[Case Study] Crazy Egg’s 100,000 Users acquisition

Published

CSS galleries

Before we launched Crazy Egg, we made our homepage a landing page that collected your name and email address so you could be notified when we launched. On that landing page, we also included a screenshot of our beta product so that you could see what the application looked like.

Go to all of the CSS galleries and spend $10,000 on one-time ad buys. These sites were getting hundreds of thousands, if not millions, of visitors a month from web designers who were our ideal customers.

Through the CSS galleries, we were able to collect almost 20,000 emails.

In addition to that, when we launched the site, we coded it using CSS standards. This allowed us to submit our design to each gallery. Many of them showcased our design, which drove 23,294 visitors and helped drive new users.

Press

We created a list of all of the popular news blogs in the tech space and offered the writers a free $99 Crazy Egg account.

We then helped them set up Crazy Egg on their blog so they could see how it worked.

Using this strategy, we were able to get TechCrunch, Mashable and other popular tech news blogs to cover Crazy Egg.

Business partnerships

There are a lot of businesses that have a large user base but don’t make much money from each user. In essence, their margins are low.

Those businesses are always looking for new ways to make more money from each of their users. If you can offer their users a special version of your product for free, or at a discounted price, they can typically drive you thousands of signups. All you have to do is to give them a 10 to 30% cut of the revenue that comes from their users.

We made deals with companies like Lunar Pages and offered every one of their new customers a free Crazy Egg account. This provided us with thousands of new users for each partner we signed up. Eventually, a percentage of those users converted into paid customers. We ended up keeping 70% of the revenue and paid 30% to our partners.

Speak at conferences

If someone can pay to attend a conference, it means they have money. If you can afford to buy a conference ticket for $500, you can afford to buy software that costs less than $100 a month.

To gain exposure for Crazy Egg, I would apply to speak at conferences and discuss whatever topic the conference organizer wanted me to talk about… even if it wasn’t related to analytics.

Instead of asking the organizer to pay for my travel expenses or to provide me with a speaking fee, I would kindly ask them to make Crazy Egg a sponsor of their event.

Bloggers

There are millions of blogs out there, and many of them have a strong following. To boost our brand recognition, we compiled a list of all the popular bloggers using Technorati and offered them a free $99 Crazy Egg account.

Consider offering bloggers a free version of your product or service. Most bloggers don’t make money and love freebies.

Leverage your product

We created an export feature, which allowed the users to pull their pretty heatmaps and show them off to their visitors. We provided multiple export options to make this easy for any user, no matter what type of device they were using.

Marketing doesn’t just exist outside of your product. Leverage your product to help boost your signup rate… a good example of this is Dropbox. If you want more storage space, you have to invite friends and tell your Twitter followers about Dropbox. Your web app is a powerful marketing tool, so leverage it.

Source: 1