SlideShare a Scribd company logo
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
M E T R I C S T H A T M A T T E R
22 September, 2020
You get what you measure. Choose carefully.
Matt Lerner
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
J A N U A R Y, 2 0 0 9
S A N J O S E , C A L I F O R N I A
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
S Q U A R E : $ 3 6 B S T R I P E : $ 3 0 B
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
Y O U G E T W H A T Y O U M E A S U R E
A L I G N A N D F O C U S T H E T E A M
A D O U B L E - E D G E D S W O R D
I F Y O U M E A S U R E T H E W R O N G T H I N G
M E T R I C S
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
Silicon Valley veteran (4 startups: ! ,", #, and $)
Growth team @ PayPal
Partner @ 500 Startups VC
Lectures at Stanford Business School, Imperial
Founder of Startup Core Strengths – Coaching Program
StartupCoreStrengths.com/playbook (it’s free)
M A T T L E R N E R – F O U N D E R & C E O
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
H O W D O T A R G E T S C A U S E S U C C E S S ?
G O O D M E T R I C S
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
9 0 % O F Y O U R
R E S U L T S
C O M E
F R O M 1 0 % O F
Y O U R W O R K
0%
20%
40%
60%
80%
100%
Results Work
T H E C R I T I C A L I N S I G H T
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
G O O D M E T R I C S
H E L P P E O P L E M A K E B E T T E R D E C I S I O N S A B O U T
W H I C H W O R K T O D O
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
G O O D M E T R I C S
Measure customer value in the
first instance, not profit
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
D O N O T C H A S E R E V E N U E I N T H E F I R S T I N S T A N C E
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
D E L I V E R V A L U E A N D R E V E N U E W I L L C O M E
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
H O W D O Y O U M E A S S U R E V A L U E D E L I V E R E D ?
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
W H A T I S C U S T O M E R V A L U E D E L I V E R Y ?
If customers absolutely loved your product or service, how
would they naturally behave?
You deliver value when you help customers make progress
in their lives.
What measurable customer behavior is the closest proxy for
that “value delivery”?
How many of them are behaving like this?
(Track in cohorts, improve over time.)
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
Y O U R M E T R I C S
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
T H R E E K E Y T Y P E S O F M E T R I C S
1. North Star Metric – Customer behavior that
encompasses the whole funnel or marketplace, and
increments when value is delivered to both customer
and the company.
2. Key Drivers – 1-3 Measured first-order impacts of the
work you do each day to maximise the NSM.
(One of these is your “rate limiting step”)
3. Nuance Metrics – Important numbers to watch,
maintain in a range, but not maximise.
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
W H A T I S Y O U R N O R T H S T A R M E T R I C ?
North Star Metric Increments when we deliver value to both
customer and company in a natural way where customers
and company behave as expected.
1. Simple & memorable for the whole company
2. Represents the full funnel including new, engaged and
churned users.
3. Does not change often (e.g. every few years max)
4. Everyone can connect their work to this number
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
A S I M P L E E X A M P L E
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
Subscribers * Avg Plan Cost
WAUs (Retained + New Actives) + Lapsed
Make First Wireframe
Trial Account
Qualified Traffic
Monthly Recurring Revenue (MRR)
Y O U R N O R T H S T A R
Make More Wireframes, Share, etc.
Convert to Paid Plan
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
B2C
AirBnB – Nights booked
Facebook – DAUs
Quora – Number of answered
Medium – Minutes Read
B2B
Slack – Daily Active Users (DAUs)
Amplitude – Weekly querying users
PayPal – Total Payment Volume (TPV)
Hubspot - # of weekly active teams
If customers absolutely loved your product or service, how would they naturally
behave?
E X A M P L E N O R T H S T A R M E T R I C S
MARKETPLACES
Your NSM is typically a transaction where two sides come together.
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
W H A T I S Y O U R N O R T H S T A R M E T R I C ?
North Star Metric Increments when we deliver value to both
customer and company in a natural way where customers
and company behave as expected.
1. Simple & memorable for the whole company
2. Represents the full funnel including new, engaged and
churned users.
3. Does not change often (e.g. every few years max)
4. Everyone can connect their work to this number
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
K E Y D R I V E R S
Key Drivers are the customer behavior “levers” you pull each day
to maximize the North Star. They:
1. Are controllable customer behaviours.
2. Select only a few (1-3)
3. Often, it’s a ratio (e.g. activation rate, signup rate).
4. Revisit every 3 months.
5. Each one should have an owner and target.
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
“To give people the power
to build community and
bring the world closer
together.”
“Provide simple, affordable,
secure and reliable digital
payments to…millions of
people around the world.”
“To offer our customers the
lowest possible prices, the
best available selection, and
the utmost convenience”
Mission
North Star
E X A M P L E C U S T O M E R V A L U E K E Y D R I V E R S
Total Payment Volume Repeat Purchases Daily Active Users
Ubiquity
(be available at every
transaction point)
Preference
(be every consumer’s
preferred payment method)
Price
Selection
Convenience
DAUs by product, number
of products
Registered users, user
frequency
Invites, follows, post count,
post engagement, etc.
Key Drivers
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
Which of these metrics, if improved, makes the whole system
run better?
Find it. Focus on it.
Y O U R R A T E L I M I T I N G S T E P
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
Subscribers * Avg Plan Cost
Make First Wireframe
Trial Account
Qualified Traffic
Monthly Recurring Revenue (MRR)
Y O U R K E Y D R I V E R S
Make More Wireframes, Share, etc.
Convert to Paid Plan
WAUs (Retained + New Actives) + Lapsed
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
W H A T A R E Y O U R K E Y D R I V E R S ?
Which main levers cause your “value delivery metric” to go up?
Which customer behavior best tracks those levers?
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
R E T E N T I O N K E Y D R I V E R S
Absolute numbers matter less than the shape of the curve
Key Driver:
How would people naturally behave if they loved your product?
What early life behavior pattern predicts retention? That’s the
habituation threshold
What % of new signups cross that line?
Starts with finding your habituation threshold
How much of your revenue is coming from habituated customers?
(Happy MRR) vs. New customers vs. At-Risk ones?
CumulativeWAUs
Monthly Cohorts
CumulativeWAUs
Monthly Cohorts
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
Subscribers * Avg Plan Cost
Make First Wireframe
Trial Account
Qualified Traffic
Monthly Recurring Revenue (MRR)
Y O U R H A B I T U A T I O N T H R E S H O L D
åMake More Wireframes, Share, etc.
Convert to Paid Plan
WAUs (Retained + New Actives) + Lapsed
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
W H A T A R E Y O U R K E Y D R I V E R S ?
Which main levers cause your “value delivery metric” to go up?
Which customer behavior best tracks those levers?
Which one is your rate limiting step?
Who “owns” each of these key metrics?
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
W H A T A R E Y O U R N U A N C E M E T R I C S ?
Nuance Metrics are important “read only” numbers (watch but
not maximise). Make sure they stay within an acceptable range.
Many are drivers, but not “key” drivers
Sometimes they are not directly controllable
Helpful if they explain variations in the North Star
Often a “check” number that should stay in a certain range
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
D O E S T H I S C H A N G E
I F Y O U D O N O T H A V E P R O D U C T - M A R K E T F I T ?
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
“If your product is broken and people are still using it, if you have high retention with
a broken product, that’s a clear sign you have PMF.”
Elad Gil
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
100%
Find
Product-Market
Fit
60%
Maximise
Proven Vectors
40%
Seek Adjacent
Vectors
80%
Optimise
Core Business
20%
Find New Business Lines
Post-PMF Post-PMF
SuperImportant
Decision
Yourtime,energyandresources
B E H O N E S T W I T H Y O U R S E L F
Pre-PMF
“The Hunt” “The Sprint” “The Marathon”
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
Deepen fit through iterative learning loops.
Key Drivers incent deepening fit + validated
customer learning:
1. Strength of fit – e.g. conversion rates,
activation rates, easy to sell, referral rates,
retention
2. Pace of learning – experiments run per week
Tips: First validate the need. Look for
“language-market fit”
F I N D I N G P M F K E Y D R I V E R S
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
B R I N G I N G Y O U R M E T R I C S T O L I F E
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
THE PROCESS
The leverage is in which work you choose to do.
Your goal is to get everyone doing the most impactful work, making
good tradeoffs about how to spend their time and budgets.
Each person must understand the North Star, and be able to connect
their work to it. (OKRs)
And that should empower them to make good “resource allocation”
decisions for how to move that metric, as the expert in their domain.
Keep asking “Which is the most important work, and how is it going?”
H E R E I S T H E M A G I C
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
C O M M O N
P I T F A L L S
Data should help us focus, make good decisions
quickly and keep executing.
X Focusing on revenue, not value delivery
X Chasing too many metrics
X Analysis paralysis (e.g. attribution, retention)
X Obsessed with a local maximum
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
North Star Metric of Value Delivery, endures over time
Focus on 1-3 Key Drivers, including your rate limiting step, revisit
focus every 3 months.
If pre-PMF, key drivers focus you on fast learning and fit-deepening
For retention, figure out your habituation threshold & work backwards
Each key driver gets a single accountable person.
Questions for each employee:
Do they understand how their work affects the NSM?
Do they understand their key driver?
Can they make good tradeoffs re. investments of time and budget, and
focus them on the most impactful work?
R E C A P
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
Y O U R H O M E W O R K : 5 Q U E S T I O N S
1. A conversation with your CEO, Head of Product, Head
of Marketing, Finance + Analytics. Figure out:
1. What’s your North Star Metric?
2. What are your 1-3 biggest drivers of that metric,
company-wide?
3. What’s your “rate-limiting step”?
2. Ask each employee: “How does your work each day
impact our North Star?” (Check for alignment &
comprehension)
3. Regularly ask each employee or team: “What’s the
most important work, and how’s it going?”
W W W . S T A R T U P C O R E S T R E N G T H S . C O M
M E A S U R E T W I C E
C U T O N C E
@MattHLerner
StartupCoreStrengths.com/subscribe
matt@startupcorestrengths.com

More Related Content

What's hot

BCG-report-NYCHA-Key-Findings-and-Recommendations-8-15-12vFinal.pdf
BCG-report-NYCHA-Key-Findings-and-Recommendations-8-15-12vFinal.pdfBCG-report-NYCHA-Key-Findings-and-Recommendations-8-15-12vFinal.pdf
BCG-report-NYCHA-Key-Findings-and-Recommendations-8-15-12vFinal.pdf
WeiDai78
 
Business Strategy Presentation Template 2023 - By ex-Mckinsey and BCG consult...
Business Strategy Presentation Template 2023 - By ex-Mckinsey and BCG consult...Business Strategy Presentation Template 2023 - By ex-Mckinsey and BCG consult...
Business Strategy Presentation Template 2023 - By ex-Mckinsey and BCG consult...
Slideworks
 
Value Proposition Canvas PDF Handouts - 5 pages
Value Proposition Canvas PDF Handouts - 5 pagesValue Proposition Canvas PDF Handouts - 5 pages
Value Proposition Canvas PDF Handouts - 5 pages
AMM COMMUNICATIONS, LLC
 
FinTech Startup Incubator Plan
FinTech Startup Incubator PlanFinTech Startup Incubator Plan
FinTech Startup Incubator Plan
Mayank Agrawal
 
20200629 covid 19-global auto consumer insights_wave3_vf_web
20200629 covid 19-global auto consumer insights_wave3_vf_web20200629 covid 19-global auto consumer insights_wave3_vf_web
20200629 covid 19-global auto consumer insights_wave3_vf_web
Dr. Bastian Grühn
 
B2B vs B2C KPI Metrics by NBC Product Leader
B2B vs B2C KPI Metrics by NBC Product LeaderB2B vs B2C KPI Metrics by NBC Product Leader
B2B vs B2C KPI Metrics by NBC Product Leader
Product School
 
Infrastructure Victoria - AZ/ZEV International Scan
Infrastructure Victoria - AZ/ZEV International ScanInfrastructure Victoria - AZ/ZEV International Scan
Infrastructure Victoria - AZ/ZEV International Scan
L.E.K. Consulting
 
Business Story Telling
Business Story TellingBusiness Story Telling
Business Story Telling
Global Business Solutions SME
 
Q3 2023 Quarterly Investor Presentation - FINAL.pdf
Q3 2023 Quarterly Investor Presentation - FINAL.pdfQ3 2023 Quarterly Investor Presentation - FINAL.pdf
Q3 2023 Quarterly Investor Presentation - FINAL.pdf
ryantoth12
 
The perfect innovation toolkit for $100 per month
The perfect innovation toolkit for $100 per monthThe perfect innovation toolkit for $100 per month
The perfect innovation toolkit for $100 per month
Board of Innovation
 
EY Power transactions and trends: Q2 2018
EY Power transactions and trends: Q2 2018EY Power transactions and trends: Q2 2018
EY Power transactions and trends: Q2 2018
EY
 
The Industrialist: Trends & Innovations - March 2023
The Industrialist: Trends & Innovations - March 2023The Industrialist: Trends & Innovations - March 2023
The Industrialist: Trends & Innovations - March 2023
accenture
 
Building more value with Capital Markets – Project Owner edition
Building more value with Capital Markets – Project Owner editionBuilding more value with Capital Markets – Project Owner edition
Building more value with Capital Markets – Project Owner edition
accenture
 
Startup pitch deck template
Startup pitch deck templateStartup pitch deck template
Startup pitch deck template
Daniele Beccari
 
Y Combinator Startup Class #19 : How to talk to investors 2/2
Y Combinator Startup Class #19 : How to talk to investors 2/2Y Combinator Startup Class #19 : How to talk to investors 2/2
Y Combinator Startup Class #19 : How to talk to investors 2/2
Fabien Grenet
 
Consulting Proposal Powerpoint Presentation Slides
Consulting Proposal Powerpoint Presentation SlidesConsulting Proposal Powerpoint Presentation Slides
Consulting Proposal Powerpoint Presentation Slides
SlideTeam
 
Power transactions and trends Q2 2019
Power transactions and trends Q2 2019Power transactions and trends Q2 2019
Power transactions and trends Q2 2019
EY
 
PwC Challenge Final Presentation
PwC Challenge Final PresentationPwC Challenge Final Presentation
PwC Challenge Final Presentation
MonemRizvi
 
What is a Bloomberg ESG Score?
What is a Bloomberg ESG Score?What is a Bloomberg ESG Score?
What is a Bloomberg ESG Score?
FrameworkESG
 
Carbon Accounting
Carbon AccountingCarbon Accounting
Carbon Accounting
jmortensen
 

What's hot (20)

BCG-report-NYCHA-Key-Findings-and-Recommendations-8-15-12vFinal.pdf
BCG-report-NYCHA-Key-Findings-and-Recommendations-8-15-12vFinal.pdfBCG-report-NYCHA-Key-Findings-and-Recommendations-8-15-12vFinal.pdf
BCG-report-NYCHA-Key-Findings-and-Recommendations-8-15-12vFinal.pdf
 
Business Strategy Presentation Template 2023 - By ex-Mckinsey and BCG consult...
Business Strategy Presentation Template 2023 - By ex-Mckinsey and BCG consult...Business Strategy Presentation Template 2023 - By ex-Mckinsey and BCG consult...
Business Strategy Presentation Template 2023 - By ex-Mckinsey and BCG consult...
 
Value Proposition Canvas PDF Handouts - 5 pages
Value Proposition Canvas PDF Handouts - 5 pagesValue Proposition Canvas PDF Handouts - 5 pages
Value Proposition Canvas PDF Handouts - 5 pages
 
FinTech Startup Incubator Plan
FinTech Startup Incubator PlanFinTech Startup Incubator Plan
FinTech Startup Incubator Plan
 
20200629 covid 19-global auto consumer insights_wave3_vf_web
20200629 covid 19-global auto consumer insights_wave3_vf_web20200629 covid 19-global auto consumer insights_wave3_vf_web
20200629 covid 19-global auto consumer insights_wave3_vf_web
 
B2B vs B2C KPI Metrics by NBC Product Leader
B2B vs B2C KPI Metrics by NBC Product LeaderB2B vs B2C KPI Metrics by NBC Product Leader
B2B vs B2C KPI Metrics by NBC Product Leader
 
Infrastructure Victoria - AZ/ZEV International Scan
Infrastructure Victoria - AZ/ZEV International ScanInfrastructure Victoria - AZ/ZEV International Scan
Infrastructure Victoria - AZ/ZEV International Scan
 
Business Story Telling
Business Story TellingBusiness Story Telling
Business Story Telling
 
Q3 2023 Quarterly Investor Presentation - FINAL.pdf
Q3 2023 Quarterly Investor Presentation - FINAL.pdfQ3 2023 Quarterly Investor Presentation - FINAL.pdf
Q3 2023 Quarterly Investor Presentation - FINAL.pdf
 
The perfect innovation toolkit for $100 per month
The perfect innovation toolkit for $100 per monthThe perfect innovation toolkit for $100 per month
The perfect innovation toolkit for $100 per month
 
EY Power transactions and trends: Q2 2018
EY Power transactions and trends: Q2 2018EY Power transactions and trends: Q2 2018
EY Power transactions and trends: Q2 2018
 
The Industrialist: Trends & Innovations - March 2023
The Industrialist: Trends & Innovations - March 2023The Industrialist: Trends & Innovations - March 2023
The Industrialist: Trends & Innovations - March 2023
 
Building more value with Capital Markets – Project Owner edition
Building more value with Capital Markets – Project Owner editionBuilding more value with Capital Markets – Project Owner edition
Building more value with Capital Markets – Project Owner edition
 
Startup pitch deck template
Startup pitch deck templateStartup pitch deck template
Startup pitch deck template
 
Y Combinator Startup Class #19 : How to talk to investors 2/2
Y Combinator Startup Class #19 : How to talk to investors 2/2Y Combinator Startup Class #19 : How to talk to investors 2/2
Y Combinator Startup Class #19 : How to talk to investors 2/2
 
Consulting Proposal Powerpoint Presentation Slides
Consulting Proposal Powerpoint Presentation SlidesConsulting Proposal Powerpoint Presentation Slides
Consulting Proposal Powerpoint Presentation Slides
 
Power transactions and trends Q2 2019
Power transactions and trends Q2 2019Power transactions and trends Q2 2019
Power transactions and trends Q2 2019
 
PwC Challenge Final Presentation
PwC Challenge Final PresentationPwC Challenge Final Presentation
PwC Challenge Final Presentation
 
What is a Bloomberg ESG Score?
What is a Bloomberg ESG Score?What is a Bloomberg ESG Score?
What is a Bloomberg ESG Score?
 
Carbon Accounting
Carbon AccountingCarbon Accounting
Carbon Accounting
 

Similar to BoSUSA20 Online | Matt Lerner | Metrics that Matter

Customer Experience (CX) Design
Customer Experience (CX) Design Customer Experience (CX) Design
Customer Experience (CX) Design
Meahgan Pear
 
How HubSpot's Reporting Tool Will Revolutionize Your Company
How HubSpot's Reporting Tool Will Revolutionize Your CompanyHow HubSpot's Reporting Tool Will Revolutionize Your Company
How HubSpot's Reporting Tool Will Revolutionize Your Company
JaxzenMarketing
 
Growth Framework for Consumer Startups
Growth Framework for Consumer StartupsGrowth Framework for Consumer Startups
Growth Framework for Consumer Startups
P J
 
Introduction of the Agile Digital Enterprise Framework
Introduction of the Agile Digital Enterprise FrameworkIntroduction of the Agile Digital Enterprise Framework
Introduction of the Agile Digital Enterprise Framework
Pierre E. NEIS
 
Reason Street Pitching for Value
Reason Street Pitching for ValueReason Street Pitching for Value
Reason Street Pitching for Value
Jennifer van der Meer
 
SaaS Metrics Masterclass: What Key Business Metrics, Pricing Strategies, and ...
SaaS Metrics Masterclass: What Key Business Metrics, Pricing Strategies, and ...SaaS Metrics Masterclass: What Key Business Metrics, Pricing Strategies, and ...
SaaS Metrics Masterclass: What Key Business Metrics, Pricing Strategies, and ...
saastr
 
The Digital Transformation: A New World Order
The Digital Transformation: A New World OrderThe Digital Transformation: A New World Order
The Digital Transformation: A New World Order
AMA Iowa (American Marketing Association Iowa Chapter)
 
BoSON22 Nov | Matt Lerner | Identifying Your Metrics That Matter
BoSON22 Nov | Matt Lerner | Identifying Your Metrics That MatterBoSON22 Nov | Matt Lerner | Identifying Your Metrics That Matter
BoSON22 Nov | Matt Lerner | Identifying Your Metrics That Matter
Business of Software Conference
 
Advertising Analytics 2.0
Advertising Analytics 2.0Advertising Analytics 2.0
Advertising Analytics 2.0
Purple, Rock, Scissors
 
Engagement Measurement Five Rams Case Study
Engagement Measurement Five Rams Case StudyEngagement Measurement Five Rams Case Study
Engagement Measurement Five Rams Case Study
Snow Jingxue Wang
 
Automated Bidding: Deriving Smart Insights - Sergio Cano
Automated Bidding: Deriving Smart Insights - Sergio CanoAutomated Bidding: Deriving Smart Insights - Sergio Cano
Automated Bidding: Deriving Smart Insights - Sergio Cano
State of Search Conference
 
Online video Landscape
Online video LandscapeOnline video Landscape
Online video Landscape
Quid Inc.
 
Platform Business model
Platform Business modelPlatform Business model
Platform Business model
Arsalan Shourabi
 
Growth hacking UX: The journey to creating a kickass user experience.
Growth hacking UX: The journey to creating a kickass user experience.Growth hacking UX: The journey to creating a kickass user experience.
Growth hacking UX: The journey to creating a kickass user experience.
Melissa Ng
 
PitchSkills Business Presentation Template - Sharp
PitchSkills Business Presentation Template - SharpPitchSkills Business Presentation Template - Sharp
PitchSkills Business Presentation Template - Sharp
PitchSkills
 
MMA Forum México 2018 - Javier Garcia Head of Connections AB InBev presentation
MMA Forum México 2018 -  Javier Garcia Head of Connections AB InBev presentationMMA Forum México 2018 -  Javier Garcia Head of Connections AB InBev presentation
MMA Forum México 2018 - Javier Garcia Head of Connections AB InBev presentation
Mobile Marketing Association
 
Matt Lerner - Metrics that matter - BoS USA Online 2020
Matt Lerner - Metrics that matter - BoS USA Online 2020Matt Lerner - Metrics that matter - BoS USA Online 2020
Matt Lerner - Metrics that matter - BoS USA Online 2020
Kirk Baillie
 
How improving change management can help improve your business duncan watkins
How improving change management can help improve your business   duncan watkinsHow improving change management can help improve your business   duncan watkins
How improving change management can help improve your business duncan watkins
Duncan Watkins
 
Embracing Humility: 5 ways you’re probably failing your customers, and what y...
Embracing Humility: 5 ways you’re probably failing your customers, and what y...Embracing Humility: 5 ways you’re probably failing your customers, and what y...
Embracing Humility: 5 ways you’re probably failing your customers, and what y...
taraerobertson
 
Embracing Humility: Five Ways You're Failing Your Customers - Tara Robertson ...
Embracing Humility: Five Ways You're Failing Your Customers - Tara Robertson ...Embracing Humility: Five Ways You're Failing Your Customers - Tara Robertson ...
Embracing Humility: Five Ways You're Failing Your Customers - Tara Robertson ...
Price Intelligently
 

Similar to BoSUSA20 Online | Matt Lerner | Metrics that Matter (20)

Customer Experience (CX) Design
Customer Experience (CX) Design Customer Experience (CX) Design
Customer Experience (CX) Design
 
How HubSpot's Reporting Tool Will Revolutionize Your Company
How HubSpot's Reporting Tool Will Revolutionize Your CompanyHow HubSpot's Reporting Tool Will Revolutionize Your Company
How HubSpot's Reporting Tool Will Revolutionize Your Company
 
Growth Framework for Consumer Startups
Growth Framework for Consumer StartupsGrowth Framework for Consumer Startups
Growth Framework for Consumer Startups
 
Introduction of the Agile Digital Enterprise Framework
Introduction of the Agile Digital Enterprise FrameworkIntroduction of the Agile Digital Enterprise Framework
Introduction of the Agile Digital Enterprise Framework
 
Reason Street Pitching for Value
Reason Street Pitching for ValueReason Street Pitching for Value
Reason Street Pitching for Value
 
SaaS Metrics Masterclass: What Key Business Metrics, Pricing Strategies, and ...
SaaS Metrics Masterclass: What Key Business Metrics, Pricing Strategies, and ...SaaS Metrics Masterclass: What Key Business Metrics, Pricing Strategies, and ...
SaaS Metrics Masterclass: What Key Business Metrics, Pricing Strategies, and ...
 
The Digital Transformation: A New World Order
The Digital Transformation: A New World OrderThe Digital Transformation: A New World Order
The Digital Transformation: A New World Order
 
BoSON22 Nov | Matt Lerner | Identifying Your Metrics That Matter
BoSON22 Nov | Matt Lerner | Identifying Your Metrics That MatterBoSON22 Nov | Matt Lerner | Identifying Your Metrics That Matter
BoSON22 Nov | Matt Lerner | Identifying Your Metrics That Matter
 
Advertising Analytics 2.0
Advertising Analytics 2.0Advertising Analytics 2.0
Advertising Analytics 2.0
 
Engagement Measurement Five Rams Case Study
Engagement Measurement Five Rams Case StudyEngagement Measurement Five Rams Case Study
Engagement Measurement Five Rams Case Study
 
Automated Bidding: Deriving Smart Insights - Sergio Cano
Automated Bidding: Deriving Smart Insights - Sergio CanoAutomated Bidding: Deriving Smart Insights - Sergio Cano
Automated Bidding: Deriving Smart Insights - Sergio Cano
 
Online video Landscape
Online video LandscapeOnline video Landscape
Online video Landscape
 
Platform Business model
Platform Business modelPlatform Business model
Platform Business model
 
Growth hacking UX: The journey to creating a kickass user experience.
Growth hacking UX: The journey to creating a kickass user experience.Growth hacking UX: The journey to creating a kickass user experience.
Growth hacking UX: The journey to creating a kickass user experience.
 
PitchSkills Business Presentation Template - Sharp
PitchSkills Business Presentation Template - SharpPitchSkills Business Presentation Template - Sharp
PitchSkills Business Presentation Template - Sharp
 
MMA Forum México 2018 - Javier Garcia Head of Connections AB InBev presentation
MMA Forum México 2018 -  Javier Garcia Head of Connections AB InBev presentationMMA Forum México 2018 -  Javier Garcia Head of Connections AB InBev presentation
MMA Forum México 2018 - Javier Garcia Head of Connections AB InBev presentation
 
Matt Lerner - Metrics that matter - BoS USA Online 2020
Matt Lerner - Metrics that matter - BoS USA Online 2020Matt Lerner - Metrics that matter - BoS USA Online 2020
Matt Lerner - Metrics that matter - BoS USA Online 2020
 
How improving change management can help improve your business duncan watkins
How improving change management can help improve your business   duncan watkinsHow improving change management can help improve your business   duncan watkins
How improving change management can help improve your business duncan watkins
 
Embracing Humility: 5 ways you’re probably failing your customers, and what y...
Embracing Humility: 5 ways you’re probably failing your customers, and what y...Embracing Humility: 5 ways you’re probably failing your customers, and what y...
Embracing Humility: 5 ways you’re probably failing your customers, and what y...
 
Embracing Humility: Five Ways You're Failing Your Customers - Tara Robertson ...
Embracing Humility: Five Ways You're Failing Your Customers - Tara Robertson ...Embracing Humility: Five Ways You're Failing Your Customers - Tara Robertson ...
Embracing Humility: Five Ways You're Failing Your Customers - Tara Robertson ...
 

More from Business of Software Conference

BoSUSA23 | Greg Baugues | Someone Using AI Will Take Your Job
BoSUSA23 | Greg Baugues | Someone Using AI Will Take Your JobBoSUSA23 | Greg Baugues | Someone Using AI Will Take Your Job
BoSUSA23 | Greg Baugues | Someone Using AI Will Take Your Job
Business of Software Conference
 
BoSUSA23 | Kyle Bazzy & Derik Sutton | Rethinking Sales From the Demand Side ...
BoSUSA23 | Kyle Bazzy & Derik Sutton | Rethinking Sales From the Demand Side ...BoSUSA23 | Kyle Bazzy & Derik Sutton | Rethinking Sales From the Demand Side ...
BoSUSA23 | Kyle Bazzy & Derik Sutton | Rethinking Sales From the Demand Side ...
Business of Software Conference
 
BoSUSA23 | Chris Spiek & Justin Dickow | Autobooks Product & Engineering
BoSUSA23 | Chris Spiek & Justin Dickow | Autobooks Product & EngineeringBoSUSA23 | Chris Spiek & Justin Dickow | Autobooks Product & Engineering
BoSUSA23 | Chris Spiek & Justin Dickow | Autobooks Product & Engineering
Business of Software Conference
 
BoSON23 | Tim Wilkinson | Making First Hire Product Managers Work
BoSON23 | Tim Wilkinson | Making First Hire Product Managers WorkBoSON23 | Tim Wilkinson | Making First Hire Product Managers Work
BoSON23 | Tim Wilkinson | Making First Hire Product Managers Work
Business of Software Conference
 
BoSON23 | Lucy Heskins | How To Use Your Product As A Marketing Engine
BoSON23 | Lucy Heskins | How To Use Your Product As A Marketing EngineBoSON23 | Lucy Heskins | How To Use Your Product As A Marketing Engine
BoSON23 | Lucy Heskins | How To Use Your Product As A Marketing Engine
Business of Software Conference
 
BoSON23 | Mark Gibson | Better B2B Sales
BoSON23 | Mark Gibson | Better B2B SalesBoSON23 | Mark Gibson | Better B2B Sales
BoSON23 | Mark Gibson | Better B2B Sales
Business of Software Conference
 
BoSON23 | Alex Osterwalder | Coaching & Leadership in Remote Companies
BoSON23 | Alex Osterwalder | Coaching & Leadership in Remote CompaniesBoSON23 | Alex Osterwalder | Coaching & Leadership in Remote Companies
BoSON23 | Alex Osterwalder | Coaching & Leadership in Remote Companies
Business of Software Conference
 
BoSEU24 | Oyinda Bamgbose | How Tech Can Still Save the World
BoSEU24 | Oyinda Bamgbose | How Tech Can Still Save the WorldBoSEU24 | Oyinda Bamgbose | How Tech Can Still Save the World
BoSEU24 | Oyinda Bamgbose | How Tech Can Still Save the World
Business of Software Conference
 
BoSEU24 | Ninnu Campbell | How to Make People Fail
BoSEU24 | Ninnu Campbell | How to Make People FailBoSEU24 | Ninnu Campbell | How to Make People Fail
BoSEU24 | Ninnu Campbell | How to Make People Fail
Business of Software Conference
 
BoSEU24 | Joe Leech | Seven Traits of the Modern CEO
BoSEU24 | Joe Leech | Seven Traits of the Modern CEOBoSEU24 | Joe Leech | Seven Traits of the Modern CEO
BoSEU24 | Joe Leech | Seven Traits of the Modern CEO
Business of Software Conference
 
BoSEU24 | Imogen Wethered | How to Sell a Business in a Decade
BoSEU24 | Imogen Wethered | How to Sell a Business in a DecadeBoSEU24 | Imogen Wethered | How to Sell a Business in a Decade
BoSEU24 | Imogen Wethered | How to Sell a Business in a Decade
Business of Software Conference
 
BoSEU24 | Eleanor Gunn | The Top Five Regrets of the Dying
BoSEU24 | Eleanor Gunn | The Top Five Regrets of the DyingBoSEU24 | Eleanor Gunn | The Top Five Regrets of the Dying
BoSEU24 | Eleanor Gunn | The Top Five Regrets of the Dying
Business of Software Conference
 
BoSEU24 | Claire Suellentrop | How to Operationalise JTBD
BoSEU24 | Claire Suellentrop | How to Operationalise JTBDBoSEU24 | Claire Suellentrop | How to Operationalise JTBD
BoSEU24 | Claire Suellentrop | How to Operationalise JTBD
Business of Software Conference
 
BoSEU24 | Bruce McCarthy | Aligning Executive Teams
BoSEU24 | Bruce McCarthy | Aligning Executive TeamsBoSEU24 | Bruce McCarthy | Aligning Executive Teams
BoSEU24 | Bruce McCarthy | Aligning Executive Teams
Business of Software Conference
 
BoSEU24 | Bob Moesta | Live JTBD Case Studies + Problem Shooting
BoSEU24 | Bob Moesta | Live JTBD Case Studies + Problem ShootingBoSEU24 | Bob Moesta | Live JTBD Case Studies + Problem Shooting
BoSEU24 | Bob Moesta | Live JTBD Case Studies + Problem Shooting
Business of Software Conference
 
BoSEU24 | Bill Thompson | Talk From Another Century
BoSEU24 | Bill Thompson | Talk From Another CenturyBoSEU24 | Bill Thompson | Talk From Another Century
BoSEU24 | Bill Thompson | Talk From Another Century
Business of Software Conference
 
BoSUSA22 | Mikey Trafton | Finding Your Super Powers
BoSUSA22 | Mikey Trafton | Finding Your Super PowersBoSUSA22 | Mikey Trafton | Finding Your Super Powers
BoSUSA22 | Mikey Trafton | Finding Your Super Powers
Business of Software Conference
 
BoSON22 | Tony Ulwick | The ‘JTBD Needs’ Framework
BoSON22 | Tony Ulwick | The ‘JTBD Needs’ FrameworkBoSON22 | Tony Ulwick | The ‘JTBD Needs’ Framework
BoSON22 | Tony Ulwick | The ‘JTBD Needs’ Framework
Business of Software Conference
 
BoSON22 | Rita McGrath | Discovery Driven Planning
BoSON22 | Rita McGrath | Discovery Driven PlanningBoSON22 | Rita McGrath | Discovery Driven Planning
BoSON22 | Rita McGrath | Discovery Driven Planning
Business of Software Conference
 
BoSON22 | Rich Mironov | Resolving Incompatible World Views - Slides.pdf
BoSON22 | Rich Mironov | Resolving Incompatible World Views - Slides.pdfBoSON22 | Rich Mironov | Resolving Incompatible World Views - Slides.pdf
BoSON22 | Rich Mironov | Resolving Incompatible World Views - Slides.pdf
Business of Software Conference
 

More from Business of Software Conference (20)

BoSUSA23 | Greg Baugues | Someone Using AI Will Take Your Job
BoSUSA23 | Greg Baugues | Someone Using AI Will Take Your JobBoSUSA23 | Greg Baugues | Someone Using AI Will Take Your Job
BoSUSA23 | Greg Baugues | Someone Using AI Will Take Your Job
 
BoSUSA23 | Kyle Bazzy & Derik Sutton | Rethinking Sales From the Demand Side ...
BoSUSA23 | Kyle Bazzy & Derik Sutton | Rethinking Sales From the Demand Side ...BoSUSA23 | Kyle Bazzy & Derik Sutton | Rethinking Sales From the Demand Side ...
BoSUSA23 | Kyle Bazzy & Derik Sutton | Rethinking Sales From the Demand Side ...
 
BoSUSA23 | Chris Spiek & Justin Dickow | Autobooks Product & Engineering
BoSUSA23 | Chris Spiek & Justin Dickow | Autobooks Product & EngineeringBoSUSA23 | Chris Spiek & Justin Dickow | Autobooks Product & Engineering
BoSUSA23 | Chris Spiek & Justin Dickow | Autobooks Product & Engineering
 
BoSON23 | Tim Wilkinson | Making First Hire Product Managers Work
BoSON23 | Tim Wilkinson | Making First Hire Product Managers WorkBoSON23 | Tim Wilkinson | Making First Hire Product Managers Work
BoSON23 | Tim Wilkinson | Making First Hire Product Managers Work
 
BoSON23 | Lucy Heskins | How To Use Your Product As A Marketing Engine
BoSON23 | Lucy Heskins | How To Use Your Product As A Marketing EngineBoSON23 | Lucy Heskins | How To Use Your Product As A Marketing Engine
BoSON23 | Lucy Heskins | How To Use Your Product As A Marketing Engine
 
BoSON23 | Mark Gibson | Better B2B Sales
BoSON23 | Mark Gibson | Better B2B SalesBoSON23 | Mark Gibson | Better B2B Sales
BoSON23 | Mark Gibson | Better B2B Sales
 
BoSON23 | Alex Osterwalder | Coaching & Leadership in Remote Companies
BoSON23 | Alex Osterwalder | Coaching & Leadership in Remote CompaniesBoSON23 | Alex Osterwalder | Coaching & Leadership in Remote Companies
BoSON23 | Alex Osterwalder | Coaching & Leadership in Remote Companies
 
BoSEU24 | Oyinda Bamgbose | How Tech Can Still Save the World
BoSEU24 | Oyinda Bamgbose | How Tech Can Still Save the WorldBoSEU24 | Oyinda Bamgbose | How Tech Can Still Save the World
BoSEU24 | Oyinda Bamgbose | How Tech Can Still Save the World
 
BoSEU24 | Ninnu Campbell | How to Make People Fail
BoSEU24 | Ninnu Campbell | How to Make People FailBoSEU24 | Ninnu Campbell | How to Make People Fail
BoSEU24 | Ninnu Campbell | How to Make People Fail
 
BoSEU24 | Joe Leech | Seven Traits of the Modern CEO
BoSEU24 | Joe Leech | Seven Traits of the Modern CEOBoSEU24 | Joe Leech | Seven Traits of the Modern CEO
BoSEU24 | Joe Leech | Seven Traits of the Modern CEO
 
BoSEU24 | Imogen Wethered | How to Sell a Business in a Decade
BoSEU24 | Imogen Wethered | How to Sell a Business in a DecadeBoSEU24 | Imogen Wethered | How to Sell a Business in a Decade
BoSEU24 | Imogen Wethered | How to Sell a Business in a Decade
 
BoSEU24 | Eleanor Gunn | The Top Five Regrets of the Dying
BoSEU24 | Eleanor Gunn | The Top Five Regrets of the DyingBoSEU24 | Eleanor Gunn | The Top Five Regrets of the Dying
BoSEU24 | Eleanor Gunn | The Top Five Regrets of the Dying
 
BoSEU24 | Claire Suellentrop | How to Operationalise JTBD
BoSEU24 | Claire Suellentrop | How to Operationalise JTBDBoSEU24 | Claire Suellentrop | How to Operationalise JTBD
BoSEU24 | Claire Suellentrop | How to Operationalise JTBD
 
BoSEU24 | Bruce McCarthy | Aligning Executive Teams
BoSEU24 | Bruce McCarthy | Aligning Executive TeamsBoSEU24 | Bruce McCarthy | Aligning Executive Teams
BoSEU24 | Bruce McCarthy | Aligning Executive Teams
 
BoSEU24 | Bob Moesta | Live JTBD Case Studies + Problem Shooting
BoSEU24 | Bob Moesta | Live JTBD Case Studies + Problem ShootingBoSEU24 | Bob Moesta | Live JTBD Case Studies + Problem Shooting
BoSEU24 | Bob Moesta | Live JTBD Case Studies + Problem Shooting
 
BoSEU24 | Bill Thompson | Talk From Another Century
BoSEU24 | Bill Thompson | Talk From Another CenturyBoSEU24 | Bill Thompson | Talk From Another Century
BoSEU24 | Bill Thompson | Talk From Another Century
 
BoSUSA22 | Mikey Trafton | Finding Your Super Powers
BoSUSA22 | Mikey Trafton | Finding Your Super PowersBoSUSA22 | Mikey Trafton | Finding Your Super Powers
BoSUSA22 | Mikey Trafton | Finding Your Super Powers
 
BoSON22 | Tony Ulwick | The ‘JTBD Needs’ Framework
BoSON22 | Tony Ulwick | The ‘JTBD Needs’ FrameworkBoSON22 | Tony Ulwick | The ‘JTBD Needs’ Framework
BoSON22 | Tony Ulwick | The ‘JTBD Needs’ Framework
 
BoSON22 | Rita McGrath | Discovery Driven Planning
BoSON22 | Rita McGrath | Discovery Driven PlanningBoSON22 | Rita McGrath | Discovery Driven Planning
BoSON22 | Rita McGrath | Discovery Driven Planning
 
BoSON22 | Rich Mironov | Resolving Incompatible World Views - Slides.pdf
BoSON22 | Rich Mironov | Resolving Incompatible World Views - Slides.pdfBoSON22 | Rich Mironov | Resolving Incompatible World Views - Slides.pdf
BoSON22 | Rich Mironov | Resolving Incompatible World Views - Slides.pdf
 

Recently uploaded

Brian Fitzsimmons on the Business Strategy and Content Flywheel of Barstool S...
Brian Fitzsimmons on the Business Strategy and Content Flywheel of Barstool S...Brian Fitzsimmons on the Business Strategy and Content Flywheel of Barstool S...
Brian Fitzsimmons on the Business Strategy and Content Flywheel of Barstool S...
Neil Horowitz
 
一比一原版(QMUE毕业证书)英国爱丁堡玛格丽特女王大学毕业证文凭如何办理
一比一原版(QMUE毕业证书)英国爱丁堡玛格丽特女王大学毕业证文凭如何办理一比一原版(QMUE毕业证书)英国爱丁堡玛格丽特女王大学毕业证文凭如何办理
一比一原版(QMUE毕业证书)英国爱丁堡玛格丽特女王大学毕业证文凭如何办理
taqyea
 
Digital Transformation Frameworks: Driving Digital Excellence
Digital Transformation Frameworks: Driving Digital ExcellenceDigital Transformation Frameworks: Driving Digital Excellence
Digital Transformation Frameworks: Driving Digital Excellence
Operational Excellence Consulting
 
Best Forex Brokers Comparison in INDIA 2024
Best Forex Brokers Comparison in INDIA 2024Best Forex Brokers Comparison in INDIA 2024
Best Forex Brokers Comparison in INDIA 2024
Top Forex Brokers Review
 
Zodiac Signs and Food Preferences_ What Your Sign Says About Your Taste
Zodiac Signs and Food Preferences_ What Your Sign Says About Your TasteZodiac Signs and Food Preferences_ What Your Sign Says About Your Taste
Zodiac Signs and Food Preferences_ What Your Sign Says About Your Taste
my Pandit
 
TIMES BPO: Business Plan For Startup Industry
TIMES BPO: Business Plan For Startup IndustryTIMES BPO: Business Plan For Startup Industry
TIMES BPO: Business Plan For Startup Industry
timesbpobusiness
 
The Most Inspiring Entrepreneurs to Follow in 2024.pdf
The Most Inspiring Entrepreneurs to Follow in 2024.pdfThe Most Inspiring Entrepreneurs to Follow in 2024.pdf
The Most Inspiring Entrepreneurs to Follow in 2024.pdf
thesiliconleaders
 
The APCO Geopolitical Radar - Q3 2024 The Global Operating Environment for Bu...
The APCO Geopolitical Radar - Q3 2024 The Global Operating Environment for Bu...The APCO Geopolitical Radar - Q3 2024 The Global Operating Environment for Bu...
The APCO Geopolitical Radar - Q3 2024 The Global Operating Environment for Bu...
APCO
 
Business storytelling: key ingredients to a story
Business storytelling: key ingredients to a storyBusiness storytelling: key ingredients to a story
Business storytelling: key ingredients to a story
Alexandra Fulford
 
How are Lilac French Bulldogs Beauty Charming the World and Capturing Hearts....
How are Lilac French Bulldogs Beauty Charming the World and Capturing Hearts....How are Lilac French Bulldogs Beauty Charming the World and Capturing Hearts....
How are Lilac French Bulldogs Beauty Charming the World and Capturing Hearts....
Lacey Max
 
Top mailing list providers in the USA.pptx
Top mailing list providers in the USA.pptxTop mailing list providers in the USA.pptx
Top mailing list providers in the USA.pptx
JeremyPeirce1
 
Satta Matka Dpboss Matka Guessing Kalyan Chart Indian Matka Kalyan panel Chart
Satta Matka Dpboss Matka Guessing Kalyan Chart Indian Matka Kalyan panel ChartSatta Matka Dpboss Matka Guessing Kalyan Chart Indian Matka Kalyan panel Chart
Satta Matka Dpboss Matka Guessing Kalyan Chart Indian Matka Kalyan panel Chart
➒➌➎➏➑➐➋➑➐➐Dpboss Matka Guessing Satta Matka Kalyan Chart Indian Matka
 
The latest Heat Pump Manual from Newentide
The latest Heat Pump Manual from NewentideThe latest Heat Pump Manual from Newentide
The latest Heat Pump Manual from Newentide
JoeYangGreatMachiner
 
Income Tax exemption for Start up : Section 80 IAC
Income Tax  exemption for Start up : Section 80 IACIncome Tax  exemption for Start up : Section 80 IAC
Income Tax exemption for Start up : Section 80 IAC
CA Dr. Prithvi Ranjan Parhi
 
2024-6-01-IMPACTSilver-Corp-Presentation.pdf
2024-6-01-IMPACTSilver-Corp-Presentation.pdf2024-6-01-IMPACTSilver-Corp-Presentation.pdf
2024-6-01-IMPACTSilver-Corp-Presentation.pdf
hartfordclub1
 
Anny Serafina Love - Letter of Recommendation by Kellen Harkins, MS.
Anny Serafina Love - Letter of Recommendation by Kellen Harkins, MS.Anny Serafina Love - Letter of Recommendation by Kellen Harkins, MS.
Anny Serafina Love - Letter of Recommendation by Kellen Harkins, MS.
AnnySerafinaLove
 
NIMA2024 | De toegevoegde waarde van DEI en ESG in campagnes | Nathalie Lam |...
NIMA2024 | De toegevoegde waarde van DEI en ESG in campagnes | Nathalie Lam |...NIMA2024 | De toegevoegde waarde van DEI en ESG in campagnes | Nathalie Lam |...
NIMA2024 | De toegevoegde waarde van DEI en ESG in campagnes | Nathalie Lam |...
BBPMedia1
 
Unveiling the Dynamic Personalities, Key Dates, and Horoscope Insights: Gemin...
Unveiling the Dynamic Personalities, Key Dates, and Horoscope Insights: Gemin...Unveiling the Dynamic Personalities, Key Dates, and Horoscope Insights: Gemin...
Unveiling the Dynamic Personalities, Key Dates, and Horoscope Insights: Gemin...
my Pandit
 
Pitch Deck Teardown: Kinnect's $250k Angel deck
Pitch Deck Teardown: Kinnect's $250k Angel deckPitch Deck Teardown: Kinnect's $250k Angel deck
Pitch Deck Teardown: Kinnect's $250k Angel deck
HajeJanKamps
 
Dpboss Matka Guessing Satta Matta Matka Kalyan panel Chart Indian Matka Dpbos...
Dpboss Matka Guessing Satta Matta Matka Kalyan panel Chart Indian Matka Dpbos...Dpboss Matka Guessing Satta Matta Matka Kalyan panel Chart Indian Matka Dpbos...
Dpboss Matka Guessing Satta Matta Matka Kalyan panel Chart Indian Matka Dpbos...
➒➌➎➏➑➐➋➑➐➐Dpboss Matka Guessing Satta Matka Kalyan Chart Indian Matka
 

Recently uploaded (20)

Brian Fitzsimmons on the Business Strategy and Content Flywheel of Barstool S...
Brian Fitzsimmons on the Business Strategy and Content Flywheel of Barstool S...Brian Fitzsimmons on the Business Strategy and Content Flywheel of Barstool S...
Brian Fitzsimmons on the Business Strategy and Content Flywheel of Barstool S...
 
一比一原版(QMUE毕业证书)英国爱丁堡玛格丽特女王大学毕业证文凭如何办理
一比一原版(QMUE毕业证书)英国爱丁堡玛格丽特女王大学毕业证文凭如何办理一比一原版(QMUE毕业证书)英国爱丁堡玛格丽特女王大学毕业证文凭如何办理
一比一原版(QMUE毕业证书)英国爱丁堡玛格丽特女王大学毕业证文凭如何办理
 
Digital Transformation Frameworks: Driving Digital Excellence
Digital Transformation Frameworks: Driving Digital ExcellenceDigital Transformation Frameworks: Driving Digital Excellence
Digital Transformation Frameworks: Driving Digital Excellence
 
Best Forex Brokers Comparison in INDIA 2024
Best Forex Brokers Comparison in INDIA 2024Best Forex Brokers Comparison in INDIA 2024
Best Forex Brokers Comparison in INDIA 2024
 
Zodiac Signs and Food Preferences_ What Your Sign Says About Your Taste
Zodiac Signs and Food Preferences_ What Your Sign Says About Your TasteZodiac Signs and Food Preferences_ What Your Sign Says About Your Taste
Zodiac Signs and Food Preferences_ What Your Sign Says About Your Taste
 
TIMES BPO: Business Plan For Startup Industry
TIMES BPO: Business Plan For Startup IndustryTIMES BPO: Business Plan For Startup Industry
TIMES BPO: Business Plan For Startup Industry
 
The Most Inspiring Entrepreneurs to Follow in 2024.pdf
The Most Inspiring Entrepreneurs to Follow in 2024.pdfThe Most Inspiring Entrepreneurs to Follow in 2024.pdf
The Most Inspiring Entrepreneurs to Follow in 2024.pdf
 
The APCO Geopolitical Radar - Q3 2024 The Global Operating Environment for Bu...
The APCO Geopolitical Radar - Q3 2024 The Global Operating Environment for Bu...The APCO Geopolitical Radar - Q3 2024 The Global Operating Environment for Bu...
The APCO Geopolitical Radar - Q3 2024 The Global Operating Environment for Bu...
 
Business storytelling: key ingredients to a story
Business storytelling: key ingredients to a storyBusiness storytelling: key ingredients to a story
Business storytelling: key ingredients to a story
 
How are Lilac French Bulldogs Beauty Charming the World and Capturing Hearts....
How are Lilac French Bulldogs Beauty Charming the World and Capturing Hearts....How are Lilac French Bulldogs Beauty Charming the World and Capturing Hearts....
How are Lilac French Bulldogs Beauty Charming the World and Capturing Hearts....
 
Top mailing list providers in the USA.pptx
Top mailing list providers in the USA.pptxTop mailing list providers in the USA.pptx
Top mailing list providers in the USA.pptx
 
Satta Matka Dpboss Matka Guessing Kalyan Chart Indian Matka Kalyan panel Chart
Satta Matka Dpboss Matka Guessing Kalyan Chart Indian Matka Kalyan panel ChartSatta Matka Dpboss Matka Guessing Kalyan Chart Indian Matka Kalyan panel Chart
Satta Matka Dpboss Matka Guessing Kalyan Chart Indian Matka Kalyan panel Chart
 
The latest Heat Pump Manual from Newentide
The latest Heat Pump Manual from NewentideThe latest Heat Pump Manual from Newentide
The latest Heat Pump Manual from Newentide
 
Income Tax exemption for Start up : Section 80 IAC
Income Tax  exemption for Start up : Section 80 IACIncome Tax  exemption for Start up : Section 80 IAC
Income Tax exemption for Start up : Section 80 IAC
 
2024-6-01-IMPACTSilver-Corp-Presentation.pdf
2024-6-01-IMPACTSilver-Corp-Presentation.pdf2024-6-01-IMPACTSilver-Corp-Presentation.pdf
2024-6-01-IMPACTSilver-Corp-Presentation.pdf
 
Anny Serafina Love - Letter of Recommendation by Kellen Harkins, MS.
Anny Serafina Love - Letter of Recommendation by Kellen Harkins, MS.Anny Serafina Love - Letter of Recommendation by Kellen Harkins, MS.
Anny Serafina Love - Letter of Recommendation by Kellen Harkins, MS.
 
NIMA2024 | De toegevoegde waarde van DEI en ESG in campagnes | Nathalie Lam |...
NIMA2024 | De toegevoegde waarde van DEI en ESG in campagnes | Nathalie Lam |...NIMA2024 | De toegevoegde waarde van DEI en ESG in campagnes | Nathalie Lam |...
NIMA2024 | De toegevoegde waarde van DEI en ESG in campagnes | Nathalie Lam |...
 
Unveiling the Dynamic Personalities, Key Dates, and Horoscope Insights: Gemin...
Unveiling the Dynamic Personalities, Key Dates, and Horoscope Insights: Gemin...Unveiling the Dynamic Personalities, Key Dates, and Horoscope Insights: Gemin...
Unveiling the Dynamic Personalities, Key Dates, and Horoscope Insights: Gemin...
 
Pitch Deck Teardown: Kinnect's $250k Angel deck
Pitch Deck Teardown: Kinnect's $250k Angel deckPitch Deck Teardown: Kinnect's $250k Angel deck
Pitch Deck Teardown: Kinnect's $250k Angel deck
 
Dpboss Matka Guessing Satta Matta Matka Kalyan panel Chart Indian Matka Dpbos...
Dpboss Matka Guessing Satta Matta Matka Kalyan panel Chart Indian Matka Dpbos...Dpboss Matka Guessing Satta Matta Matka Kalyan panel Chart Indian Matka Dpbos...
Dpboss Matka Guessing Satta Matta Matka Kalyan panel Chart Indian Matka Dpbos...
 

BoSUSA20 Online | Matt Lerner | Metrics that Matter

  • 1. W W W . S T A R T U P C O R E S T R E N G T H S . C O M
  • 2. W W W . S T A R T U P C O R E S T R E N G T H S . C O M M E T R I C S T H A T M A T T E R 22 September, 2020 You get what you measure. Choose carefully. Matt Lerner
  • 3. W W W . S T A R T U P C O R E S T R E N G T H S . C O M J A N U A R Y, 2 0 0 9 S A N J O S E , C A L I F O R N I A
  • 4. W W W . S T A R T U P C O R E S T R E N G T H S . C O M
  • 5. W W W . S T A R T U P C O R E S T R E N G T H S . C O M
  • 6. W W W . S T A R T U P C O R E S T R E N G T H S . C O M
  • 7. W W W . S T A R T U P C O R E S T R E N G T H S . C O M
  • 8. W W W . S T A R T U P C O R E S T R E N G T H S . C O M S Q U A R E : $ 3 6 B S T R I P E : $ 3 0 B
  • 9. W W W . S T A R T U P C O R E S T R E N G T H S . C O M Y O U G E T W H A T Y O U M E A S U R E A L I G N A N D F O C U S T H E T E A M A D O U B L E - E D G E D S W O R D I F Y O U M E A S U R E T H E W R O N G T H I N G M E T R I C S
  • 10. W W W . S T A R T U P C O R E S T R E N G T H S . C O M Silicon Valley veteran (4 startups: ! ,", #, and $) Growth team @ PayPal Partner @ 500 Startups VC Lectures at Stanford Business School, Imperial Founder of Startup Core Strengths – Coaching Program StartupCoreStrengths.com/playbook (it’s free) M A T T L E R N E R – F O U N D E R & C E O
  • 11. W W W . S T A R T U P C O R E S T R E N G T H S . C O M H O W D O T A R G E T S C A U S E S U C C E S S ? G O O D M E T R I C S
  • 12. W W W . S T A R T U P C O R E S T R E N G T H S . C O M 9 0 % O F Y O U R R E S U L T S C O M E F R O M 1 0 % O F Y O U R W O R K 0% 20% 40% 60% 80% 100% Results Work T H E C R I T I C A L I N S I G H T
  • 13. W W W . S T A R T U P C O R E S T R E N G T H S . C O M G O O D M E T R I C S H E L P P E O P L E M A K E B E T T E R D E C I S I O N S A B O U T W H I C H W O R K T O D O
  • 14. W W W . S T A R T U P C O R E S T R E N G T H S . C O M G O O D M E T R I C S Measure customer value in the first instance, not profit
  • 15. W W W . S T A R T U P C O R E S T R E N G T H S . C O M D O N O T C H A S E R E V E N U E I N T H E F I R S T I N S T A N C E
  • 16. W W W . S T A R T U P C O R E S T R E N G T H S . C O M D E L I V E R V A L U E A N D R E V E N U E W I L L C O M E
  • 17. W W W . S T A R T U P C O R E S T R E N G T H S . C O M H O W D O Y O U M E A S S U R E V A L U E D E L I V E R E D ?
  • 18. W W W . S T A R T U P C O R E S T R E N G T H S . C O M W H A T I S C U S T O M E R V A L U E D E L I V E R Y ? If customers absolutely loved your product or service, how would they naturally behave? You deliver value when you help customers make progress in their lives. What measurable customer behavior is the closest proxy for that “value delivery”? How many of them are behaving like this? (Track in cohorts, improve over time.)
  • 19. W W W . S T A R T U P C O R E S T R E N G T H S . C O M Y O U R M E T R I C S
  • 20. W W W . S T A R T U P C O R E S T R E N G T H S . C O M T H R E E K E Y T Y P E S O F M E T R I C S 1. North Star Metric – Customer behavior that encompasses the whole funnel or marketplace, and increments when value is delivered to both customer and the company. 2. Key Drivers – 1-3 Measured first-order impacts of the work you do each day to maximise the NSM. (One of these is your “rate limiting step”) 3. Nuance Metrics – Important numbers to watch, maintain in a range, but not maximise.
  • 21. W W W . S T A R T U P C O R E S T R E N G T H S . C O M W H A T I S Y O U R N O R T H S T A R M E T R I C ? North Star Metric Increments when we deliver value to both customer and company in a natural way where customers and company behave as expected. 1. Simple & memorable for the whole company 2. Represents the full funnel including new, engaged and churned users. 3. Does not change often (e.g. every few years max) 4. Everyone can connect their work to this number
  • 22. W W W . S T A R T U P C O R E S T R E N G T H S . C O M A S I M P L E E X A M P L E
  • 23. W W W . S T A R T U P C O R E S T R E N G T H S . C O M Subscribers * Avg Plan Cost WAUs (Retained + New Actives) + Lapsed Make First Wireframe Trial Account Qualified Traffic Monthly Recurring Revenue (MRR) Y O U R N O R T H S T A R Make More Wireframes, Share, etc. Convert to Paid Plan
  • 24. W W W . S T A R T U P C O R E S T R E N G T H S . C O M B2C AirBnB – Nights booked Facebook – DAUs Quora – Number of answered Medium – Minutes Read B2B Slack – Daily Active Users (DAUs) Amplitude – Weekly querying users PayPal – Total Payment Volume (TPV) Hubspot - # of weekly active teams If customers absolutely loved your product or service, how would they naturally behave? E X A M P L E N O R T H S T A R M E T R I C S MARKETPLACES Your NSM is typically a transaction where two sides come together.
  • 25. W W W . S T A R T U P C O R E S T R E N G T H S . C O M W H A T I S Y O U R N O R T H S T A R M E T R I C ? North Star Metric Increments when we deliver value to both customer and company in a natural way where customers and company behave as expected. 1. Simple & memorable for the whole company 2. Represents the full funnel including new, engaged and churned users. 3. Does not change often (e.g. every few years max) 4. Everyone can connect their work to this number
  • 26. W W W . S T A R T U P C O R E S T R E N G T H S . C O M K E Y D R I V E R S Key Drivers are the customer behavior “levers” you pull each day to maximize the North Star. They: 1. Are controllable customer behaviours. 2. Select only a few (1-3) 3. Often, it’s a ratio (e.g. activation rate, signup rate). 4. Revisit every 3 months. 5. Each one should have an owner and target.
  • 27. W W W . S T A R T U P C O R E S T R E N G T H S . C O M “To give people the power to build community and bring the world closer together.” “Provide simple, affordable, secure and reliable digital payments to…millions of people around the world.” “To offer our customers the lowest possible prices, the best available selection, and the utmost convenience” Mission North Star E X A M P L E C U S T O M E R V A L U E K E Y D R I V E R S Total Payment Volume Repeat Purchases Daily Active Users Ubiquity (be available at every transaction point) Preference (be every consumer’s preferred payment method) Price Selection Convenience DAUs by product, number of products Registered users, user frequency Invites, follows, post count, post engagement, etc. Key Drivers
  • 28. W W W . S T A R T U P C O R E S T R E N G T H S . C O M Which of these metrics, if improved, makes the whole system run better? Find it. Focus on it. Y O U R R A T E L I M I T I N G S T E P
  • 29. W W W . S T A R T U P C O R E S T R E N G T H S . C O M Subscribers * Avg Plan Cost Make First Wireframe Trial Account Qualified Traffic Monthly Recurring Revenue (MRR) Y O U R K E Y D R I V E R S Make More Wireframes, Share, etc. Convert to Paid Plan WAUs (Retained + New Actives) + Lapsed
  • 30. W W W . S T A R T U P C O R E S T R E N G T H S . C O M W H A T A R E Y O U R K E Y D R I V E R S ? Which main levers cause your “value delivery metric” to go up? Which customer behavior best tracks those levers?
  • 31. W W W . S T A R T U P C O R E S T R E N G T H S . C O M R E T E N T I O N K E Y D R I V E R S Absolute numbers matter less than the shape of the curve Key Driver: How would people naturally behave if they loved your product? What early life behavior pattern predicts retention? That’s the habituation threshold What % of new signups cross that line? Starts with finding your habituation threshold How much of your revenue is coming from habituated customers? (Happy MRR) vs. New customers vs. At-Risk ones? CumulativeWAUs Monthly Cohorts CumulativeWAUs Monthly Cohorts
  • 32. W W W . S T A R T U P C O R E S T R E N G T H S . C O M Subscribers * Avg Plan Cost Make First Wireframe Trial Account Qualified Traffic Monthly Recurring Revenue (MRR) Y O U R H A B I T U A T I O N T H R E S H O L D åMake More Wireframes, Share, etc. Convert to Paid Plan WAUs (Retained + New Actives) + Lapsed
  • 33. W W W . S T A R T U P C O R E S T R E N G T H S . C O M W H A T A R E Y O U R K E Y D R I V E R S ? Which main levers cause your “value delivery metric” to go up? Which customer behavior best tracks those levers? Which one is your rate limiting step? Who “owns” each of these key metrics?
  • 34. W W W . S T A R T U P C O R E S T R E N G T H S . C O M W H A T A R E Y O U R N U A N C E M E T R I C S ? Nuance Metrics are important “read only” numbers (watch but not maximise). Make sure they stay within an acceptable range. Many are drivers, but not “key” drivers Sometimes they are not directly controllable Helpful if they explain variations in the North Star Often a “check” number that should stay in a certain range
  • 35. W W W . S T A R T U P C O R E S T R E N G T H S . C O M D O E S T H I S C H A N G E I F Y O U D O N O T H A V E P R O D U C T - M A R K E T F I T ?
  • 36. W W W . S T A R T U P C O R E S T R E N G T H S . C O M “If your product is broken and people are still using it, if you have high retention with a broken product, that’s a clear sign you have PMF.” Elad Gil
  • 37. W W W . S T A R T U P C O R E S T R E N G T H S . C O M 100% Find Product-Market Fit 60% Maximise Proven Vectors 40% Seek Adjacent Vectors 80% Optimise Core Business 20% Find New Business Lines Post-PMF Post-PMF SuperImportant Decision Yourtime,energyandresources B E H O N E S T W I T H Y O U R S E L F Pre-PMF “The Hunt” “The Sprint” “The Marathon”
  • 38. W W W . S T A R T U P C O R E S T R E N G T H S . C O M Deepen fit through iterative learning loops. Key Drivers incent deepening fit + validated customer learning: 1. Strength of fit – e.g. conversion rates, activation rates, easy to sell, referral rates, retention 2. Pace of learning – experiments run per week Tips: First validate the need. Look for “language-market fit” F I N D I N G P M F K E Y D R I V E R S
  • 39. W W W . S T A R T U P C O R E S T R E N G T H S . C O M B R I N G I N G Y O U R M E T R I C S T O L I F E
  • 40. W W W . S T A R T U P C O R E S T R E N G T H S . C O M THE PROCESS The leverage is in which work you choose to do. Your goal is to get everyone doing the most impactful work, making good tradeoffs about how to spend their time and budgets. Each person must understand the North Star, and be able to connect their work to it. (OKRs) And that should empower them to make good “resource allocation” decisions for how to move that metric, as the expert in their domain. Keep asking “Which is the most important work, and how is it going?” H E R E I S T H E M A G I C
  • 41. W W W . S T A R T U P C O R E S T R E N G T H S . C O M C O M M O N P I T F A L L S Data should help us focus, make good decisions quickly and keep executing. X Focusing on revenue, not value delivery X Chasing too many metrics X Analysis paralysis (e.g. attribution, retention) X Obsessed with a local maximum
  • 42. W W W . S T A R T U P C O R E S T R E N G T H S . C O M North Star Metric of Value Delivery, endures over time Focus on 1-3 Key Drivers, including your rate limiting step, revisit focus every 3 months. If pre-PMF, key drivers focus you on fast learning and fit-deepening For retention, figure out your habituation threshold & work backwards Each key driver gets a single accountable person. Questions for each employee: Do they understand how their work affects the NSM? Do they understand their key driver? Can they make good tradeoffs re. investments of time and budget, and focus them on the most impactful work? R E C A P
  • 43. W W W . S T A R T U P C O R E S T R E N G T H S . C O M Y O U R H O M E W O R K : 5 Q U E S T I O N S 1. A conversation with your CEO, Head of Product, Head of Marketing, Finance + Analytics. Figure out: 1. What’s your North Star Metric? 2. What are your 1-3 biggest drivers of that metric, company-wide? 3. What’s your “rate-limiting step”? 2. Ask each employee: “How does your work each day impact our North Star?” (Check for alignment & comprehension) 3. Regularly ask each employee or team: “What’s the most important work, and how’s it going?”
  • 44. W W W . S T A R T U P C O R E S T R E N G T H S . C O M M E A S U R E T W I C E C U T O N C E @MattHLerner StartupCoreStrengths.com/subscribe matt@startupcorestrengths.com