Forget the latest acquisition Growth Hack. Retention is the MOST important aspect of both early traction and long term growth. Retention is about keeping customers each month, so at the end of each month you have new customers you have retained PLUS the customers acquired (and retained) in previous months. Over time this builds. And Step one in tracking and improving your retention starts with measuring and improving your retention.

1. PAUL BOYCE, CoFounder & CEO
www.popcornmetrics.com info@popcornmetrics.com @popcornmetrics

2. Traction and Growth:
why retention matters
www.popcornmetrics.com info@popcornmetrics.com @popcornmetrics

3. I’m inspired by:
Alex Schultz (VP Growth Facebook),
Brian Balfour (VP Growth Hubspot),
Dan Wolchonok (Growth Hubspot)
Andrew Chen (essays on growth)
www.popcornmetrics.com info@popcornmetrics.com @popcornmetrics

4. RETENTION =
“keeping as many users for
as long as possible.”
www.popcornmetrics.com info@popcornmetrics.com @popcornmetrics

5. if you aren’t retaining:
● low LTV (Life Time Value)
● limited Acquisition channels
● less referrals (virality)
● poor traction (no value?)
● funding (difficult?)
www.popcornmetrics.com info@popcornmetrics.com @popcornmetrics

6. “If you don’t have good retention,
nothing else matters.”
Brian Balfour, VP Growth, Hubspot
www.popcornmetrics.com info@popcornmetrics.com @popcornmetrics

7. BAD
Retention
COHORTS SHRINK
SOURCE: Dan Wolchonok
(Hubspot)
www.popcornmetrics.com info@popcornmetrics.com @popcornmetrics

8. GOOD
Retention
COHORTS RETAIN
SOURCE: Dan Wolchonok
(Hubspot)
www.popcornmetrics.com info@popcornmetrics.com @popcornmetrics

9. REAL DATA:
Average retention
rates for Android apps.
www.popcornmetrics.com info@popcornmetrics.com @popcornmetrics

10. Average
Retention:
Android
apps
SOURCE: QUETTRA /
ANDREW CHEN
www.popcornmetrics.com info@popcornmetrics.com @popcornmetrics

11. Retention:
Top 5000
Android
apps
SOURCE: QUETTRA /
ANDREW CHEN
www.popcornmetrics.com info@popcornmetrics.com @popcornmetrics

12. Day 1 retention
has a massive impact.
www.popcornmetrics.com info@popcornmetrics.com @popcornmetrics

13. so, how do I
improve retention?
www.popcornmetrics.com info@popcornmetrics.com @popcornmetrics

14. first, build
a retention curve:
go read this article:
bit.ly/retention-curve
www.popcornmetrics.com info@popcornmetrics.com @popcornmetrics

15. GOAL: Push
the curve up.
prioritise
d1, w1
SOURCE: POPCORNMETRICS.COM
www.popcornmetrics.com info@popcornmetrics.com @popcornmetrics

16. connect people with what
makes them stick. ASAP!
facebook: connect friends (10 in 14 days)
zapier: create your first Zap
airbnb: find that first “cool” listing
trello: create project, add coworkers
intercom.io: install JS, send first message
www.popcornmetrics.com info@popcornmetrics.com @popcornmetrics

17. find the value.
look at onboarding.
www.popcornmetrics.com info@popcornmetrics.com @popcornmetrics

18. 1. get a baseline.
2. get inspiration.
3. prioritise ideas.
4. run experiments.
5. measure results.
6. learn what works.
7. repeat.
www.popcornmetrics.com info@popcornmetrics.com @popcornmetrics
7step
formula:

19. that blog post (again):
bit.ly/retention-curve
www.popcornmetrics.com info@popcornmetrics.com @popcornmetrics

20. 50% OFF for 4 months
(only for Event Attendees)
signup at PopcornMetrics.com
www.popcornmetrics.com info@popcornmetrics.com @popcornmetrics

21. questions?
www.popcornmetrics.com info@popcornmetrics.com @popcornmetrics

22. thank you.
www.popcornmetrics.com info@popcornmetrics.com @popcornmetrics

23. Retention Rates Vary:
Social Media: 80%
Ecommerce: 20-30%
Figure out what creates value.
Get users to that value: fast.
www.popcornmetrics.com info@popcornmetrics.com @popcornmetrics

24. why retention matters:
● higher LTV
● afford higher CAC
● increase Referrals (virality)
● early traction: Prove Value
● access funding? (ask me)
www.popcornmetrics.com info@popcornmetrics.com @popcornmetrics

25. Retention
will
impress
investors.
SOURCE: Mamoon Hamid,
Partner at The Social+Capital
Partnership (VC)
www.popcornmetrics.com info@popcornmetrics.com @popcornmetrics

26. 5 ideas to test:
TARGET: first few days, especially D1
● messaging
● onboarding flow
● find your “magic moment”
● look at best users
● get to value ASAP
www.popcornmetrics.com info@popcornmetrics.com @popcornmetrics