This document discusses metrics for early-stage startups. It notes that early-stage metrics are different than later-stage metrics because the product may not be ready or have enough usable data. It recommends focusing on customer acquisition, activation, retention, referral, and revenue using cohorts to segment users. Metrics should validate customer feedback and internal assumptions. The document provides examples for a mobile app and emphasizes understanding customer intent through interviews over relying solely on metrics.
Lean Analytics: Using Data to Build a Better Business FasterLean Startup Co.
Alistair Croll, Solve for Interesting , @acroll
At the core of Lean Startup approaches is a continuous cycle of measurement and learning. But what should you measure? To find the right metric, you need to understand the stage you’re at and the business model you’re in, as well as where to draw the line so you know when to cut your losses—and when to step on the gas. In these two sessions, entrepreneur and best-selling author of Lean Analytics Alistair Croll will show you how to put data to work.
How to think about data and what makes a good metric
The importance of cohorts and proper analysis
The five stages every startup goes through
Six business model archetypes and how to find your own
What “good enough” looks like and how to run experiments
What works for larger organizations trying to change and innovate.
This session is relevant for both early-stage founders and intrapreneurs in large organizations. Based on interviews with over 130 analysts, entrepreneurs, and investors, this session is packed with practical information, hard numbers, and concrete steps you can put to work immediately. Attendees need not be technical but should come armed with a basic understanding of web analytics, business metrics, and their current business model, plus a willingness to share with one another.
This workshop is sponsored by Amplitude.
Dan Olsen, The Lean Product Playbook , @danolsen
Room: C260
Everyone working on a new product is trying to achieve the same goal: product-market fit. Although product-market fit is one of the most important Lean Startup concepts, it’s also the least well defined. Dan Olsen shares the top advice from his book The Lean Product Playbook, including the Product-Market Fit Pyramid: an actionable model that breaks product-market fit down into 5 key elements. Dan also explains the Lean Product Process, a 6-step methodology with practical guidance on how to achieve product-market fit, illustrated with a real-world case study.
A comprehensive (but not complete!) review of the Lean Analytics book (http://leananalyticsbook.com), which was presented at the Lean Startup Conference in 2012. Focuses on the
Presentation on Lean Analytics at MicroConf 2013. Understanding what metrics are the most value, when, for your type of business.
* What makes a good metric?
* Types of metrics (qualitative vs. quantitative, vanity vs. actionable, etc.)
* Lean Analytics framework
Shared a number of case studies: Airbnb, Buffer, ClearFit, OffceDrop and others.
Lean Analytics: Using Data to Build a Better Business FasterLean Startup Co.
Alistair Croll, Solve for Interesting , @acroll
At the core of Lean Startup approaches is a continuous cycle of measurement and learning. But what should you measure? To find the right metric, you need to understand the stage you’re at and the business model you’re in, as well as where to draw the line so you know when to cut your losses—and when to step on the gas. In these two sessions, entrepreneur and best-selling author of Lean Analytics Alistair Croll will show you how to put data to work.
How to think about data and what makes a good metric
The importance of cohorts and proper analysis
The five stages every startup goes through
Six business model archetypes and how to find your own
What “good enough” looks like and how to run experiments
What works for larger organizations trying to change and innovate.
This session is relevant for both early-stage founders and intrapreneurs in large organizations. Based on interviews with over 130 analysts, entrepreneurs, and investors, this session is packed with practical information, hard numbers, and concrete steps you can put to work immediately. Attendees need not be technical but should come armed with a basic understanding of web analytics, business metrics, and their current business model, plus a willingness to share with one another.
This workshop is sponsored by Amplitude.
Dan Olsen, The Lean Product Playbook , @danolsen
Room: C260
Everyone working on a new product is trying to achieve the same goal: product-market fit. Although product-market fit is one of the most important Lean Startup concepts, it’s also the least well defined. Dan Olsen shares the top advice from his book The Lean Product Playbook, including the Product-Market Fit Pyramid: an actionable model that breaks product-market fit down into 5 key elements. Dan also explains the Lean Product Process, a 6-step methodology with practical guidance on how to achieve product-market fit, illustrated with a real-world case study.
A comprehensive (but not complete!) review of the Lean Analytics book (http://leananalyticsbook.com), which was presented at the Lean Startup Conference in 2012. Focuses on the
Presentation on Lean Analytics at MicroConf 2013. Understanding what metrics are the most value, when, for your type of business.
* What makes a good metric?
* Types of metrics (qualitative vs. quantitative, vanity vs. actionable, etc.)
* Lean Analytics framework
Shared a number of case studies: Airbnb, Buffer, ClearFit, OffceDrop and others.
I gave this presentation about the Lean Analytics book at the Lean Startup Meetup in Karlsruhe.
Follow my blog for updates: http://jan-koenig.com/blog/
Or Twitter: https://twitter.com/einkoenig
12 Steps to Effective Growth Hacking (www.wepullthetrigger.com)Trigger
Do you consider growth hacking to be a fluffy concept and practice? Are you unsure how to crack the code on how to get started? Good news ahead. We have broken down the process in 12 effective steps that will help you kick off your growth (hacking) efforts. Let's get started!
A primer to growth hacking. Starts with the story of one of the web's most legendary growth hacks, then gets into what growth hacking is and how you can put it to work for your company. Originally presented at Growth Hacking Asia Singapore in Nov 2014
The SaaS Founder’s Journey: What Matters at Each StageDavid Skok
From a talk given at SaaStock 2017 in Dublin, this slide deck covers the three stages of a startup, the most important question founders should be asking to ensure survival/success, and how to build and scale a sales funnel.
There are seven key stages in a startup’s evolution from $0m to $50m in revenue. Understanding where you are in that evolution, and how to act at each stage is critical for success, as what is appropriate at one stage is not appropriate at another stage. David will lay out the roadmap, and detail the keys to success at each stage. The talk is aimed at technical/product founders plus their sales, marketing & product executives who are responsible for the go-to-market strategy for their company.
Startup Metrics, a love story. All slides of an 6h Lean Analytics workshop.Andreas Klinger
Everything you need to know about Startup Product Metrics.
This is a slideshare exclusive. The full 8hour workshop deck.
#iCatapult Workshop - 2013-08-12
Links:
http://klinger.io/
http://icatapult.co/
Getting to Product Market Fit - An Overview of Customer Discovery & ValidationJason Evanish
An overview of the first two stages of Steve Blank's Four Steps to the Epiphany: Customer Discovery and Customer Validation. Includes in depth advice on the customer development interview as well.
I'm writing a book on How to Build Customer Driven Products based on tactics like the ones in this presentation. You can sign up to learn more here: http://eepurl.com/RZoO9
Lean Analytics for Startups and EnterprisesLean Analytics
Latest Lean Analytics workshop from the Lean Startup Week in San Francisco. Focusing on what metrics matter to both startups and big corporations. Incorporates elements of corporate innovation into the Lean Analytics framework to help bigger companies think through the data that really matters.
I believe the concept of an “MVP” (or minimally viable product) is both one of the most powerful concepts for entrepreneurs thinking through their product strategy and also one of the most misunderstood / misused terms by entrepreneurs today. These are my opinion of the five biggest misunderstandings about MVPs.
A massive introduction into Lean Product Design. This presentation will set you on track to start thinking lean from day one. Start creating your next online or mobile product using these techniques and tools.
I gave this presentation about the Lean Analytics book at the Lean Startup Meetup in Karlsruhe.
Follow my blog for updates: http://jan-koenig.com/blog/
Or Twitter: https://twitter.com/einkoenig
12 Steps to Effective Growth Hacking (www.wepullthetrigger.com)Trigger
Do you consider growth hacking to be a fluffy concept and practice? Are you unsure how to crack the code on how to get started? Good news ahead. We have broken down the process in 12 effective steps that will help you kick off your growth (hacking) efforts. Let's get started!
A primer to growth hacking. Starts with the story of one of the web's most legendary growth hacks, then gets into what growth hacking is and how you can put it to work for your company. Originally presented at Growth Hacking Asia Singapore in Nov 2014
The SaaS Founder’s Journey: What Matters at Each StageDavid Skok
From a talk given at SaaStock 2017 in Dublin, this slide deck covers the three stages of a startup, the most important question founders should be asking to ensure survival/success, and how to build and scale a sales funnel.
There are seven key stages in a startup’s evolution from $0m to $50m in revenue. Understanding where you are in that evolution, and how to act at each stage is critical for success, as what is appropriate at one stage is not appropriate at another stage. David will lay out the roadmap, and detail the keys to success at each stage. The talk is aimed at technical/product founders plus their sales, marketing & product executives who are responsible for the go-to-market strategy for their company.
Startup Metrics, a love story. All slides of an 6h Lean Analytics workshop.Andreas Klinger
Everything you need to know about Startup Product Metrics.
This is a slideshare exclusive. The full 8hour workshop deck.
#iCatapult Workshop - 2013-08-12
Links:
http://klinger.io/
http://icatapult.co/
Getting to Product Market Fit - An Overview of Customer Discovery & ValidationJason Evanish
An overview of the first two stages of Steve Blank's Four Steps to the Epiphany: Customer Discovery and Customer Validation. Includes in depth advice on the customer development interview as well.
I'm writing a book on How to Build Customer Driven Products based on tactics like the ones in this presentation. You can sign up to learn more here: http://eepurl.com/RZoO9
Lean Analytics for Startups and EnterprisesLean Analytics
Latest Lean Analytics workshop from the Lean Startup Week in San Francisco. Focusing on what metrics matter to both startups and big corporations. Incorporates elements of corporate innovation into the Lean Analytics framework to help bigger companies think through the data that really matters.
I believe the concept of an “MVP” (or minimally viable product) is both one of the most powerful concepts for entrepreneurs thinking through their product strategy and also one of the most misunderstood / misused terms by entrepreneurs today. These are my opinion of the five biggest misunderstandings about MVPs.
A massive introduction into Lean Product Design. This presentation will set you on track to start thinking lean from day one. Start creating your next online or mobile product using these techniques and tools.
Workshop at TiE Bangalore.
Whenever a business is established, it either explicitly or implicitly employs a particular business model that describes the architecture of the value creation, delivery, and capture mechanisms employed by the business enterprise. The essence of a business model is that it defines the manner by which the business enterprise delivers value to customers, entices customers to pay for value, and converts those payments to profit: it thus reflects management's hypothesis about what customers want, how they want it, and how an enterprise can organize to best meet those needs, get paid for doing so, and make a profit.
This workshop will help entrepreneurs identify and validate their business model - which is a basis for a sound business plan. It will combine theoretical inputs with hands-on work, enabling experiential learning and validation of concepts introduced.
Concepts such as "Business Model Canvas" and "Minimum Viable Product / Service" will be explored. And participants will have an opportunity to use these techniques in developing and evolving their own business concepts.
If you are an entrepreneur looking at validating your business idea, or looking at scaling your business you could gain from this workshop. Also if you are a manager managing a business in an enterprise and want to expand or diversify you will have many take away's for your need.
Take away's from the workshop:
Development of an initial business model
Understanding of what constitutes the "Minimum Viable Product / Service" for the business
Validation / refinement of the business model with actual customer feedback
Develop foundation for a sound business plan.
So the purpose of product discovery is to make sure we have some evidence that when we ask the engineers to build production-quality software, it won’t be a wasted effort.
Product management in an era of disruptive innovation Nagarjun Kandukuru
[Made at SP Jain, Mumbai. Aug 2012]
We live in an era of massive disruptive innovation. More than at any other time in history of industry, we are witness to the massive upheaval of established incumbents – and their replacement by aggressive upstarts. Depending on your point of view this sea change provides massive opportunity – or a terrifying existential threat.
This new reality places substantial burdens on managers. Historical tools of product management are obsolete – and there is an attendant critical need for new practices.
Product management doctrine was based on a core principle best described as “Big up-front design”. The assumption was of a predictable future that could be analyzed – and planned for. Emphasis in this paradigm was on executing according to the plan. However, an analysis of the historical success rates for new business innovation has demonstrated that this process has been, at best, an abysmal failure.
New practices have emerged to enable product managers to adjust to a world of uncertainty. These are based on the premise of fast response to change rather than big up-front planning. They are predicated on documenting business models and conducting focused experiments to validate key assumptions. New practices and concepts have emerged: Customer Development, Business Model Canvas, Lean Startup, and Minimum Viable Product.
In this presentation, we introduce these new concepts – and describe how they can be integrated into new practices of product management that are effective in dynamic and disruptive environments. We provide an overview of the structure and application of these practices and their associated tools.
These are the slides of the talk Giovanni Puliti and I gave at Agile Business Day 2019 in Venice.
We talked about retrospective and predictive metrics and tools to support Product Owners and Designers to increase the value to be delivered.
Generally, the value of a product is represented by the balance between business outcomes and users’ needs. But how is this value actually measured? How is the user satisfaction measured? How can Product Owners, Designers and Developers validate their hypotheses regarding the product strategy? How can the team members agree that for each user story moved to “done” the next one moved to “doing” will increase the quality of the product and therefore the user satisfaction?
In our talk, we gave some tips to measure the User Experience and help the team in finding the right answers to the questions above.
@Virtual CMO Agile simple Marketing Framework March 2013Shane Lennon
A simple, easy and concise framework with working examples on setting up an Agile approach for marketing and marketing team deliverables. Teams love it (gives them sense of real ownership and makes it easier to manage and multi-task), heads of marketing find it very easy to manage (or rather it requires minimal management) and others in the organization love the results they see from an Agile approach - win win for all. It was crafted with start ups and hyper growth digital/tech companies in mind, but it has been used in larger marketing organizations, and may provide a competitive edge for those who can adapt it to their teams.
Discovering the right product is a vital part of a product development process. To do that effectively best product teams use a Product Discovery process. It answers the question of what product to build. Done right it helps you build products customers would love.
4 years ago i announced a project of mine at a conference – Running Remote.
I mentioned that i wanted to start a fund. Here is what happened, how i approached it, and my learnings.
The opening talk of running remote 2019.
I tried to explain what makes distributed teams and remote work special.
I talk about the most important aspect in remote teams: trust
This presentation is a boiled down version of a workshop i do with startups.
The goal of the workshop is to start with customer interviews and improve or pivot the startup's product.
It is based on the method of customer development by steve blank but focuses mainly on how to do interviews the right way.
A Nerded View On Fashion - Lean Startup for Fashion LabelsAndreas Klinger
This is a talk i have been giving at the L'Oreal Melbourne Fashion Festival 2012 - Industry Forum.
It represents my views on how i believe young designers are moving to B2C to make it to the market.
I have given this talk at LeanCamp Barcelona and roughly the same at Hackernews London.
It's an extended and updated version of the previous LeanCamp London talk.
Feedback highly welcome.
Metrics: Lessons Learned - Killing your pre market product illusionsAndreas Klinger
The slides of the presentation i made on Seedcamp Day.
It might not work as well without the stuff i said.
But to sum it up it was the lessons learned of my first weeks as product owner. And the question we are currently facing how to measure the correct metrics below to much dataschmutz.
Meine Präsentation die ich vor der Podiumsdiskussion am #wpsummit in Wien gehalten habe.
Ich war als kurzfristige Vertretung für nico lumma und hannes treichl.
This is a presentation i did in august 2008 at the barcamp traunsee - i prepared it at venue in around 30 minutes.
nowadays most of the described concepts are found within the concepts of open web
My Top Friend is Nike.
A short presentation on how-to integrate brands into social network services like facebook.
It gives an overview on Social Networks, explains the relation to Social Media and gives hands-on examples on howto integrate.
This is a copy of a presentation i did at ComputerSpace 2008 in Sofia, Bulgaria.
(c) http://die.socialisten.at
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
Attending a job Interview for B1 and B2 Englsih learnersErika906060
It is a sample of an interview for a business english class for pre-intermediate and intermediate english students with emphasis on the speking ability.
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
Memorandum Of Association Constitution of Company.pptseri bangash
www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
www.seribangash.com
Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
What are the main advantages of using HR recruiter services.pdfHumanResourceDimensi1
HR recruiter services offer top talents to companies according to their specific needs. They handle all recruitment tasks from job posting to onboarding and help companies concentrate on their business growth. With their expertise and years of experience, they streamline the hiring process and save time and resources for the company.
Kseniya Leshchenko: Shared development support service model as the way to ma...Lviv Startup Club
Kseniya Leshchenko: Shared development support service model as the way to make small projects with small budgets profitable for the company (UA)
Kyiv PMDay 2024 Summer
Website – www.pmday.org
Youtube – https://www.youtube.com/startuplviv
FB – https://www.facebook.com/pmdayconference
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
Tata Group Dials Taiwan for Its Chipmaking Ambition in Gujarat’s DholeraAvirahi City Dholera
The Tata Group, a titan of Indian industry, is making waves with its advanced talks with Taiwanese chipmakers Powerchip Semiconductor Manufacturing Corporation (PSMC) and UMC Group. The goal? Establishing a cutting-edge semiconductor fabrication unit (fab) in Dholera, Gujarat. This isn’t just any project; it’s a potential game changer for India’s chipmaking aspirations and a boon for investors seeking promising residential projects in dholera sir.
Visit : https://www.avirahi.com/blog/tata-group-dials-taiwan-for-its-chipmaking-ambition-in-gujarats-dholera/
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
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3. @andreasklinger
“Startup Founder”
“Product Guy”
What we will cover
- Why early stage metrics are different.
- Applicable methods & Lessons Learned.
(this is an excerpt of 2h workshop - but with prettier slides ;) )
#scb13 – @andreasklinger
4. The Main Problem with Metrics in Early Stage:
- Product not ready or even wrong.
- Little to no useable data.
- Data points contradict each other.
- External Traffic can easily mess up our insights.
- What is actionable?
- Are we on the “right” track?
#scb13 – @andreasklinger
6. Some startups have
ideas for a new product.
Looking for customers
to buy (or at least use) it.
Customers don’t buy.
“early stage”
#scb13 – @andreasklinger
7. Product/Market Fit
traction
time
With early stage
I do not mean “X Years”
I mean before product/market fit.
#scb13 – @andreasklinger
8. Product/market fit
Being in a good market
with a product that can satisfy
that market.
~ Marc Andreessen
#scb13 – @andreasklinger
9. Product/market fit
Being in a good market
with a product that can satisfy
that market.
~ Marc Andreessen
= People want your stuff.
#scb13 – @andreasklinger
11. Product/Market Fit
traction
time
Discovery Validation Efficiency Scale
Steve Blank - Customer Development
#scb13 – @andreasklinger
12. Product/Market Fit
traction
time
Discovery Validation Efficiency Scale
Find a product
the market wants.
#scb13 – @andreasklinger
13. Product/Market Fit
traction
time
Discovery Validation Efficiency Scale
Find a product Optimise the product
the market wants. for the market.
#scb13 – @andreasklinger
14. Product/Market Fit
traction
time
Discovery Validation Efficiency Scale
Find a product Optimise the product
the market wants. for the market.
People in search Most clones
for new product start here.
start here. #scb13 – @andreasklinger
15. Product/Market Fit
traction
time
Discovery Validation Efficiency Scale
Product & Customer Scale Marketing
Development & Operations
#scb13 – @andreasklinger
16. Product/Market Fit
traction
time
Discovery Validation Efficiency Scale
Startups have phases
but they overlap.
#scb13 – @andreasklinger
17. Product/Market Fit
traction
time
Discovery Validation Efficiency Scale
83% of all startups are in here.
#scb13 – @andreasklinger
18. Product/Market Fit
traction
time
Discovery Validation Efficiency Scale
83% of all startups are in here. Most stuff we learn about
web analytics is meant for this part
#scb13 – @andreasklinger
22. Use of Metrics in Early Stage
Focus on People
- Not Hits, Pageviews, Visits, Events
Validation of customer feedback
- saying vs doing
- eg. did they really use the app?
- does the app do what they need it to?
Validation of internal opinions
- believing vs knowing
- eg. “Our users need/are/do/try…”
Doublecheck + Falsify
#scb13 – @andreasklinger
23. Segment Users into Cohorts
Cohorts = Groups of people that share attributes.
#scb13 – @andreasklinger
26. Acquisition
Visit / Signup / etc
Activation
Use of core feature
Retention
Come + use again
Referral
Invite + Signup
Revenue
$$$ Earned
(c) Dave McClure
28. Acquisition
Visit / Signup / etc
Activation
Use of core feature
Which Metrics to focus on?
Retention
Come + use again
Referral
Invite + Signup
Revenue
$$$ Earned
(c) Dave McClure
29. Acquisition
Visit / Signup / etc
Activation
Use of core feature
Short Answer:
Retention
Focus on Retention Come + use again
Referral
Invite + Signup
Revenue
$$$ Earned
(c) Dave McClure
30. Acquisition
Visit / Signup / etc
Activation
Use of core feature
Long answer - It depends on two things:
Retention
Come + use again
Phase of company Referral
Invite + Signup
Type of Product (esp. Engine of Growth)
Revenue
$$$ Earned
(c) Dave McClure
31. Long answer - It depends on two things:
Acquisition
Visit / Signup / etc
Activation
Use of core feature
Retention
Come + use again
Referral
Invite + Signup
Revenue
$$$ Earned
Source: Lean Analytics Book - highly recommend
32. Acquisition
Visit / Signup / etc
Activation
Use of core feature
Short Answer:
Retention
Focus on Retention Come + use again
Referral
Invite + Signup
Revenue
$$$ Earned
(c) Dave McClure
34. Because
Retention = f(user_happiness)
Crashpadder’s Happiness Index
e.g. Weighted sum over core activities by hosts.
Cohorts by cities and time.
= Health/Happiness Dashboard
35. AARRR misses something
Acquisition
And Happiness is not everything
Activation
Retention
Referral
Revenue
(c) Dave McClure
36. CUSTOMER INTENT
Acquisition
Activation
Retention
Referral
Revenue
FULFILMENT OF CUSTOMER INTENT
(c) Dave McClure
38. Metrics are horrible way to understand customer intent
Customer Intent = His “Job to be done”
Products are bought because
they solve a “job to be done”.
Learn about Jobs to be done Framework
Watch: http://bit.ly/cc-jtbd
(c) Dave McClure
39. Startups are obsessed by their solution
And ignore the customers job/problem
Market
Job/
Problem
Our
Solution
#scb13 – @andreasklinger
41. Metrics are horrible way to understand customer intent
Great Way: Customer Interviews
But: We bias our people,
when we ask them.
Even if we try not to.
Reason: we believe our
own bullshit.
Watch: www.hackertalks.io
(c) Dave McClure
42. Metrics are horrible way to understand customer intent
OK Way: Smoke Tests
If interviews suggest
a new feature but you are
Download Mobile Client
unsure about critical mass
(e.g. due to sample bias).
Create Smoke Tests
measure Click Conversion/
Signups
Not for verification but falsification
(c) Dave McClure
45. Dig deeper - Good product centric KPIs:
Linked to assumptions of your product (validation/falsify)
Rate or Ratio (0.X or %)
Framework: AARRR
Comparable (To your history (or a/b). Forget the market)
Explainable (If you don’t get it it means nothing)
#scb13 – @andreasklinger
46. “Industry Standards”
Framework: AARRR Use industry averages as reality check.
Not as benchmark.
- Usually very hard to get.
- Everyone defines stuff different.
- You might end up with another business
model anyway.
- Compare yourself vs your history data.
#scb13 – @andreasklinger
47. Example Mobile App: Pusher2000
Trainer2peer pressure sport app (prelaunch “beta”).
Rev channel: Trainers pay monthly fee.
Two sided => Segment AARRR for both sides (trainer/user)
Marketplace => Value = Transactions / Supplier
Social Software => DAU/MAU to see if activated users stay active
Chicken/Egg => You need a few very happy chickens for loads of eggs.
Week/Week retention to see if public launch makes sense
Framework: AARRR
Optimize retention: Interviews with Users that left
Measure Trainer Happiness Score
Activated User: More than two training sessions
Pushups / User / Week to see if the core assumption (People will do
more pushups) is valid
#scb13 – @andreasklinger
48. Dig Deeper - Dataschmutz
A layer of dirt obfuscating
your useable data.
Usually “wrong intent”.
Usually our fault.
(~ sample noise we created ourselves)
#scb13 – @andreasklinger
49. Dataschmutz
A layer of dirt obfuscating
your useable data.
e.g. Traffic Spikes of wrong
customer segment.
(have wrong intent)
#scb13 – @andreasklinger
50. Dataschmutz
Exam
MySugr
is praised as
“beautiful app”
example.…
=> Downloads
=> Problem:
Not all are diabetic
They focus on people
who activated.
51. How to minimize the impact of Dataschmutz
Base your KPIs on wavebreakers.
WK visitors acquisition activation retention referral revenue
twice a
Birchbox visit registration first photo share …
month
1 6000 66% / 4000 62,5% 25% 10%
2 25000 35% / 8750 65% 23% 9%
3 5000 70% / 3500 64% 26% 4%
52. Dataschmutz
Competitions create artificial incentive
Competition Created
“Dataschmutz”
Competitions (before P/M Fit) “Would you use my app and might
are nothing but Teflon Marketing win 1.000.000 USD?”
* Users had huge extra incentive.
People come.can hurt your numbers.
* Marketing People leave.
* While we decided on how to
relaunch we had dirty numbers.
#scb13 – @andreasklinger
53. Dig Deeper - Metrics need to hurt
#scb13 – @andreasklinger
54. Dig Deeper - Metrics need to hurt
If you are not ashamed about the KPIs in
your dashboard than something is wrong.
Either you do not drill deep enough.
Or you focus on the wrong KPIs.
#scb13 – @andreasklinger
55. Dig Deeper - Metrics need to hurt
Example: Garmz/LOOKK
Great Numbers:
90% activation (activation = vote)
But they only voted for friends
instead of actually using the platform.
We drilled (not far) deeper:
Activation = Vote for 2 different designers. Boom. Pain.
#scb13 – @andreasklinger
56. User activation.
Some users are happy (power users)
Some come never again.
What differs them? It’s their activities in their first 30 days.
How we think about Churn is wrong.
#scb13 – @andreasklinger
57. Example Twitter
How often did activated users
use twitter in the first month:
7 times
What did they do?
Follow 20 people, followed
back by 10
Churn:
If they don’t keep them 7 times
in the first 30 days.
They will lose them forever.
It doesn’t matter when a user
remembers to unsubscribe
#scb13 – @andreasklinger
58. Example Twitter
Example Twitter:
How did they get more people
to follow 30people within
7visits in the first 30 days?
Ran assumptions, created
features and ran experiments!
Watch: http://www.youtube.com/watch?v=L2snRPbhsF0
#scb13 – @andreasklinger
61. Summary
- Use Metrics for Product and Customer Development.
- Use Cohorts.
- Use AARRR.
- Figure Customer Intent through non-biasing interviews.
- Understand your type of product and it’s core drivers
- Find KPIs that mean something to your specific product.
- Avoid Telfonmarketing (eg Campaigns pre-product).
- Filter Dataschmutz
- Metrics need to hurt
- Focus on the first 30 days of customer activation.
TL;DR: Use metrics to validate/doublecheck.
Use those insights when designing for/speaking to your customers.
#scb13 – @andreasklinger
62. Read on
Startup metrics for Pirates by Dave McClure
http://www.slideshare.net/dmc500hats/startup-metrics-for-pirates-long-version
Actionable Metrics by Ash Mauyra
http://www.ashmaurya.com/2010/07/3-rules-to-actionable-metrics/
Data Science Secrets by DJ Patil - LeWeb London 2012
http://www.youtube.com/watch?v=L2snRPbhsF0
Twitter sign up process
http://www.lukew.com/ff/entry.asp?1128
Lean startup metrics - @stueccles
http://www.slideshare.net/stueccles/lean-startup-metrics
Cohorts in Google Analytics - @serenestudios
http://danhilltech.tumblr.com/post/12509218078/startups-hacking-a-cohort-analysis-with-google
Rob Fitzpatrick’s Collection of best Custdev Videos - @robfitz
http://www.hackertalks.io
Lean Analytics Book
http://leananalyticsbook.com/introducing-lean-analytics/
Actionable Metrics - @lfittl
http://www.slideshare.net/lfittl/actionable-metrics-lean-startup-meetup-berlin
App Engagement Matrix - Flurry
http://blog.flurry.com/bid/90743/App-Engagement-The-Matrix-Reloaded
My Blog
http://www.klinger.io
#scb13 – @andreasklinger