Your SlideShare is downloading. ×
0
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Lean Startup - Customer Development - Aarrr metrics
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×
Saving this for later? Get the SlideShare app to save on your phone or tablet. Read anywhere, anytime – even offline.
Text the download link to your phone
Standard text messaging rates apply

Lean Startup - Customer Development - Aarrr metrics

3,564

Published on

Published in: Technology, Business
0 Comments
5 Likes
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total Views
3,564
On Slideshare
0
From Embeds
0
Number of Embeds
1
Actions
Shares
0
Downloads
53
Comments
0
Likes
5
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
No notes for slide

Transcript

  • 1. How to catch the fishAnd learn how to improve your fishing power
  • 2. WHY I AM HERETo kick your ass...
  • 3. WHY I AM HERETime to wake up...
  • 4. WHAT DO YOU REALLYKNOW ABOUT YOURREALITY?
  • 5. THERE IS NO WAY BACK!
  • 6. WHAT IS THE PROBLEM YOUARE TRYING TO SOLVE?
  • 7. WHAT IS YOUR MOSTIMPORTANT CUSTOMERSEGMENT?
  • 8. WHO IS YOUR BESTCUSTOMER?
  • 9. WHY IS THIS YOUR BESTCUSTOMER?
  • 10. HOW DO YOU (PLAN TO)MAKE YOUR MONEY?
  • 11. HAVE YOU COLLABORATEDWITH YOUR (POTENTIAL)CUSTOMERS?
  • 12. WHO TRIED THISBEFORE?
  • 13. WHAT IS YOUR MOSTUSED FEATURE?
  • 14. THERE IS NO WAY BACK!
  • 15. YOU’RE DOING TOO MUCH
  • 16. EVERY WEEKKILL A FEATURE
  • 17. DON’T HANG ON TO THINGSTHAT YOU MIGHT BUILDSOMEDAY
  • 18. CREATE HYPER FOCUS
  • 19. TAKE OUT A FEATURE ANDMONITOR THE REACTIONS
  • 20. Either they love it or hate it, all other reactions means you’re screwedOPTIMIZE FORHAPPINESS
  • 21. Dave McClures’AARRR
  • 22. Create different storylines for different combinationsNARRATIVE OF YOURPROCESS
  • 23. Let’s take a look at this meta-frameworkEXAMPLES
  • 24. #1 DOGGIECOLRSocial Network for Dog LoversMakes money through advertising and affiliate sales oflush dog collars.Key business driversAdvertising and affiliates need large traffic/page viewsso growth and retention are key.
  • 25. ACQUISITION VISITACQUISITION SIGN-UPACTIVATION CREATE PROFILEACTIVATION POST PICTURES COMMENTREFERRAL SHARE PICTURES INVITE FRIENDSREVENUE BUY COLAR
  • 26. #2 AGILESAMBAProject management tool for AgilestartupsMakes money through monthly subscriptions. Has a freetrial period.Key business driversConversion to paid users and cancellation rates.
  • 27. ACQUISITION VISITACQUISITION SIGN-UPACTIVATION CREATE PROJECTREVENUE UPGRADES PAIDREVENUE CANCELS ACCOUNT
  • 28. Let’s take a closer look at this meta-frameworkACQUISITION
  • 29. ARE YOU FISHING IN THERIGHT POND?
  • 30. HOW DO YOU GET NEWCUSTOMERS?
  • 31. IS YOUR MESSAGEREACHING THE RIGHTPEOPLE?
  • 32. ARE YOU FOCUSSING ONTHE RIGHT PEOPLE?
  • 33. ACTIVATION
  • 34. ARE YOU USING THERIGHT BAIT?
  • 35. HOW DO YOU LANDPOTENTIAL CUSTOMERS?
  • 36. IS YOUR MESSAGECLEAR?
  • 37. ARE YOU HELPING YOURCUSTOMERS?
  • 38. RETENTION
  • 39. DO YOU USE THE RIGHTMATERIAL?
  • 40. HOW DO YOU MAKECUSTOMERS STAY?
  • 41. DO YOU OFFER THERIGHT EXPERIENCE?
  • 42. DO YOU OFFER QUALITY?
  • 43. REFERRAL
  • 44. HOW DO YOUR FISHESLURE IN MORE FISHES?
  • 45. HOW IMPORTANT ISWORD OF MOUTH?
  • 46. HOW EASY IS IT FORCUSTOMERS TO SHARETHEIR EXPERIENCES?
  • 47. REVENUE
  • 48. SELLING YOUR FISH
  • 49. HOW DO YOU (PLAN TO)MAKE YOUR MONEY?
  • 50. ARE YOU CATCHING THERIGHT FISH?
  • 51. TIME TO STARTMEASURING AND LEARN
  • 52. Metrics that make you feel good but don’t tell anything…VANITY METRICS
  • 53. 150 000 UsersNumerous superior competitors…WHAT WOULD INDICATESUCCES?
  • 54. Let us examine Facebook…WHAT WOULD INDICATESUCCES?
  • 55. Metrics that matter!• Value Hypothesis  How do we add more value to our cusotmers live?• Growth Hypothesis  Through what engine will we acquire new customers?
  • 56. Metrics that matter!• Value Hypothesis  How do we add more value to our cusotmers live?• Growth Hypothesis  Through what engine will we acquire new customers?
  • 57. Fact: New users are more engaged! Group users in month or week.COHORT
  • 58. Let different groups of customers validate different new featuresA-B TESTING
  • 59. Experiment, validate learning & change!RATE OF VALIDATEDLEARNING
  • 60. Viral Coeff = Invites * Conversion Rate Examples: Facebook, Hotmail…Focus on Acquisition & Referral – Revenu is side effectVIRAL COEFFICIENT
  • 61. LTV = Cost of Acquiring Customer / Earnings from that customer Examples: Amazon, Match.com…Focus on Activation & Retention – Payment is centralLIFETIME VALUE (LTV)
  • 62. Recommended Software• Ubounce• KISS Metrics• Survey.io• Wufoo• LinkShiftr
  • 63. WE DONT’T KNOWENOUGH!
  • 64. WE’RE DOING TO MUCH!
  • 65. AcquisitionActivationRetentionReferralRevenueWE CAN USE AARRR TOBUILD THE NARRATIVE OFYOUR STRATEGY!
  • 66. WE SHOULD FOCUS ONREAL METRICS
  • 67. JWE SHOULD GO OUT ANDCOLLABORATE WITH OURCUSTOMERS!
  • 68. THERE IS NO WAY BACK!
  • 69. Thank youSlidedeck by: Erik Talboom – Jurgen De Smet – Maarten Volders

×