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Startup Metrics 4 Pirates (July 2010)

Slides from my Startup Metrics for Pirates talk at Seattle Startup Collective (July 2010). Same old shit, just a few new tweaks. Nice pretty colors though... ugh.

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Startup Metrics for Pirates Seattle Startup Collective Seattle, July 2010 Dave McClure  @DaveMcClure http://www.500hats.com http://500hats.typepad.com http://slideshare.net/dmc500hats HashTags: #seastart #aarrr #leanstartup AARRR !
Why I’m Here:  2 Kick Yr ASS. ,[object Object],[object Object],[object Object],[object Object],YOUR SILLY FUCKING HOPES & DREAMS, ABOUT TO BE  CRUSHED THE  REALITY : U  SUCK , YR PRODUCT  SUCKS , & U WILL  FAIL …  HARD .
Discover  Meaning What Do Users Care About Enough to  F**k   or  Kill   ? Kathy Sierra: “ Creating Passionate Users”
Startup Challenges ,[object Object],[object Object],[object Object],[object Object]
AARRR!: 5-Step Startup Metrics Model Website.com R evenue $$$ Biz Dev Ads, Lead Gen, Subscriptions, ECommerce A CQUISITION SEO SEM Apps & Widgets Affiliates Email PR Biz Dev Campaigns, Contests Direct, Tel, TV Social Networks Blogs Domains R etention Emails & Alerts System Events & Time-based Features Blogs, RSS, News Feeds
Startup 2.0:  “Lean Investor” Model ,[object Object],[object Object],[object Object],[object Object]

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Startup Metrics 4 Pirates (July 2010)

  • 1. Startup Metrics for Pirates Seattle Startup Collective Seattle, July 2010 Dave McClure @DaveMcClure http://www.500hats.com http://500hats.typepad.com http://slideshare.net/dmc500hats HashTags: #seastart #aarrr #leanstartup AARRR !
  • 2.
  • 3. Discover Meaning What Do Users Care About Enough to F**k or Kill ? Kathy Sierra: “ Creating Passionate Users”
  • 4.
  • 5. AARRR!: 5-Step Startup Metrics Model Website.com R evenue $$$ Biz Dev Ads, Lead Gen, Subscriptions, ECommerce A CQUISITION SEO SEM Apps & Widgets Affiliates Email PR Biz Dev Campaigns, Contests Direct, Tel, TV Social Networks Blogs Domains R etention Emails & Alerts System Events & Time-based Features Blogs, RSS, News Feeds
  • 6.
  • 7. [Pardon The Blatant Commercial]
  • 8.
  • 9. 500 Hats Investments (27 deals, 2004-2010, ~$400K) LinkDex oneforty Networked Blogs MyGengo Votizen Postling EcoMom SiteJabber Graphicly WePay Plancast 2004-2008: 13 deals, avg $25K results: 1 exit @ $170M (9x), +3-6 future wins 2009-10 (last 9 mo’s): 14 deals, avg $10K Recurly AwayFind
  • 10. Founders Fund Investments (43 deals, 2008-2010) Results : 8 raised seed rd $500K+ (+3 more break-even) Results : 5 raised next rd $2M+, 1 exit (expect 5+ more) Facebook Incubator 22 deals ($850K) ~$15-75K FF Angel LLC 21 deals ($2M) ~$50-250K
  • 11.
  • 12.
  • 13.
  • 14.
  • 15.
  • 16.
  • 17. Discover Meaning What Do Users Care About Enough to F**k or Kill ? Kathy Sierra: “ Creating Passionate Users”
  • 18.
  • 19. The Faces, The MotherF ** king Faces … Or, a BIG -ass Butt[on]
  • 20.
  • 21.
  • 22. AARRR!: 5-Step Startup Metrics Model Website.com R evenue $$$ Biz Dev Ads, Lead Gen, Subscriptions, ECommerce A CQUISITION SEO SEM Apps & Widgets Affiliates Email PR Biz Dev Campaigns, Contests Direct, Tel, TV Social Networks Blogs Domains R etention Emails & Alerts System Events & Time-based Features Blogs, RSS, News Feeds
  • 23.
  • 24.
  • 25.
  • 26.
  • 27.
  • 28.
  • 29. Example Conversion Dashboard (note: *not* actuals… your mileage may vary) Stage Conversion Status Conv. % Est. Value (*not* cost) Acquisition Visitors -> Site/Widget/Landing Page (2+ pages, 10+ sec, 1+ clicks = don’t abandon) 60% $.05 Activation “ Happy” 1 st Visit; Usage/Signup (clicks/time/pages, email/profile reg, feature usage) 15% $.25 Retention Users Come Back; Multiple Visits (1-3x visits/mo; email/feed open rate / CTR) 5% $1 Referral Users Refer Others (cust sat >=8; viral K factor > 1; ) 1% $5 Revenue Users Pay / Generate $$$ (first txn, break-even, target profitability) 2% $50
  • 30.
  • 31.
  • 32.
  • 33.
  • 34.
  • 35.
  • 36.
  • 37.
  • 38.
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  • 42.
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  • 47.
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  • 49.
  • 50.
  • 52.
  • 53.
  • 54.
  • 55.
  • 56.
  • 58. Website.com Focus on driving referrals * after * users have a “ happy ” experience; avg score >= 8 out of 10 Referral Acquisition SEO SEM Apps & Widgets Affiliates Email PR Biz Dev Campaigns, Contests Direct, Tel, TV Social Networks Blogs Domains Retention Emails & Alerts System Events & Time-based Features Blogs, RSS, News Feeds
  • 59.
  • 60.
  • 61.
  • 63. Website.com Revenue This is the part *you* still have to figure out… (we don’t know jack about your business) R evenue $$$ Biz Dev Ads, Lead Gen, Subscriptions, ECommerce Acquisition SEO SEM Apps & Widgets Affiliates Email PR Biz Dev Campaigns, Contests Direct, Tel, TV Social Networks Blogs Domains Retention Emails & Alerts System Events & Time-based Features Blogs, RSS, News Feeds
  • 64.
  • 65.
  • 66.

Editor's Notes

  1. I know, too many bullets…
  2. If you don’t remember anything else, perhaps this graphic & the next 2-3 might be useful.
  3. Qualitative: SurveyMonkey (surveys), CrazyEgg (heatmap), TechSmith Morae / UserVue (ux recording), RobotReplay, TapeFailure. Quantitative: Google Analytics (free), MyBlogLog, ClickTracks, Index Tools, Visual Sciences / Webside Story, Omniture, WebTrends, etc. Comparative: Google Website Optimizer, SiteSpect, Optimost, Offermatica, Vertster, Kefta. Competitive: Quantcast, Compete.com, Alexa, Hitwise, Comscore, Nielsens. see more info at: http://webanalyticsassociation.com/ (WAA) http://kaushik.net/ (Avinash Kaushik) http://grokdotcom.com/ (Eisenbergs) http://www.emetrics.org/ (Jim Sterne)