Agilia Budapest - Driving Business Decisions with Pirate Metrics
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Pirate metrics is a customer lifecycle framework used to optimize business processes by measuring key metrics at different stages of the customer journey. It was presented using examples from product betas and a job searching process. The framework involves measuring acquisition, activation, retention, revenue, and referrals. The presentation emphasized starting by reviewing current data, mapping user flows, identifying the biggest drop-off point, and focusing on improving that stage through the "magic moment" which moves users further in the funnel.
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Agilia Budapest - Driving Business Decisions with Pirate Metrics
- 1. Driving Business Decisions With Pirate Metrics @bendet_ori
- 2. Source: “Forrester Data Global Business Technographics® Data And Analytics Survey, 2016” 51% of business decisions are made using “gut feeling”
- 3. Source: "The Customer Experience Is Written in Data,” - Google/econsultancy, 05/2017 2/3 of leading marketers state that decisions made with data are superior
- 7. >
- 9. Ori Bendet Director, Product Management About Me An experienced Product Manager with both Enterprise and Startup experience combining strong technical and marketing skills. I’m currently leading a SaaS based digital learning platform at Time To Know called iEcho who helps instructors and SMBs digitize their learning processes.
- 10. The reasons I don’t go to sleep
- 11. About Time To Know
- 12. About Time To Know A next-generation training solutions company with 12 years of Ed-Tech experience and expertise
- 13. About Time To Know A next-generation training solutions company with 12 years of Ed-Tech experience and expertise T2K Echo delivers effective training with a blended learning methodology
- 14. About Time To Know A next-generation training solutions company with 12 years of Ed-Tech experience and expertise T2K Echo delivers effective training with a blended learning methodology
- 15. Our Group
- 16. Our Group
- 17. Our Group
- 18. Our Group
- 20. Let’s get to Business!
- 21. Let’s get to Business!
- 22. Let’s get to Business! But before…
- 24. ASK QUESTIONS!
- 25. ASK QUESTIONS! (we have plenty of time ;-) )
- 26. Agenda
- 27. Agenda Intro to Pirate Metrics
- 28. Agenda Intro to Pirate Metrics Real example I - a tale of 2 betas
- 29. Agenda Intro to Pirate Metrics Real example I - a tale of 2 betas Real example II - down the funnel hole
- 30. Agenda Intro to Pirate Metrics Real example I - a tale of 2 betas Real example II - down the funnel hole A practical guide to get started
- 31. Agenda Intro to Pirate Metrics Real example I - a tale of 2 betas Real example II - down the funnel hole A practical guide to get started Real world example
- 32. Agenda Intro to Pirate Metrics Real example I - a tale of 2 betas Real example II - down the funnel hole A practical guide to get started Real world example
- 33. Lean Cycle
- 34. Lean Canvas
- 35. Intro to Pirate Metrics A customer-lifecycle framework used to determine where you should focus on optimizing your funnel, to make the most of your scarcest resource — your time Invented in 2007 by Dave McLurre, founder of 500 Startups accelerator
- 36. Intro to Pirate Metrics
- 37. Intro to Pirate Metrics Acquisition How do users find you?
- 38. Intro to Pirate Metrics Acquisition How do users find you? Activation Do users have a great 1st experience?
- 39. Intro to Pirate Metrics Acquisition How do users find you? Activation Do users have a great 1st experience? Retention Do users come back?
- 40. Intro to Pirate Metrics Acquisition How do users find you? Activation Do users have a great 1st experience? Retention Do users come back? Revenue How do you make money?
- 41. Intro to Pirate Metrics Acquisition How do users find you? Activation Do users have a great 1st experience? Retention Do users come back? Revenue How do you make money? Referral Do users tell others?
- 42. Intro to Pirate Metrics Acquisition How do users find you? Activation Do users have a great 1st experience? Retention Do users come back? Revenue How do you make money? Referral Do users tell others?AARRR!
- 43. Basic Funnel Acquisition Activation Retention Revenue Referral
- 44. Basic Funnel Acquisition Activation Retention Revenue Referral
- 45. Basic Funnel Acquisition Activation Retention Revenue Referral Visit Website
- 46. Basic Funnel Acquisition Activation Retention Revenue Referral Visit Website Created Account
- 47. Basic Funnel Acquisition Activation Retention Revenue Referral Visit Website Created Account Adds to Cart
- 48. Basic Funnel Acquisition Activation Retention Revenue Referral Visit Website Created Account Adds to Cart Purchases
- 49. Basic Funnel Acquisition Activation Retention Revenue Referral Visit Website Created Account Adds to Cart Purchases Invites a friend
- 50. The Blaming Game Acquisition Activation Retention Revenue Referral
- 51. The Blaming Game Acquisition Activation Retention Revenue Referral Blame Marketing!
- 52. The Blaming Game Acquisition Activation Retention Revenue Referral Blame Marketing! Blame Finance!
- 53. The Blaming Game Acquisition Activation Retention Revenue Referral Blame Marketing! Blame Finance! Blame the users!
- 54. The Blaming Game Acquisition Activation Retention Revenue Referral Blame Marketing! Blame Finance!Blame yourself! Blame the users!
- 55. The Blaming Game Acquisition Activation Retention Revenue Referral Blame Marketing! Blame Finance!Blame yourself! Blame the users!Blame yourself!
- 56. Measuring - general tips
- 57. Reporting event per action Measuring - general tips
- 58. Reporting event per action Have 1 funnel from your marketing to your product (1 funnel to rule them all!) Measuring - general tips
- 59. Reporting event per action Have 1 funnel from your marketing to your product (1 funnel to rule them all!) Important: pass properties with all events (user role, device, etc.) Measuring - general tips
- 60. Reporting event per action Have 1 funnel from your marketing to your product (1 funnel to rule them all!) Important: pass properties with all events (user role, device, etc.) Can be done with any tool (Google Analytics, MixPanel, KissMetrics, etc.) Measuring - general tips
- 61. Reporting event per action Have 1 funnel from your marketing to your product (1 funnel to rule them all!) Important: pass properties with all events (user role, device, etc.) Can be done with any tool (Google Analytics, MixPanel, KissMetrics, etc.) Measuring - general tips
- 62. Reporting event per action Have 1 funnel from your marketing to your product (1 funnel to rule them all!) Important: pass properties with all events (user role, device, etc.) Can be done with any tool (Google Analytics, MixPanel, KissMetrics, etc.) Tip: report only what you measure! Measuring - general tips
- 63. Reporting event per action Have 1 funnel from your marketing to your product (1 funnel to rule them all!) Important: pass properties with all events (user role, device, etc.) Can be done with any tool (Google Analytics, MixPanel, KissMetrics, etc.) Tip: report only what you measure! Measuring - general tips
- 64. The Magic Moment
- 65. The Magic Moment
- 66. Real Example - StormRunner Functional by Micro Focus
- 67. Real Example - StormRunner Functional by Micro Focus Acquisition Activation Retention Revenue Referral
- 68. Real Example - StormRunner Functional by Micro Focus Acquisition Activation Retention Revenue Referral Tenant Created
- 69. Real Example - StormRunner Functional by Micro Focus Acquisition Activation Retention Revenue Referral Tenant Created Any Test is run
- 70. Real Example - StormRunner Functional by Micro Focus Acquisition Activation Retention Revenue Referral Tenant Created Any Test is run More test(s)
- 71. Real Example - StormRunner Functional by Micro Focus Acquisition Activation Retention Revenue Referral Tenant Created Any Test is run More test(s) N/A
- 72. Real Example - StormRunner Functional by Micro Focus Acquisition Activation Retention Revenue Referral Tenant Created Any Test is run More test(s) N/A More users are added
- 73. A tale of 2 Betas
- 74. Acquisition Activation Retention Revenue Referral A tale of 2 Betas - Phase I Private Beta
- 75. Acquisition Activation Retention Revenue Referral Tenant Created A tale of 2 Betas - Phase I Private Beta
- 76. Acquisition Activation Retention Revenue Referral Tenant Created Any Test is run A tale of 2 Betas - Phase I Private Beta
- 77. Acquisition Activation Retention Revenue Referral Tenant Created Any Test is run A tale of 2 Betas - Phase I Private Beta More test(s)
- 78. Acquisition Activation Retention Revenue Referral Tenant Created Any Test is run N/A A tale of 2 Betas - Phase I Private Beta More test(s)
- 79. Acquisition Activation Retention Revenue Referral Tenant Created Any Test is run N/A A tale of 2 Betas - Phase I Private Beta More test(s) More users are added
- 80. Acquisition Activation Retention Revenue Referral A tale of 2 Betas - Phase II Public Beta
- 81. Acquisition Activation Retention Revenue Referral Tenant Created A tale of 2 Betas - Phase II Public Beta
- 82. Acquisition Activation Retention Revenue Referral Tenant Created Any Test is run A tale of 2 Betas - Phase II Public Beta
- 83. Acquisition Activation Retention Revenue Referral Tenant Created Any Test is run A tale of 2 Betas - Phase II Public Beta More test(s)
- 84. Acquisition Activation Retention Revenue Referral Tenant Created Any Test is run N/A A tale of 2 Betas - Phase II Public Beta More test(s)
- 85. Acquisition Activation Retention Revenue Referral Tenant Created Any Test is run N/A A tale of 2 Betas - Phase II Public Beta More test(s) More users are added
- 86. Acquisition Activation Retention Revenue Referral Tenant Created Any Test is run N/A A tale of 2 Betas - Phase II Public Beta More test(s) More users are added
- 88. Activation Problems - empty state TODO
- 90. Activation Solutions Product onboarding (learn from games)
- 91. Activation Solutions Product onboarding (learn from games) Don’t forget empty states
- 92. Activation Solutions Product onboarding (learn from games) Don’t forget empty states Demo content (out-of-the-box)
- 93. Down the funnel hole
- 94. iEcho | Time To Know
- 95. iEcho | Time To Know
- 96. iEcho - Pirate Metrics Acquisition Activation Retention Revenue Referral
- 97. iEcho - Pirate Metrics Acquisition Activation Retention Revenue Referral Visit Website Doesn’t Abandon
- 98. iEcho - Pirate Metrics Acquisition Activation Retention Revenue Referral Visit Website Doesn’t Abandon Created Account 1st Login 1st Navigation Creates 1 CI Invites Learner(s)
- 99. iEcho - Pirate Metrics Acquisition Activation Retention Revenue Referral Visit Website Doesn’t Abandon Created Account 1st Login 1st Navigation Creates 1 CI Invites Learner(s) Creates Additional LGs 10 learners in LG 10 Active Learners Uses Reports
- 100. iEcho - Pirate Metrics Acquisition Activation Retention Revenue Referral Visit Website Doesn’t Abandon Created Account 1st Login 1st Navigation Creates 1 CI Invites Learner(s) Creates Additional LGs 10 learners in LG 10 Active Learners Uses Reports Converts to Team edition
- 101. iEcho - Pirate Metrics Acquisition Activation Retention Revenue Referral Visit Website Doesn’t Abandon Created Account 1st Login 1st Navigation Creates 1 CI Invites Learner(s) Creates Additional LGs 10 learners in LG 10 Active Learners Uses Reports Converts to Team edition In Q1/2019
- 102. iEcho - Pirate Metrics User Status % Total Numbers Acquisition Visit iecho.timetoknow.com 100 **** Activation Creates free account 10.5% **** Logins 8.1% **** First Time Navigation 6.8% **** Created first unit 2.1% **** Invites Learner(s) 1.4% **** Retention Creates more unit(s) 1% **** 10 active learners 0.5% **** Opens reports 0.45% **** Biggest drop Too low
- 103. Our first solution - quick start
- 104. Our 2nd solution - CTAs
- 105. Our 2nd solution - CTAs
- 106. Retention Solutions
- 107. Retention Solutions Cover most product areas in the first experience
- 108. Retention Solutions Cover most product areas in the first experience Get to the “magic moment” ASAP
- 109. Retention Solutions Cover most product areas in the first experience Get to the “magic moment” ASAP Be there to help when they get stuck
- 110. Getting Started - a practical guide
- 111. A practical guide to getting started
- 112. A practical guide to getting started Review your current data
- 113. A practical guide to getting started Review your current data Update your events/numbers
- 114. A practical guide to getting started Review your current data Update your events/numbers Map your user flows
- 115. A practical guide to getting started Review your current data Update your events/numbers Map your user flows Magic Moment
- 116. A practical guide to getting started Review your current data Update your events/numbers Map your user flows Magic Moment RUMM!
- 117. A real life example - Job Searching
- 118. Job searching - overview
- 119. Job searching - overview You send out your CV
- 120. Job searching - overview You send out your CV Initial phone call
- 121. Job searching - overview You send out your CV Initial phone call Optional: Skype interview
- 122. Job searching - overview You send out your CV Initial phone call Optional: Skype interview In-office interview(s)
- 123. Job searching - overview You send out your CV Initial phone call Optional: Skype interview In-office interview(s) Optional: home assignment
- 124. Job searching - overview You send out your CV Initial phone call Optional: Skype interview In-office interview(s) Optional: home assignment Job offer
- 125. Job searching - overview You send out your CV Initial phone call Optional: Skype interview In-office interview(s) Optional: home assignment Job offer Optional: you refer your friends
- 126. Job Searching - Pirate Metrics Acquisition Activation Retention Revenue Referral
- 127. Job Searching - Pirate Metrics Acquisition Activation Retention Revenue Referral Send out CVs
- 128. Job Searching - Pirate Metrics Acquisition Activation Retention Revenue Referral Send out CVs Phone call
- 129. Job Searching - Pirate Metrics Acquisition Activation Retention Revenue Referral Send out CVs Phone call Skype interview
- 130. Job Searching - Pirate Metrics Acquisition Activation Retention Revenue Referral Send out CVs Phone call In-office interviews Skype interview
- 131. Job Searching - Pirate Metrics Acquisition Activation Retention Revenue Referral Send out CVs Phone call In-office interviews Job offer Skype interview
- 132. Job Searching - Pirate Metrics Acquisition Activation Retention Revenue Referral Send out CVs Phone call In-office interviews Job offer You refer your friend(s) Skype interview
- 133. Job Searching - Pirate Metrics Acquisition Activation Retention Revenue Referral Send out CVs Phone call In-office interviews Job offer You refer your friend(s) Skype interview You only need 1
- 134. Optimizing your job searching funnel
- 135. Optimizing your job searching funnel CV - optimization
- 136. Optimizing your job searching funnel CV - optimization LinkedIn profile
- 137. Optimizing your job searching funnel CV - optimization LinkedIn profile A/B test your title and summary
- 138. Optimizing your job searching funnel CV - optimization LinkedIn profile A/B test your title and summary Interview questions practice
- 139. Optimizing your job searching funnel CV - optimization LinkedIn profile A/B test your title and summary Interview questions practice Mock Interview
- 140. Optimizing your CV - rezscore.com
- 141. Optimizing your photo - photofeeler.com
- 142. Recap
- 143. Summary
- 144. Summary Report only what you measure
- 145. Summary Report only what you measure Improved your biggest drop and move on
- 146. Summary Report only what you measure Improved your biggest drop and move on RUMM
- 147. Summary Report only what you measure Improved your biggest drop and move on RUMM Magic moment
- 148. Summary Report only what you measure Improved your biggest drop and move on RUMM Magic moment
- 149. Summary Report only what you measure Improved your biggest drop and move on RUMM Magic moment And most important…
- 150. "If you can’t measure it You can’t improve it” William Thompson, 1st Baron Kelvin
- 151. Credits
- 152. Credits Brain by Marek Polakovic from Noun Project
- 153. Credits Brain by Marek Polakovic from Noun Project Gut by Gonza from Noun Project
- 154. Credits Brain by Marek Polakovic from Noun Project Gut by Gonza from Noun Project Rum by Oksana Latysheva from Noun Project
- 155. Credits Brain by Marek Polakovic from Noun Project Gut by Gonza from Noun Project Rum by Oksana Latysheva from Noun Project Diamond by Made from Noun Project
- 156. Credits Brain by Marek Polakovic from Noun Project Gut by Gonza from Noun Project Rum by Oksana Latysheva from Noun Project Diamond by Made from Noun Project Bone by Pixelicatom from Noun Project
- 157. Credits Brain by Marek Polakovic from Noun Project Gut by Gonza from Noun Project Rum by Oksana Latysheva from Noun Project Diamond by Made from Noun Project Bone by Pixelicatom from Noun Project Treasure map by Musket from Noun Project
- 158. Thank you! Let’s talk (look for the white sneakers) @bendet_ori