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8 Tips for Scaling Mobile Users in China
What can we learn from Uber
Edith Yeung (@edithyeung)	
  
Edith Yeung is a Partner at 500 Startups’ Mobile
Collective, focusing on investing in mobile apps and
consumer internet startups.
Before 500, Edith was the VP of marketing & business
development for Dolphin Browser. Dolphin Browser is a
Sequoia-backed mobile browser with over 150 million
installs worldwide. She also founded RightVentures -
seed stage investment firm focusing on mobile and
consumer internet companies. Prior, she led many
operation roles at Oracle, Siebel, AT&T, Symantec,
Telstra, Cisco, Autodesk, etc.
China by the number
•  Over 1.35 billion in population
•  691 million smartphone subscribers as of July 2015
•  260 million people live in just 15 Chinese cities
•  549 million WeChat monthly active users 	
  
•  21 unicorn companies since 2011
•  Over 200 app stores in China
•  Apple sold over 13 million units of iPhone in China
only over a weekend in September 2015
Source:	
  Unicorn	
  list	
  -­‐	
  h1ps://www.cbinsights.com/research-­‐unicorn-­‐companies	
  
China is tough
•  Regulatory barriers. Google vs. Baidu
•  Device fragmentation. It’s an Android world
•  Fraud. Fake users, fake installs and fake rides
•  Language barriers. No English
•  Great firewall. No Google, Facebook or Twitter.
Who loves China?
8 Tips for Scaling Mobile Users in China by Edith Yeung
8 Tips for Scaling Mobile Users in China by Edith Yeung
8 Tips for Scaling Mobile Users in China by Edith Yeung
Scaling Mobile Users in China
Act like an Unicorn
8 Tips for Scaling Mobile Users in China by Edith Yeung
8 Tips for Scaling Mobile Users in China
1.  Chinese Naming 101
2.  Optimize 3rd Party App Stores
3.  Offline marketing works. QR code is popular!
4.  Online marketing works plus more
5.  Socialize Chinese style
6.  Hyper local communications
7.  Hyper local product offerings
8.  Hyper local legal entity
Chinese Naming 101
领英	
  	
  
优步	
  	
   Elegant Ride
Best Talent
I want Jobs51	
  
Optimize for 3rd Party App Stores
1.  360 Mobile Assistant 360 手机助手
2.  91 Assistant 91 助手
3.  Xiaomi	
  MIUI	
  App	
  Store
4.  Wandoujia 豌豆
5.  Anzhi 安智官网
6.  Huawei	
  App	
  Store	
  
7.  Himarket 安卓市场
8.  vivo手机助手	
  
Uber on Chinese app store with
keywords including all cities available
Offline Marketing Works
•  QR code is extremely
popular
•  Street campaigns
•  Coupon codes
•  Fliers
•  Booth babes
Uber driver QR code ad
Booth helpers in China
I took these photos at GMIC Beijing 2014
Mobile Marketing – Fake or not!
腾讯广点通	
  -­‐	
  Tencent	
  	
  
百度移动网盟	
  Baidu	
  Union	
  	
  
新浪粉丝通	
  –	
  Sina	
  Fan	
  Network	
  	
  	
  
多盟-­‐	
  Domob	
  	
  
有米	
  –	
  Youmi	
  	
  
力美	
  –	
  Limei	
  	
  
Source:	
  Photo	
  -­‐	
  h1p://www.cultofmac.com/311171/crazy-­‐iphone-­‐rig-­‐shows-­‐chinese-­‐workers-­‐manipulate-­‐app-­‐store-­‐rankings/	
  
Fake installs generation process ☺
Mobile Marketing - Partner with Mega Apps
1.  News apps (今日头条)
2.  Messaging apps (WeChat)
3.  Dating apps (陌陌, or Momo)
4.  Weather apps
5.  Map apps
Baidu Maps integrated with Uber
Hyper local communication
Uber driver ad in Beijing
Uber price list in Xiamen
Uber QR code in Xian
Hyper local communication
Uber driver app instruction print out
Socialize Chinese Style
Uber official accounts on Wechat
1.  Wechat
2.  Weibo
3.  Renren
4.  Kaixin
5.  Tencent’s Weibo
Socialize Chinese Style
Hyper Local offering – Give what the
people want
Uber People Launch event
Local China Entity
8 Tips for Scaling Mobile Users in China
1.  Chinese Naming 101
2.  Optimize 3rd Party App Stores
3.  Offline marketing works. QR code is popular!
4.  Online marketing works plus more
5.  Socialize Chinese style
6.  Hyper local communications
7.  Hyper local product offerings
8.  Hyper local legal entity
You can have your mooncake and eat it too.
You can find my presentation at:
•  Deck http://www.edith.co/#blog
•  Email edith@500.co
•  Twitter @edithyeung
•  Newsletter http://www.edith.co/#newsletter

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8 Tips for Scaling Mobile Users in China by Edith Yeung

  • 1. 8 Tips for Scaling Mobile Users in China What can we learn from Uber Edith Yeung (@edithyeung)  
  • 2. Edith Yeung is a Partner at 500 Startups’ Mobile Collective, focusing on investing in mobile apps and consumer internet startups. Before 500, Edith was the VP of marketing & business development for Dolphin Browser. Dolphin Browser is a Sequoia-backed mobile browser with over 150 million installs worldwide. She also founded RightVentures - seed stage investment firm focusing on mobile and consumer internet companies. Prior, she led many operation roles at Oracle, Siebel, AT&T, Symantec, Telstra, Cisco, Autodesk, etc.
  • 3. China by the number •  Over 1.35 billion in population •  691 million smartphone subscribers as of July 2015 •  260 million people live in just 15 Chinese cities •  549 million WeChat monthly active users   •  21 unicorn companies since 2011 •  Over 200 app stores in China •  Apple sold over 13 million units of iPhone in China only over a weekend in September 2015 Source:  Unicorn  list  -­‐  h1ps://www.cbinsights.com/research-­‐unicorn-­‐companies  
  • 4. China is tough •  Regulatory barriers. Google vs. Baidu •  Device fragmentation. It’s an Android world •  Fraud. Fake users, fake installs and fake rides •  Language barriers. No English •  Great firewall. No Google, Facebook or Twitter.
  • 10. Act like an Unicorn
  • 12. 8 Tips for Scaling Mobile Users in China 1.  Chinese Naming 101 2.  Optimize 3rd Party App Stores 3.  Offline marketing works. QR code is popular! 4.  Online marketing works plus more 5.  Socialize Chinese style 6.  Hyper local communications 7.  Hyper local product offerings 8.  Hyper local legal entity
  • 13. Chinese Naming 101 领英     优步     Elegant Ride Best Talent I want Jobs51  
  • 14. Optimize for 3rd Party App Stores 1.  360 Mobile Assistant 360 手机助手 2.  91 Assistant 91 助手 3.  Xiaomi  MIUI  App  Store 4.  Wandoujia 豌豆 5.  Anzhi 安智官网 6.  Huawei  App  Store   7.  Himarket 安卓市场 8.  vivo手机助手   Uber on Chinese app store with keywords including all cities available
  • 15. Offline Marketing Works •  QR code is extremely popular •  Street campaigns •  Coupon codes •  Fliers •  Booth babes Uber driver QR code ad
  • 16. Booth helpers in China I took these photos at GMIC Beijing 2014
  • 17. Mobile Marketing – Fake or not! 腾讯广点通  -­‐  Tencent     百度移动网盟  Baidu  Union     新浪粉丝通  –  Sina  Fan  Network       多盟-­‐  Domob     有米  –  Youmi     力美  –  Limei     Source:  Photo  -­‐  h1p://www.cultofmac.com/311171/crazy-­‐iphone-­‐rig-­‐shows-­‐chinese-­‐workers-­‐manipulate-­‐app-­‐store-­‐rankings/   Fake installs generation process ☺
  • 18. Mobile Marketing - Partner with Mega Apps 1.  News apps (今日头条) 2.  Messaging apps (WeChat) 3.  Dating apps (陌陌, or Momo) 4.  Weather apps 5.  Map apps Baidu Maps integrated with Uber
  • 19. Hyper local communication Uber driver ad in Beijing Uber price list in Xiamen Uber QR code in Xian
  • 20. Hyper local communication Uber driver app instruction print out
  • 21. Socialize Chinese Style Uber official accounts on Wechat
  • 22. 1.  Wechat 2.  Weibo 3.  Renren 4.  Kaixin 5.  Tencent’s Weibo Socialize Chinese Style
  • 23. Hyper Local offering – Give what the people want Uber People Launch event
  • 25. 8 Tips for Scaling Mobile Users in China 1.  Chinese Naming 101 2.  Optimize 3rd Party App Stores 3.  Offline marketing works. QR code is popular! 4.  Online marketing works plus more 5.  Socialize Chinese style 6.  Hyper local communications 7.  Hyper local product offerings 8.  Hyper local legal entity
  • 26. You can have your mooncake and eat it too.
  • 27. You can find my presentation at: •  Deck http://www.edith.co/#blog •  Email edith@500.co •  Twitter @edithyeung •  Newsletter http://www.edith.co/#newsletter