[500DISTRO] Shake, Mix, Stir, KABAM! How One Startup Grew from $0 to $360MM in 4 Years
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[500DISTRO] Shake, Mix, Stir, KABAM! How One Startup Grew from $0 to $360MM in 4 Years
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[500DISTRO] Shake, Mix, Stir, KABAM! How One Startup Grew from $0 to $360MM in 4 Years
- 1. $0 TO $360MM IN 4 YEARS FLAT HOLLY LIU, CO-FOUNDER & CHIEF OF STAFF AT KABAM @HollyHLiu
- 2. @HollyHLiu
- 3. @HollyHLiu
- 4. @HollyHLiu
- 5. @HollyHLiu $360 MM $180 MM $30 MM $0 2010 2011 2012 20132009 $360 MM
- 6. @HollyHLiu
- 7. @HollyHLiu
- 8. @HollyHLiu
- 9. @HollyHLiu Non Scalable Growth Methods • Forum / Group Posting • Contests • Blog Posts • Friends and family
- 10. @HollyHLiu Important because… • Product-market fit • Interact directly with customers
- 11. @HollyHLiu Nail It. Then Scale It.
- 12. @HollyHLiu
- 14. @HollyHLiu Scalable Growth Methods paid acquisition sales SEO virality pipeline + team BUYBUILD PARTNER
- 15. @HollyHLiu Why? • Feedback Loops • Easily repeatable – create a playbook • Do once and get massive audience
- 16. @HollyHLiu Scalable Growth Methods paid acquisition sales BUY SEO virality BUILD pipeline + team PARTNER
- 17. @HollyHLiu Build
- 18. @HollyHLiu Focus Areas • Acquisition • Retention • Engagement • Monetization
- 19. @HollyHLiu Business Model • Advertising Business Model = Large audience INSTALLS conver sions invites clicks
- 20. @HollyHLiu Build
- 21. @HollyHLiu Framework • Business Model: Advertising • Focus: Acquisition • Metrics:
- 22. @HollyHLiu Metrics • Click-thru’s (link tracking) • Installs • Invites Sent • Conversions • DAU’s (Daily Active Users)
- 24. @HollyHLiu BUY
- 25. @HollyHLiu 3 Things • Market Opportunity • Team Capabilities • Passion Points
- 27. @HollyHLiu
- 28. @HollyHLiu Framework • Business Model: Free to Play (freemium) • Focus: Retention and Monetization • Metrics:
- 29. @HollyHLiu Metrics • D1 Retention • D7 Retention • ARPU • ARPPU • LTV
- 30. @HollyHLiu LTV (Average Order Value) * (Number of Repeat Sales) * (Average Retention Time) $10 * 12 months * 3 years = $360
- 31. @HollyHLiu LTV - Starbucks (Simple LTV) * (Custom LTV) * (Traditional LTV) Simple LTV = 52(a) * t Custom LTV = t(52 * s * c * p) Traditional LTV =m(r ÷ (1+i-r)) http://blog.kissmetrics.com/how-to-calculate-lifetime-value/?wide=1
- 32. @HollyHLiu Success Cost of Customer Acquisition < Customer Lifetime Value
- 33. @HollyHLiu Scalable Growth Methods paid acquisition sales BUY
- 36. @HollyHLiu Game Plan • Partner – Content – Platform – Applications
- 40. @HollyHLiu Metrics • Organic Traffic • Tagging • Revenue associated with organics
- 41. @HollyHLiu Scalable Growth Methods paid acquisition sales SEO virality pipeline + team BUYBUILD PARTNER
- 42. @HollyHLiu
Editor's Notes
- 20-30%