Journal of Strategic Management Studies

Journal of Strategic Management Studies

Identifying the critical success factors of growth hacking in successful Iranian startups

Document Type : Research

Authors
Amir Roustaei 1
Gholamreza Tavakkoli 2
Hassan Torabi 3
1 MA student, Faculty of Management and Industrial Engineering, Malek Ashtar University of Technology, Tehran, Iran
2 Associate Professor, Faculty of Management and Industrial Engineering, Malek Ashtar University of Technology, Tehran, Iran
3 Assistant Professor, Faculty of Management and Industrial Engineering, Malek Ashtar University of Technology, Tehran, Iran
10.22034/smsj.2025.529411.2170
Abstract
Introduction:
The present research aims to identify the key success factors of growth hacking in successful Iranian startups. Given the ever-increasing growth of startups in Iran and the rising importance of finding methods for rapid and effective growth under resource-constrained conditions, growth hacking, as a novel approach in marketing and business development, has garnered special attention. This study endeavors, through a combination of theoretical and empirical insights, to identify the components and strategies that play a role in the success of this approach within the Iranian context.
Methodology:
In the first step, to design the initial conceptual framework, a systematic review of the subject's literature, scientific sources, and previous domestic and international studies was conducted. At this stage, 16 key factors influential in the success of growth hacking were identified, which laid the groundwork for designing data collection tools and deeper analysis. Subsequently, by employing a mixed-methods research approach (qualitative and quantitative), the research data were gathered in two parts: conducting semi-structured interviews with 11 experts and specialists in the digital marketing and startup development fields, and distributing a questionnaire among 24 practitioners in these fields from successful Iranian startups.
Results and Discussion:
For the analysis of qualitative data, the Thematic Analysis method was used. Through this process, 16 sub-themes were extracted from the data, which were ultimately categorized into three main themes:
● Technical and Analytical Factors
● Human and Cultural Factors
● Environmental and Structural Factors
These three dimensions are not isolated; rather, they dynamically interact in shaping the effectiveness of growth hacking in the Iranian context. For instance, technical elements such as A/B testing or funnel optimization require a culture that encourages experimentation and tolerates failure. Similarly, the adaptability and creativity of the human resources significantly influence how well startups respond to structural and environmental constraints, including limitations in infrastructure, access to tools, and external uncertainties. This interplay suggests that focusing on only one dimension in isolation—whether technical proficiency, cultural alignment, or environmental fit—is unlikely to yield sustainable success. Instead, an integrated and cohesive approach is required, one that aligns tools and tactics with people and processes in a way that acknowledges the complexity of the local ecosystem. The research findings indicated that the successful implementation of growth hacking in Iranian startups is not only dependent on digital marketing tools and techniques but also requires a systemic and multifaceted perspective that simultaneously encompasses analytical, human, and environmental dimensions. The most critical components of success in this area are leveraging a data-driven approach for key decisions, using digital tools to execute continuous and rapid tests, and establishing a cycle of learning and continuous improvement within the organization. On the other hand, the limitations of the Iranian market, such as sanctions, lack of direct access to certain tools, economic fluctuations, and a limited pool of specialized human resources, create challenges that necessitate the localization of common global models and their adaptation to the local context. From a strategic perspective, growth hacking in this research was identified as an effective solution in response to three fundamental needs of Iranian startups: resource and budget constraints; the necessity of rapid scalability to solidify a position in a competitive market; and the need to reduce customer acquisition costs to maintain profitability in unstable economic conditions. In such an environment, organizations that have succeeded in combining analytical insight with human creativity, and have used scientific frameworks for decision-making, have been able to achieve sustainable and differentiated growth. Moreover, those startups that consistently collected and acted on customer feedback, and adapted their strategies in response to real-time market reactions, demonstrated a higher level of agility. This strategic agility proved especially valuable in navigating the unpredictable and volatile nature of the Iranian business landscape.
Conclusion:
Finally, based on the data analysis and the combination of results from qualitative and quantitative methods, a three-dimensional conceptual model was developed that illustrates the interrelationship between the three main categories of factors (Technical-Analytical, Human-Cultural, Environmental-Structural). This model can be used as a practical framework for startup managers, growth consultants, investors, and policymakers in Iran's innovation ecosystem. The purpose of designing this model was to provide a tool for analyzing a business's current state, identifying its strengths and weaknesses on the path to growth, and designing solutions tailored to the domestic realities of the country. This research, while emphasizing the importance of an interdisciplinary approach to understanding emerging phenomena like growth hacking, suggests that for long-term success, Iranian startups must pay serious attention not only to leveraging technological and data-driven tools but also to developing human capacities, fostering organizational learning, and localizing global strategies.
Keywords
Growth hacking
Iranian startups
Data-driven approach
Creativity and continuous learning
Rapid scalability
Subjects
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Journal of Strategic Management Studies
Volume 17, Issue 66
Summer 2026
Pages 73-95

  • Receive Date 09 June 2025
  • Revise Date 27 September 2025
  • Accept Date 14 December 2025