Test & Learn: The Alchemy & Science of Product Metrics - Choosing Metrics Tha...Optimizely
Quantitative measurement is the key to scaling businesses, processes, and products and making them better. It sounds easy: just pick a number, and improve it. It's not.
Choosing a metric is an exploration of a many-dimensional space with no map and no guide. Until now. This talk will teach you the science of choosing metrics that will guide you to building a better product. When you attend this webinar, you will:
Learn how applying data is as much about questions as it is about answers
Discover the trade-offs between different metrics
Understand systematic ways to measure your product funnel
Learn how to isolate the most important metrics to maximize your product impact
I often meet companies whose revenue is stalled and they wonder why. What many of them don't realize is that they're not spending enough money on Sales and Marketing. This slide deck looks at 5 important metrics for a software company. If you want a detailed set of metics, contact me as I've got a full set of industry metics in Excel.
Real Lessons for Small Business: Running a Business by the Numbers
Join serial entrepreneur and small business owner and advisor, Scott Juetten to hear a perspective on how he manages by the numbers and what a few minutes a month can do for a business.
Test & Learn: The Alchemy & Science of Product Metrics - Choosing Metrics Tha...Optimizely
Quantitative measurement is the key to scaling businesses, processes, and products and making them better. It sounds easy: just pick a number, and improve it. It's not.
Choosing a metric is an exploration of a many-dimensional space with no map and no guide. Until now. This talk will teach you the science of choosing metrics that will guide you to building a better product. When you attend this webinar, you will:
Learn how applying data is as much about questions as it is about answers
Discover the trade-offs between different metrics
Understand systematic ways to measure your product funnel
Learn how to isolate the most important metrics to maximize your product impact
I often meet companies whose revenue is stalled and they wonder why. What many of them don't realize is that they're not spending enough money on Sales and Marketing. This slide deck looks at 5 important metrics for a software company. If you want a detailed set of metics, contact me as I've got a full set of industry metics in Excel.
Real Lessons for Small Business: Running a Business by the Numbers
Join serial entrepreneur and small business owner and advisor, Scott Juetten to hear a perspective on how he manages by the numbers and what a few minutes a month can do for a business.
With traditional acquisition channels becoming crowded and less effective, Patrick Campbell makes the case for Freemium as an acquisition model. Learn how to use Freemium as an effective growth lever for your business from these slides presented at SaaSFest 2017.
Click through this webinar with industry thought leader Lou Adler to learn how to overcome passive talent challenges.
Learn more about LinkedIn Talent Solutions: http://linkd.in/1bgERGj
Subscribe to the LinkedIn Talent Blog: http://linkd.in/18yp4Cg
Follow the LinkedIn Talent Solutions page: http://linkd.in/1cNvIFT
Tweet with us: http://bit.ly/HireOnLinkedIn
Mastermind Masterclass:A CEO's Guide to Marketing with Dave Kelloggsaastr
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Sales Hacker Conference San Francisco - Jason Lemkin - The 10 Key Revenue Mis...Sales Hacker
The 10 Key Revenue Mistakes I Made Getting to $100 Million Arr by Jason Lemkin
Sales Hacker Conference San Francisco - November 6, 2014
Visit SalesHacker.com for more sales hacks, tips, and tactics.
Dave Kellogg presentation to a high-growth SaaS company's All Hands meeting / speaker series in February, 2019. Discusses the key elements of making a great SaaS company, but quantitative and qualitative.
Patrick Campbell of ProfitWell talks at BoS Conference USA 2016.
See all talks here: http://businessofsoftware.org/2016/07/all-talks-from-business-of-software-conferences-in-one-place-saas-software-talks/
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To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
David Skok on The SaaS Founder's Journey || SAAS NORTH 2017L-SPARK
http://www.l-spark.com -- Watch the video of David Skok's keynote over on our blog.
David Skok joined Matrix Partners as a General Partner in May 2001. He has a wealth of experience running companies. David started his first company in 1977 at age 22. Since then David has founded a total of four separate companies and performed one turn-around. Three of these companies went public.
David joined Matrix from SilverStream Software, which he founded in June 1996. Prior to its July 2002 acquisition by Novell, SilverStream was a public company that had reached a revenue run rate in excess of $100M, with approximately 800 employees and offices in more than 20 countries around the world.
David’s work as a value added investor is best known for helping HubSpot, JBoss, AppIQ, Tabblo, Netezza, Diligent Technologies, CloudSwitch, TribeHR, GrabCAD, OpenSpan and Enservio to successful exits. David currently serves on the boards of Atomist, CloudBees, Conductor, Digium (makers of the very popular Asterisk Open Source PBX/telephony software), Meteor, NamelyHR, Salsify, Storiant, VideoIQ and Zaius.
In addition to his broad focus on enterprise software, David is specifically focused on the areas of SaaS (software as a service), cloud, mobility, Open Source, marketing automation, virtualization, storage, and data center automation.
David writes a blog for entrepreneurs and startups on topics such as viral marketing, SaaS metrics, building a sales and marketing machine, techniques for lowering cost of customer acquisition, etc. The blog can be found here: www.forEntrepreneurs.com.
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It used to take years to launch a new software product. Now you can create, launch, and have paying customers getting value from your product in just a few months. This presentation explains why it's never been a better time to start a software company and what you need to consider to make it a reality.
Should you start with a side gig? Should you raise venture capital? How should you think about your cap table and employee options? What's your exit strategy? This presentation tackles these questions.
David Corcoran, cofounder at Third Rail Group, gave this talk at Do it Best Corp.'s annual Techapalooza on March 14, 2017.
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From social media to website analytics, there are literally hundreds of things you could track, measure and try to improve. But what is the one metric that if improved would mean a big win for your business?
This deck will help you hone in on the metrics that really matter to your business. You’ll get their insights on the tools and strategies you need to find, prioritize and grow the numbers that will result in big wins for your business.
With traditional acquisition channels becoming crowded and less effective, Patrick Campbell makes the case for Freemium as an acquisition model. Learn how to use Freemium as an effective growth lever for your business from these slides presented at SaaSFest 2017.
Click through this webinar with industry thought leader Lou Adler to learn how to overcome passive talent challenges.
Learn more about LinkedIn Talent Solutions: http://linkd.in/1bgERGj
Subscribe to the LinkedIn Talent Blog: http://linkd.in/18yp4Cg
Follow the LinkedIn Talent Solutions page: http://linkd.in/1cNvIFT
Tweet with us: http://bit.ly/HireOnLinkedIn
Mastermind Masterclass:A CEO's Guide to Marketing with Dave Kelloggsaastr
No one word strikes more terror in the heart of product-, engineering-, or even sales-oriented founders and CEOs than "marketing." How to understand marketing? How to drive marketing? How to measure marketing? What to look for in a marketing leader? In this session, we'll talk about how CEOs (and ohter startup execs) should think about, charter, direct, and support marketing
Sales Hacker Conference San Francisco - Jason Lemkin - The 10 Key Revenue Mis...Sales Hacker
The 10 Key Revenue Mistakes I Made Getting to $100 Million Arr by Jason Lemkin
Sales Hacker Conference San Francisco - November 6, 2014
Visit SalesHacker.com for more sales hacks, tips, and tactics.
Dave Kellogg presentation to a high-growth SaaS company's All Hands meeting / speaker series in February, 2019. Discusses the key elements of making a great SaaS company, but quantitative and qualitative.
Patrick Campbell of ProfitWell talks at BoS Conference USA 2016.
See all talks here: http://businessofsoftware.org/2016/07/all-talks-from-business-of-software-conferences-in-one-place-saas-software-talks/
How do you ensure growth is good growth? How do you build a durable business that can withstand the challenges that come up? Tolithia Kornweibel, CRO (previously CMO) of Gusto, discusses a CMO-CRO working model that works for long-term, durable growth.
Zero to 100 - Part 1: Intro + First SectionDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
David Skok on The SaaS Founder's Journey || SAAS NORTH 2017L-SPARK
http://www.l-spark.com -- Watch the video of David Skok's keynote over on our blog.
David Skok joined Matrix Partners as a General Partner in May 2001. He has a wealth of experience running companies. David started his first company in 1977 at age 22. Since then David has founded a total of four separate companies and performed one turn-around. Three of these companies went public.
David joined Matrix from SilverStream Software, which he founded in June 1996. Prior to its July 2002 acquisition by Novell, SilverStream was a public company that had reached a revenue run rate in excess of $100M, with approximately 800 employees and offices in more than 20 countries around the world.
David’s work as a value added investor is best known for helping HubSpot, JBoss, AppIQ, Tabblo, Netezza, Diligent Technologies, CloudSwitch, TribeHR, GrabCAD, OpenSpan and Enservio to successful exits. David currently serves on the boards of Atomist, CloudBees, Conductor, Digium (makers of the very popular Asterisk Open Source PBX/telephony software), Meteor, NamelyHR, Salsify, Storiant, VideoIQ and Zaius.
In addition to his broad focus on enterprise software, David is specifically focused on the areas of SaaS (software as a service), cloud, mobility, Open Source, marketing automation, virtualization, storage, and data center automation.
David writes a blog for entrepreneurs and startups on topics such as viral marketing, SaaS metrics, building a sales and marketing machine, techniques for lowering cost of customer acquisition, etc. The blog can be found here: www.forEntrepreneurs.com.
Now is the best time to start a company… Now what?Brian Kelly
It used to take years to launch a new software product. Now you can create, launch, and have paying customers getting value from your product in just a few months. This presentation explains why it's never been a better time to start a software company and what you need to consider to make it a reality.
Should you start with a side gig? Should you raise venture capital? How should you think about your cap table and employee options? What's your exit strategy? This presentation tackles these questions.
David Corcoran, cofounder at Third Rail Group, gave this talk at Do it Best Corp.'s annual Techapalooza on March 14, 2017.
Finding the one growth metric that mattersSean Ellis
From social media to website analytics, there are literally hundreds of things you could track, measure and try to improve. But what is the one metric that if improved would mean a big win for your business?
This deck will help you hone in on the metrics that really matter to your business. You’ll get their insights on the tools and strategies you need to find, prioritize and grow the numbers that will result in big wins for your business.
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www.TheCapitalNetwork.org
Join our experts in an overview discussion of financial projections. Learn the key metrics that will get investors to notice you, as well as those that will get you rejected. If you have no idea where to begin with your financial projections, this program is for you.
Experts -
Heather Onstott, Launch Capital
Heather Shanahan, Venture Advisors
Presentation on Lean Startup methodology for StartupQ8 meetup November 7th 2012. For more information on StartupQ8, visit http://startupq8.com
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2. About me
Sujayath Ali
Founder @ Voonik.com
Product Manager @ Amazon for 7 Years.
VP, Product Management @ Visa.
MBA from ISB, Hyderabad.
3. Disclaimer
• This presentation is intended for startup
founders seeking VC investment.
• This presentation is not based on researching
multiple companies or surveying multiple
founders; this is based on what personally
worked for me at Voonik and Amazon.
– So take it with a pinch of salt.
4. In 1987, Aluminum Company of America (Alcoa), was at historic low. A
new CEO was appointed and the CEO said something in the first investor
meeting. All the analysts panicked, started calling their clients and asked
them to immediately sell the company.
What did the new CEO
Say?
6. Which company would you invest in?
“We are building innovative, reliable products and services; we are taking
the world in imaginative new directions.”
Or
“We created a new category of devices and have already sold more than
200 Million devices. Every quarter has been better than the previous
quarter, since the launch.”
7. Metrics, why should I care?
• As a founder, you are a story-teller. You are
constantly selling your story to investors,
partners, employees, press, and who not.
• Metrics is nothing but a story, told in
numbers. This story is much more interesting
and credible to investors and business
stakeholders.
8. Metrics, why should I care?
• Understand the story that metrics are telling
you – every day, every week, every month.
– This is the best way to keep a close tab on your
business.
• Practice how you will convey that story to
outside world - every day, every week, every
month.
• Pick the interesting stories.
• Plant seeds for better stories.
9. Btw, those quotes are from …
“We are building innovative, reliable products and services; we are taking
the world in imaginative new directions.”
“We created a new category of devices and have already sold more than
200 Million devices. Every quarter has been better than the previous
quarter, since the launch.”
11. What did that CEO say?
“Workplace safety is the only metric that I will
focus on. I intend to go for zero injuries. The
company updates will only talk about this metric
and not about financial numbers or capital
ratios”
13. Which Metric will you focus on?
Lets say, metrics A, B and C are on par with
industry. D and E are below par. F is above par.
14. What is your keystone metric?
• What’s the use in putting all the hard work,
just to become on par with industry?
• The keystone metric should make you stand
out from the crowd.
• Keystone metric might not be in the metrics
that you are currently tracking. Look deeper.
Look everywhere.
15. Keystone Metrics change over time
• Voonik had different keystone metrics across
stages: MVP stage, Building Block stage, and
Scaling Stage.
• Keystone Metric could also change in the
same stage, based on new information and
changing priorities.
16. Keystone Metric should Grow
“Pick a growth rate and then just try to hit it
every week. The key word here is "just." If you
hit that number, you're successful for that week.
But if you don't hit it, you've failed in the only
thing that mattered.”
Startup = Growth
- Paul Graham
17. And what happened to Alcoa?
• Within a year of the CEO’s speech, Alcoa’s
profits hit a record high.
• In the tenure of the CEO, the market cap went
up by $27 Billion.
• Anyone who invested on the day of the
speech would have got 6X returns.
19. Metrics to Track
• In addition to keystone metric, you should be
tracking a lot more metrics.
• A sub-par metric is not bad, as long as you
planned it that way.
• A phenomenal metric is not good, if you don’t
understand why is it that way.
20. Metrics to Track
• You might not know all the metrics you would
need in future. So better enable tracking for
all possible metrics you could think of.
• Send events for every action.
• If possible, try creating a single repository.
– At voonik, we dumped all the data from Google
Analytics (GA) and FreshDesk into our database so
that we can combine them with Voonik data to
create meaningful reports that are not possible in
GA.
21. Metrics to track
• Sometimes, you need to invent a metric.
– At Voonik, we have a custom metric to measure
the effectiveness of our algorithms.
– At Amazon, we had a number of invented metrics.
• Don’t miss human metrics.
– Example: Productivity metrics, Effort Burn rate
• Don’t miss metrics outside your product.
– Metrics for the platforms and services you use
23. Metric Owners
• Before creating a project roadmap, create a
metrics roadmap.
• Assign a owner for every important metric. Have
them report the story every day.
• Assign projects / tasks to the person whose
metrics will be affected by the project.
• Make sure every metric owner understands their
part of story and the goals.
• Don’t go by benchmarks. Go by what is needed
for your business model.
24. Input Metric / Output Metric
• Metrics that are under your circle of influence are
input metrics.
– Example: Number of products added, Number of steps in
checkout, design of the website
• Metrics that are outside your circle of influence are
output metrics. They are influenced by input metrics.
– Number of orders, Sales Volume, Contracts.
• Assign only Input metrics to subordinates.
– They will be frustrated if their efforts don’t impact the
output metrics.
– By assigning input metrics, you avoid hearing excuses for
not meeting goals.
26. Pick the story that suits your stage
• You might have best-in-class conversion rate, multiple-x
growth rate but …
– It is meaningless, without scale.
– You can grow from 1 to 2 orders and claim 100% growth
rate.
• Pick stories / metrics that makes sense for your stage
– Percentage of positive reviews or repeat usage is better
story than growth rate for a startup without scale.
• Pick stories / metrics that will lead you to next stage
– Example: I will be ready to scale when I am handling X
orders with Y repeat rate.
27. Don’t get into Micro Optimizations …
• At the early stage, you should be looking at
macro changes and not micro optimizations
such as button color and font type.
– Don’t avoid them altogether either. Use your
judgment
• Don’t care about industry benchmarks.
Different companies measure the same metric
differently
– Example: How do you measure conversion rate?
28. Don’t go Top-down
• Always build your projections bottoms up.
• Your valuation depends on your projection.
Bottoms-up gives credibility to your
projections.
• Keep the projections ambitious but
achievable.
• Don’t believe the analyst reports.
29. Do Everything
• Investors and stakeholders are not going to be happy
when you just focus on 1 or two stories in a month.
They want you to do everything, like a big company.
How do you do it?
– At Voonik, we had a building block stage between MVP
stage and Scaling stage.
– We got an agreement with investors that in the building
block stage, every month we will focus on one new story
and also maintain the stories from previous months.
– So by the time scaling stage started, we had all the stories
in good place. We scaled the inputs and outputs
maintaining all the stories, in other words, doing
everything.
30. Liked the presentation?
You can thank by sharing this presentation with your FB / Twitter friends …
Write to me: sujayath@voonik.com
Twitter: @sujayath