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20Growth: Revolut's Chief Growth Officer on The Growth Playbook Revolut Used to Scale to $2.2BN in Revenue | How Revolut Launch and Grow Products | Why the Best PMs Don't Need A/B Tests & Why CAC is a BS Metric with Antoine Le Nel

Oct 18, 2024

Antoine Le Nel, Chief Growth and Marketing Officer at Revolut and former VP of Growth at King, shares his insights on growth strategies in fintech. He argues that top product and growth teams succeed without A/B testing and emphasizes the importance of high-quality customer acquisition over CAC. Antoine discusses effective tactics that propelled Revolut to a $2.2 billion revenue milestone, highlights localisation as overrated, and stresses the significance of small, incremental improvements in driving sustained growth.

56:41

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Episode guests

Antoine Le Nel

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Quick takeaways

Successful product managers prioritize intuition over A/B testing for quick, confident decision-making in product launches, emphasizing rapid execution.

Growth strategies require constant adaptation and innovation in performance marketing to compete effectively in a complex customer acquisition landscape.

A growth engine is a comprehensive system of interconnected strategies, where product penetration fosters brand awareness as the business matures.

Deep dives

The Value of Intuition Over A/B Testing

Successful product managers should rely on their intuition to identify the right product instead of solely depending on A/B testing. The emphasis on rapid execution and decisiveness in product launches is highlighted, with a focus on getting products to market quickly. A/B testing is seen as a potential hindrance to growth, as it can extend the time required to launch and may not yield the desired 10x improvements that product managers aspire to achieve. This approach promotes a mindset of confidence in decision-making, trusting that good product managers can successfully identify the optimal solution through experience.

Focus on ROI, Not CAC

01:31

Optimize Relentlessly to Win in Growth

01:20

Embrace Weekly Cycles for Agile Problem-Solving

01:35

Cut the Weak; Fuel the Growth

01:41

Intro

3min

Agility in Gaming: Strategies from Candy Crush to Revolut

10min

Building a Growth Engine

13min

Strategies for Global Market Entry

17min

Incremental Growth Strategies

8min

Evolving Operational Strategies and Growth Tactics in the Corporate Landscape

2min

Strategies for Effective Growth Leadership and Product Expansion

4min

Antoine Le Nel is the Chief Growth and Marketing Officer at Revolut, one of the fastest growing fintechs on the planet. Prior to Revolut, Antoine spent an incredible 7 years at King (Makers of Candy Crush) overseeing continuous expansion of the world's most famous mobile game as VP of Growth.

10 Questions with Revolut’s Chief Growth Officer:

Why does Antoine believe that the best product and growth teams do not need to do A/B tests?
Why does Antoine believe the best growth teams do not believe in anything?
What growth tactics have worked best for Revolut? What did they learn?
What have been the biggest growth flops? How did that change their approach?
Why does Antoine believe localisation in product is BS and overrated?
Why does CAC never come up at Revolut? Why do they not believe it is a metric to focus on? What metrics do they focus on instead?
What does Antoine mean when he says “growth is a bidding war”? How does one win the “bidding war” today?
Why does Antoine believe the best growth teams focus on optimisations and 1% gains not moving the needle for a company?
What are the single biggest mistakes growth teams make today? What used to work that no longer works?
What growth tactic is most effective but also most under-utilised? How can startups take advantage of this?

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