• Average Revenue Per User
• Take the average of your users and the plans
they are on and average it out.
• Use this as a discussion around your price
points and plans. Which plan are you trying to
get people to signup for? Is there an imbalance?
• Get more customers or drive this higher?
• Weekly Sales Growth
• Measure just about anything. Best are revenue
and active users
• WSG = (present - start) / (start)
• Example: 100 customers on Sunday, 112
customers on Saturday = 12% growth
• (112 - 100) / 100 = 12%
“A good growth rate during YC is 5-7% a week.
If you can hit 10% a week you're doing
exceptionally well. If you can only manage 1%,
it's a sign you haven't yet ﬁgured out what
• Net Promoter Score
• 1 Question: How likely is it that you would
recommend [your product] to a friend or colleague?
• Promoters: 9-10
• Passives: 7-8
• Detractors: 0-6
• NPS = (% of P) - (% of D)
• Example: Send email to 100 people. 20 score
9+, 30 score 0-6. NPS is -10. (-10 = 20% - 30%)
• You want this to be positive
• Better for enterprise/B2B apps than viral
• Do this every 6 months for all users. Do 30-60
days for batches of new users
• What happens when users share your product?
• VC = (# of invites) / (# actions)
• Aim for coefﬁcient greater than 1. That means for
every user that signs up, they will cause another
person to signup
• Better for consumer or social apps than NPS
• Keep metrics on cohorts & overall
• Try different ranges (i.e. weekly & monthly
• Don’t delete data (i.e. users when they cancel)
• Don’t forget to build your business
• If you have just launched, ignore most of what I
just said. Concentrate on Metrics for Pirates -
AARRR - http://500hats.typepad.com/500blogs/
• Calculate your churn & weekly sales growth
• Take 5 minutes and send survey for NPS
• Mailchimp + SurveyMonkey = easy NPS