增長抗楔。增長黑客專注在降低獲客成本，按照梅森·佩爾特的說法拦坠，增長黑客也專注于長期可持續(xù)性的增長店展，在他2015年發(fā)表的文章中寫到月褥，“任何營銷的目標(biāo)都應(yīng)當(dāng)是長期可持續(xù)增長的，不僅僅是短期的收獲。增長黑客是像引導(dǎo)性銷售一樣的優(yōu)化方案幸乒。把你的事業(yè)看作水桶掏呼，那么你的引導(dǎo)就像水管筷黔。你不想把水倒進(jìn)漏洞的桶姐仅，那會浪費。所以一個真正懂增長黑客的人會關(guān)心顧客的留存率骄噪。

Those who specialize in growth hacking use various types of marketing and product iterations to rapidly test persuasive copy, email marketing, SEO and viral strategies, among other tools and techniques, with a goal of increasing conversion rates and achieving rapid growth of the user base. It can also involve online community management and social media outreach or highly personalized outreach to news outlets?to improve?performance metrics?such as driving customer acquisition and selling products.?Some consider growth hacking a part of the online marketing ecosystem, as in many cases growth hackers are using techniques such as?search engine optimization, website analytics,?content marketing?and?A/B testing.

這些研究增長黑客的專家尚困，運用郵件營銷、搜索引擎優(yōu)化和病毒策略之類的工具和技術(shù)链蕊，對迭代產(chǎn)品迅速測試事甜，以達(dá)到提高轉(zhuǎn)換率和實現(xiàn)用戶群體快速增長的目標(biāo)。增長黑客也可以在線社群運營和社交媒體傳播或者高度個性化的新聞媒體滔韵，以改進(jìn)性能測量標(biāo)準(zhǔn)逻谦，比如驅(qū)動客戶獲取和產(chǎn)品銷售。有些人認(rèn)為增長侵蝕了網(wǎng)絡(luò)營銷生態(tài)的一部分陪蜻，在很多案例中邦马，增長黑客都會使用例如搜索引擎優(yōu)化、網(wǎng)頁分析宴卖、內(nèi)容營銷和A/B測試等技術(shù)滋将。

Product development is also heavily influenced by the growth hacker mindset. Instead of long development cycles followed by user testing. Growth hackers start user testing with wireframes and sketches; validating ideas at every stage. A growth hacker in a product development role would start user testing in a coffee shop instead of a corporate?usability lab.

產(chǎn)品的開發(fā)也會因為增長黑客的理念受到很大的影響。替代了遵循用戶測試的較長開發(fā)周期嘱腥。增長黑客開始用示意圖和草圖測試用戶耕渴，方便在每一個階段快速驗證想法。增長黑客會在咖啡店完成對產(chǎn)品開發(fā)的用戶測試齿兔，而不是必須在企業(yè)使用的實驗室去做。

歷史

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 short term vacation rental platform 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."?In the book "Growth Hacking", Chad Riddersen and Raymond Fong define a Growth Hacker as "a highly resourceful and creative marketer singularly focused on high leverage growth" .

Sean Ellis?在2010年杜撰了“增長黑客”這個詞础米。在博客的文章中分苇，他定義增長黑客為“一個朝正前方成長的人。他們審視他們做的每一件事屁桑，在他的潛力對增長起作用的時候医寿。”?Andrew Chen 把這個詞介紹給廣泛的受眾在博客文章的標(biāo)題蘑斧，“增長黑客是新的營銷總監(jiān)”靖秩，除了定義這個詞须眷，比如他還使用這個詞在度假出租平臺Airbnb的集成式克雷格列表。他寫到“增長黑客是一個營銷人員和碼農(nóng)的混合體沟突，一個著眼于本質(zhì)問題 ‘如何為產(chǎn)品獲取客戶’ 的人花颗，一個用 ‘A/B測試、展示頁面惠拭、病毒式傳播扩劝、可傳送的郵件、開放圖景’ 作為回答的人”职辅。在2012年棒呛，Aaron Ginn?在TechCrunch定義增長黑客為?“具有數(shù)據(jù)思維、有創(chuàng)造性域携、有好奇心” 的人簇秒。在“增長黑客”一書中，Chad Riddersen 和 Raymond Fong 定義增長黑客為 “一個非常機(jī)智和有創(chuàng)意的營銷者秀鞭，并且非常注重杠桿式的增長” 宰睡。

The second annual (2013) "Growth Hackers Conference" was held in?San Francisco?set up by?Gagan Biyani.?It featured growth hackers from LinkedIn, Twitter, and?YouTube?among others.?In 2015, Sean Ellis and?Everette Taylor?created GrowthHackers - the largest website community dedicated to growth hacking and now host the annual GrowthHackers Conference.

第二年度的 “增長黑客大會” 在舊金山舉行。由來自領(lǐng)英气筋、推特拆内、YouTube的增長黑客為主。在2015年宠默，Sean Ellis 和?Everette Taylor?創(chuàng)建了 “增長黑客” ——最大的網(wǎng)站社區(qū)麸恍，為增長黑客和當(dāng)前的年度增長黑客大會做貢獻(xiàn)。

方法

To combat this lack of money and experience, growth hackers approach marketing with a focus on innovation, scalability, and user connectivity.?Growth hacking does not, however, separate product design and product effectiveness from marketing.?Growth hackers build the product's potential growth, including user acquisition, on-boarding, monetization, retention, and virality, into the product itself.?Fast Company?used Twitter "Suggested Users List" as example: "This was Twitter's real secret: It built marketing into the product rather than building infrastructure to do a lot of marketing."?However growth hacking isn't always free.?TechCrunch?shared several nearly free growth hacks explaining that growth hacking is effective marketing and not mythical marketing pixie dust. As new tools(SaaS) come out specifically that focus on more advanced forms of Growth Hacking, more and more tools are being offered as free.

為對抗缺少錢和經(jīng)驗的情況搀矫，增長黑客為達(dá)到營銷的目標(biāo)抹沪，聚焦于創(chuàng)新、延展性瓤球、用戶粘性融欧。但是，增長黑客工具不這樣做卦羡，而是從營銷中把產(chǎn)品設(shè)計和產(chǎn)品效果分隔開噪馏。增長黑客工具構(gòu)建產(chǎn)品的潛在增長力，包括獲取用戶绿饵、導(dǎo)入用戶欠肾、市值化管理、用戶留存拟赊、病毒式傳播刺桃，從而使用戶進(jìn)入產(chǎn)品本身∥睿快公司用推特的 “為用戶建議表” 作為案例：“這是推特真正的機(jī)密：它寧愿花費在產(chǎn)品的營銷上瑟慈，也不愿為基礎(chǔ)建設(shè)投入大量營銷桃移。” 然而增長黑客工具也不總是免費的葛碧。TechCrunch?分享了幾個最近的免費增長黑客工具借杰，說明免費的工具也會有有效的營銷，和非虛構(gòu)的仙塵營銷技術(shù)吹埠。SaaS作為新工具的出現(xiàn)第步，專注于更先進(jìn)的形態(tài)，越來越多的工具開始免費提供缘琅。

The heart of growth hacking is the relentless focus on growth as the only metric that truly matters.?Mark Zuckerberg had this mindset while growing Facebook.?While the exact methods vary from company to company and from one industry to the next, the common denominator is always growth. Companies that have successfully "growth hacked" usually have a viral loop naturally built into their onboarding process.?New customers typically hear about the product or service through their network and by using the product or service, share it with their connections in turn. This loop of awareness, use, and sharing can result in exponential growth for the company.

增長黑客的核心不斷的聚焦于增長為僅有的真實事物的衡量標(biāo)準(zhǔn)粘都。扎克伯格把這套體系運用在Facebook上。這些方法的使用因為公司的不同而不同刷袍，因為產(chǎn)業(yè)的不同而不同翩隧，但是它們共同的特點還是增長。一些公司有成功的增長黑客經(jīng)驗呻纹，通常這些公司會構(gòu)建病毒式循環(huán)營銷在用戶導(dǎo)入流程中堆生。典型的新用戶了解到這些產(chǎn)品和服務(wù)，并且通過網(wǎng)絡(luò)體驗這些產(chǎn)品和服務(wù)雷酪，轉(zhuǎn)而分享產(chǎn)品和服務(wù)在他們的人脈中淑仆。使用和分享的循環(huán)營銷意識，可以為公司帶來指數(shù)型的增長哥力。

Growth hacking frames the user acquisition process through the "funnel" metaphor (in short, new users flow through a 5-stage funnel - acquisition, activation, retention, revenue, referral). Rapidly optimizing this process is a core goal of growth hacking, since making each stage of the funnel more efficient will increase the number of users in the most advantageous stages of the funnel.

增長黑客設(shè)計用戶獲取流程類似 “漏斗”（短期內(nèi)蔗怠，新增用戶流量通過 “漏斗式” 的5個階段：獲取、激活吩跋、留存寞射、獲益、推薦）锌钮∏盼拢快速優(yōu)化流程是增長黑客的核心目標(biāo)，由于提高了漏斗每一階段的有效性梁丘，這將會增加用戶數(shù)在漏斗最有優(yōu)勢的階段侵浸。

Twitter,?Facebook,?Dropbox,?Pinterest,?YouTube,?Groupon,?Udemy,?Instagram?and?Google?are all companies that used and still use growth hacking techniques to build brands and improve profits.

推特、Facebook兰吟、Dropbox通惫、Pinterest、Youtube混蔼、Groupon、Udemy珊燎、Instagram惭嚣、谷歌遵湖，所有這些公司已經(jīng)使用而且將會持續(xù)使用增長黑客的技術(shù)建立品牌影響力和提高收益。

例子

An early example of "growth hacking" was?Hotmail's inclusion of "PS I Love You" with a link for others to get the free online mail service.?Another example was the offer of more storage by Dropbox to users who referred their friends.

一個較早的增長黑客例子是晚吞，Hotmail的夾雜物中用一句 “PS I Love You” 的超鏈接為他人得到免費的在線郵箱服務(wù)延旧。另一個例子是Dropbox為推薦給朋友的用戶提供更大的儲存空間。

Online worldwide independent lodging company,?Airbnb, is an example of growth hacking by coupling technology and ingenuity. Airbnb realized they could essentially hack the Craiglist.org scale and tap both into their user base as well as their website by adding automated listing generators from Airbnb with the feature called "Post to Craigslist". The company's growth was a combination of clever thinking and technical know-how.

全球的在線的獨立的房屋出租公司——Airbnb槽地，有一個結(jié)合了技術(shù)和新穎設(shè)計的增長黑客例子迁沫。Airbnb意識到他們有必要開辟Craiglist.org網(wǎng)站來衡量和接通雙方，從而對接到基礎(chǔ)用戶捌蚊，而且他們的網(wǎng)站增加了自動化表格生成器集畅，被稱作 “發(fā)布到克雷格列表”。公司的成長是結(jié)合了機(jī)智的思考和實現(xiàn)技術(shù)的路徑缅糟。

Growth hacking expert, author and international speaker, Vin Clancy, maintains if your prospects don't buy from you, there are likely 10 other vendors they can choose from. Standing out isn’t a choice, it’s essential in the modern business and social media landscape. In his book, Secret Sauce, The Ultimate Growth Hacking Guide (co-written by Austen Allred), Vin offers a dozen strategies you can actually use to grow a company, service, product, or app.?In his latest book, Ace the Game, he provides a collection of every timely growth hacking technique that's currently being used. From content marketing, to social media, to SEO, and lead generation and everything in-between.

增長黑客專家挺智、作者、國際演說家——Vin Clancy窗宦，宣稱如果你的潛在客戶不從你這里買赦颇，可能還有10個不同的賣家供他們選擇。雖然突顯自己不是一種選擇赴涵，但在現(xiàn)代的商業(yè)和社交媒體領(lǐng)域卻是非常必要的媒怯。在他的《秘訣，終極增長黑客指南》一書中髓窜，Vin提供了一打你可以用來成長一家公司扇苞、服務(wù)、產(chǎn)品纱烘、App的策略杨拐。在他的新書《游戲中的高手》中，他提供了一堆及時的現(xiàn)在正在使用的增長黑客技術(shù)擂啥。從內(nèi)容營銷哄陶，到社交媒體，再到搜索引擎優(yōu)化哺壶，引導(dǎo)了一代人和很多事情貫穿其間屋吨。

One of the easiest examples of "growth hacking" is to add "?sub_confirmation=1" at the end of your?Youtube?channel URL. Everybody will see a?popup?"Confirm Channel Subscription" (works only on desktops). This growth hacking tactic increases?YouTube?subscribers by 400%.

一個最簡單的 “增長黑客” 例子是，添加?"?sub_confirmation=1" 在你的Youtube頻道網(wǎng)址的后面山宾。然后就可以看見彈出的消息 “確認(rèn)訂閱頻道” （僅在桌面作業(yè)）至扰。這次增長黑客策略提升了400%的 Youtube 訂閱量。

Noah Kagan's submission form had four fields: Name, Email, URL, Revenue. He decided to remove the "revenue" field altogether, leaving only three fields—Name, Email and URL. This small change meant an improvement in his conversion rate of 26%.

Noah Kagan的提交表單有四個字段欄：姓名资锰、郵箱敢课、網(wǎng)址、收入。他決定刪除掉收入欄直秆，剩下僅有的姓名濒募、郵箱和網(wǎng)址三個字段欄。這個小的改變意味著他的轉(zhuǎn)換率提升了26% 圾结。

The University of Alberta?increased email subscribers by 500% using a?popup?survey by?Qualaroo?that asked anyone who spent more than?10 seconds?on the site: “You seem interested in UAlberta news. Would you like to sign up for the Daily News email?”.

阿爾伯塔大學(xué)增加了500%的郵件訂閱量瑰剃，通過用一個彈出調(diào)查表的消息框，Qualaroo?征求每一個花費超過10秒鐘在這個網(wǎng)站的人：“你好像對阿爾伯塔大學(xué)的新聞有興趣筝野。你想注冊每日新聞郵件嗎晌姚？”。

完歇竟！

本次翻譯結(jié)合了很多自己的理解挥唠，如果按照維基上的英文硬翻，怕是會有很多人更難理解途蒋，有翻譯不到位的地方也請多多指正猛遍。謝謝。