1. Startup Metrics For Pirates Startup Weekend Sao Paulo November 2011 - #SWSP Dave McClure @DaveMcClure http://www.500startups.com http://500hats.typepad.com http://slideshare.net/dmc500hats AARRR !

3. 500 Startups Seed Fund & Accelerator (230+ companies, 10+ countries )

4. [ This Talk ]

8. Platforms 2.0 Search, Social, Mobile

9. What’s a Platform? Successful Platforms have 3 Things: 1) Features 2) Users 3) Money Users . . Money Features Growth Profit Profitable Growth Awesome

12. [ Interesting Shit. ]

13. Read Geoffrey Miller Sex + Evolution + Consumer Mktg = Awesome Sauce

14. More Great Shit. Psychology + Comics

15. [The Lean Startup] [Startup Metrics 4 Pirates ]

18. Discover Customers (Steve Blank, SteveBlank.com)

19. Iterate , Dammit. (Eric Ries, StartupLessonsLearned.com) LEARN BUILD MEASURE IDEAS CODE DATA

20. Product/Market Fit b4 “Launch” (Sean Ellis, Startup-Marketing.com) Startup-Marketing.com

21. 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

26. [ Constructing MVP ]

30. Example Conversion Metrics (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

32. [ Getting 2 PMF ]

35. Better or Different . Funny! Shocking !!! Accepted Not Funny.

36. [ Testing 4 AUX ]

37. Discover Meaning Why Should Users CARE About Your Product? Kathy Sierra: “ Creating Passionate Users ”

39. How 2 Tell if Design/UX is Good ?

40. [ Metrics 4 ACQ ]

44. [ What is WINNING? ]

46. [ The Lean Investor ]

51. [ Don ’t Pitch Me, Bro. ] Seriously : Don ’t. F*#king . Pitch Me. (and don ’t email me either, cuz i won’t read it)

54. Appendix

55. Startup Metrics Activation

60. Startup Metrics Retention

66. Startup Metrics Acquisition

72. Startup Metrics Referral

73. 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

77. Startup Metrics Revenue

78.