SlideShare a Scribd company logo
1 of 62
Startup Metrics for Pirates: AARRR! Dave McClure, Master of 500 Hats @ SXSW, March 2008 blog:  http://500hats. typepad .com/ website:  http://www.500hats.com/ slides:  http: //slideshare .net/dmc500hats/ * reminder:  National Talk Like a Pirate Day  is Sept 19 th !
Panel o’  PIRATES! ,[object Object],[object Object],[object Object],[object Object],[object Object]
AARRR genda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Pirate Warmups ,[object Object],[object Object],[object Object],[object Object]
Ship Ahoy!
Yo Ho Ho! Yo Ho Ho!
AARRR!
Why You Should Be A  Web 2.0 Entrepreneur Pirate!   AARRR! BOOTY!
Startup Metrics for Pirates:  5 Steps to Web 2.0  Booty ! ,[object Object],[object Object],[object Object],[object Object],[object Object],AARRR !
Customer Lifecycle & Conversion   Behavior Website.com 4. REFERRAL Emails & widgets Campaigns, Contests 5. Revenue $$$ Biz Dev Ads, Lead Gen, Subscriptions, etc 2. Activation Homepage / Landing Page Product Features 1. ACQUISITION SEO SEM Apps & Widgets Affiliates Email PR Biz Dev Campaigns, Contests Direct, Tel, TV Social Networks Blogs Domains
Q: Business Model? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Founder/CEO ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Product / Engineering ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Marketing / Sales ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Customer Lifecycle / Conversion Behavior Website.com ,[object Object],[object Object],[object Object],[object Object],SEO SEM Apps & Widgets Affiliates Email PR Biz Dev Campaigns, Contests Direct, Tel, TV Social Networks Blogs Domains
Customer Lifecycle / Conversion Behavior Website.com ,[object Object],[object Object],[object Object],[object Object],[object Object],do LOTS of  landing  page tests & A/B tests –  make lots of dumb  guesses & iterate FAST 2. Activation Homepage / Landing Page Product Features 1. ACQUISITION SEO SEM Apps & Widgets Affiliates Email PR Biz Dev Campaigns, Contests Direct, Tel, TV Social Networks Blogs Domains
Customer Lifecycle / Conversion Behavior Website.com ,[object Object],[object Object],[object Object],[object Object],[object Object],2. Activation Homepage / Landing Page Product Features 1. ACQUISITION SEO SEM Apps & Widgets Affiliates Email PR Biz Dev Campaigns, Contests Direct, Tel, TV Social Networks Blogs Domains
Customer Lifecycle / Conversion Behavior Website.com Encourage users to  refer * after * they have  “ happy” user experience; avg score >= 8 out of 10 2. Activation Homepage / Landing Page Product Features 4. REFERRAL Emails & widgets Campaigns, Contests 1. ACQUISITION SEO SEM Apps & Widgets Affiliates Email PR Biz Dev Campaigns, Contests Direct, Tel, TV Social Networks Blogs Domains
Customer Lifecycle / Conversion Behavior Website.com This is the part * you *  have to figure out…  I don’t know  jack  about  your business 5. Revenue $$$ Biz Dev Ads, Lead Gen, Subscriptions, etc 2. Activation Homepage / Landing Page Product Features 4. REFERRAL Emails & widgets Campaigns, Contests 1. ACQUISITION SEO SEM Apps & Widgets Affiliates Email PR Biz Dev Campaigns, Contests Direct, Tel, TV Social Networks Blogs Domains
Example Conversion   Metrics (note:  *not* actuals … your mileage may vary.)  Category Conversion Status Conv % Est. Value Acquisition Visit Site  (or landing page, or external widget) 100% $.01 Acquisition Doesn't Abandon  (views 2+ pages, stays 10+ sec, 2+ clicks) 70% $.05 Activation Happy 1 st  Visit (views X pages, stays Y sec, Z clicks) 30% $.25 Activation Email/Blog/RSS/Widget/Acct Signup (anything that could lead to repeat visit) 5% $2 Retention Length of Session / # of Clicks (length/intensity of engaged visit, >180s) 10% $1 Retention Email Open/ RSS view -> Click/Repeat Visit (3+ visits in first 30 days) 3% $5 Referral Refer 1+ users who visit site 2% $1 Referral Refer 10+ users who activate 0.2% $10 Revenue User generates minimum revenue 2% $5 Revenue User generates break-even revenue 1% $25
M AARRR keting Plan ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Example Marketing Channels disclaimer: estimates of vol, cost/user, time & effort are subjective – actual costs are dependent on your specific business
AARRR genda ,[object Object]
Marketing Initiative Feb ‘07 Goal: 2,000 New Registrants a Day ,[object Object],[object Object],[object Object],[object Object]
Meeee…. AARRR !
LANDING PAGE Daily Candy
LADING PAGE Dog Info
A Registrant is Not  Always a Member ,[object Object],[object Object]
REGISTRATION PAGE -Activate
Activants Aren’t Always  Members Either ,[object Object],[object Object]
AARRR !…(F)
HOMEPAGE - Current
CRAZY EGG Referring sites
CRAZY EGG Searchers
HOMEPAGE - Current
Tracking Tools ,[object Object],[object Object],[object Object],[object Object]
AARRR genda ,[object Object]
Old Signup Process ,[object Object],[object Object],[object Object],[object Object],[object Object],Signup Time ~ 15-20 min Conversion Rate ~ 0.1%
New  Process – Automate almost everything ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Change #1: Used MBL Widget to discover Blog URL ,[object Object]
Change #2:  Use Blog URL to inspect blog Lijit Networks, Inc. ,[object Object],[object Object]
Change #3 : Find other User Generated Content  ,[object Object],[object Object]
Validation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],http://ouriel.typepad.com/myblog/2007/08/execution-is--1.html
AARRR genda ,[object Object]
Retention
Before
Before
After
After
Results Before After
AARRR genda ,[object Object]
AAR R R! R  for  Referral
[object Object],The RockYou Mission
[object Object],[object Object],[object Object],(2) Registered Users (MM) RockYou Growth: Fastest Ever. Facebook platform launch
Referral traffic is key for viral growth ,[object Object],[object Object],[object Object]
Install flow example for Bumper Sticker
Engagement flow example for Friends for Sale
Metrics for viral loop User Call to action to invite friends x = invited friends Accept? No Yes y% = accept rate x * y > 1 gives you viral growth!
Typical viral numbers ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Use multiple flows and channels ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],0.5 + 0.3 + 0.3 = 1.1 VIRAL!!!
Important tips ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
AARRR! Any Questions,   Ye Scurvy Dogs? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

More Related Content

What's hot

What's hot (20)

Startup 2.0: A Silicon Valley Story (Oct 2009)
Startup 2.0: A Silicon Valley Story (Oct 2009)Startup 2.0: A Silicon Valley Story (Oct 2009)
Startup 2.0: A Silicon Valley Story (Oct 2009)
 
Startup 2.0: a Silicon Valley Story
Startup 2.0: a Silicon Valley StoryStartup 2.0: a Silicon Valley Story
Startup 2.0: a Silicon Valley Story
 
Startup Metrics for Pirates (Foo Camp 2008)
Startup Metrics for Pirates (Foo Camp 2008)Startup Metrics for Pirates (Foo Camp 2008)
Startup Metrics for Pirates (Foo Camp 2008)
 
Startup Metrics for Pirates (March 2009)
Startup Metrics for Pirates (March 2009)Startup Metrics for Pirates (March 2009)
Startup Metrics for Pirates (March 2009)
 
Changes in Venture Capital & Tech Startups (Nov 2013, Mumbai)
Changes in Venture Capital & Tech Startups (Nov 2013, Mumbai)Changes in Venture Capital & Tech Startups (Nov 2013, Mumbai)
Changes in Venture Capital & Tech Startups (Nov 2013, Mumbai)
 
Startup 2.0: From Silicon Valley to Hong Kong
Startup 2.0: From Silicon Valley to Hong KongStartup 2.0: From Silicon Valley to Hong Kong
Startup 2.0: From Silicon Valley to Hong Kong
 
Startup Metrics 4 Pirates (July 2010)
Startup Metrics 4 Pirates (July 2010)Startup Metrics 4 Pirates (July 2010)
Startup Metrics 4 Pirates (July 2010)
 
Building Startup Ecosystems (Berlin, June 2015)
Building Startup Ecosystems (Berlin, June 2015)Building Startup Ecosystems (Berlin, June 2015)
Building Startup Ecosystems (Berlin, June 2015)
 
Incubator 2.0: A Silicon Valley Success Story
Incubator 2.0: A Silicon Valley Success StoryIncubator 2.0: A Silicon Valley Success Story
Incubator 2.0: A Silicon Valley Success Story
 
Startup Metrics for Pirates (Sept 2010, Vancouver)
Startup Metrics for Pirates (Sept 2010, Vancouver)Startup Metrics for Pirates (Sept 2010, Vancouver)
Startup Metrics for Pirates (Sept 2010, Vancouver)
 
The Lean VC (Sapporo, May 2011)
The Lean VC (Sapporo, May 2011)The Lean VC (Sapporo, May 2011)
The Lean VC (Sapporo, May 2011)
 
Silicon Valley 2.0: Make Lots of Little Bets.
Silicon Valley 2.0: Make Lots of Little Bets.Silicon Valley 2.0: Make Lots of Little Bets.
Silicon Valley 2.0: Make Lots of Little Bets.
 
Startup Metrics 4 Pirates (May 2010)
Startup Metrics 4 Pirates (May 2010)Startup Metrics 4 Pirates (May 2010)
Startup Metrics 4 Pirates (May 2010)
 
Numbers not Napkins: Simple Startup Metrics
Numbers not Napkins: Simple Startup MetricsNumbers not Napkins: Simple Startup Metrics
Numbers not Napkins: Simple Startup Metrics
 
Startup Metrics for Pirates (Sept 2012)
Startup Metrics for Pirates (Sept 2012)Startup Metrics for Pirates (Sept 2012)
Startup Metrics for Pirates (Sept 2012)
 
Startup Metrics for Pirates (KAUST, Nov 2013)
Startup Metrics for Pirates (KAUST, Nov 2013)Startup Metrics for Pirates (KAUST, Nov 2013)
Startup Metrics for Pirates (KAUST, Nov 2013)
 
Startup Metrics for Pirates (FounderX, May 2016)
Startup Metrics for Pirates (FounderX, May 2016)Startup Metrics for Pirates (FounderX, May 2016)
Startup Metrics for Pirates (FounderX, May 2016)
 
Startup Metrics 4 Pirates (DogPatch Labs, Boston, March 2010)
Startup Metrics 4 Pirates (DogPatch Labs, Boston, March 2010)Startup Metrics 4 Pirates (DogPatch Labs, Boston, March 2010)
Startup Metrics 4 Pirates (DogPatch Labs, Boston, March 2010)
 
Startupmetrics 4 Pirates (Haas April, 2010)
Startupmetrics 4 Pirates (Haas April, 2010)Startupmetrics 4 Pirates (Haas April, 2010)
Startupmetrics 4 Pirates (Haas April, 2010)
 
Startup Metrics for Pirates (Brazil, Nov 2011)
Startup Metrics for Pirates (Brazil, Nov 2011)Startup Metrics for Pirates (Brazil, Nov 2011)
Startup Metrics for Pirates (Brazil, Nov 2011)
 

Similar to Startup Metrics for Pirates: AARRR! (SXSW March 2008)

Startupmetrics101aarrr
Startupmetrics101aarrrStartupmetrics101aarrr
Startupmetrics101aarrr
Todd Lewis
 
Venture Capital 2.0: The Lean VC
Venture Capital 2.0: The Lean VCVenture Capital 2.0: The Lean VC
Venture Capital 2.0: The Lean VC
Dave McClure
 

Similar to Startup Metrics for Pirates: AARRR! (SXSW March 2008) (20)

Startup Metrics for Pirates (SeedCamp 2008)
Startup Metrics for Pirates (SeedCamp 2008)Startup Metrics for Pirates (SeedCamp 2008)
Startup Metrics for Pirates (SeedCamp 2008)
 
Startup Metrics for Pirates: AARRR! (Startonomics SF 2008)
Startup Metrics for Pirates: AARRR! (Startonomics SF 2008)Startup Metrics for Pirates: AARRR! (Startonomics SF 2008)
Startup Metrics for Pirates: AARRR! (Startonomics SF 2008)
 
Startup Metrics for Pirates (Twiistup, Jan 2010)
Startup Metrics for Pirates (Twiistup, Jan 2010)Startup Metrics for Pirates (Twiistup, Jan 2010)
Startup Metrics for Pirates (Twiistup, Jan 2010)
 
Startup Metrics for Pirates (FOWA/Miami, Feb 2009)
Startup Metrics for Pirates (FOWA/Miami, Feb 2009)Startup Metrics for Pirates (FOWA/Miami, Feb 2009)
Startup Metrics for Pirates (FOWA/Miami, Feb 2009)
 
Startup Metrics for Pirates (SF, Jan 2010)
Startup Metrics for Pirates (SF, Jan 2010)Startup Metrics for Pirates (SF, Jan 2010)
Startup Metrics for Pirates (SF, Jan 2010)
 
Marketing Metrics 4 Pirates (July 2010)
Marketing Metrics 4 Pirates (July 2010)Marketing Metrics 4 Pirates (July 2010)
Marketing Metrics 4 Pirates (July 2010)
 
Startup Metrics 4 Pirates (London, March 2011)
Startup Metrics 4 Pirates (London, March 2011)Startup Metrics 4 Pirates (London, March 2011)
Startup Metrics 4 Pirates (London, March 2011)
 
Silicon Valley 2.0: The Lean VC (Waterloo)
Silicon Valley 2.0: The Lean VC (Waterloo)Silicon Valley 2.0: The Lean VC (Waterloo)
Silicon Valley 2.0: The Lean VC (Waterloo)
 
Startup Metrics 4 Pirates (Montreal, May 2010)
Startup Metrics 4 Pirates (Montreal, May 2010)Startup Metrics 4 Pirates (Montreal, May 2010)
Startup Metrics 4 Pirates (Montreal, May 2010)
 
LeanVC : Dave McClure opens TEC SF Chapter
LeanVC : Dave McClure opens TEC SF ChapterLeanVC : Dave McClure opens TEC SF Chapter
LeanVC : Dave McClure opens TEC SF Chapter
 
Startupmetrics101aarrr
Startupmetrics101aarrrStartupmetrics101aarrr
Startupmetrics101aarrr
 
Venture Capital 2.0: The Lean VC
Venture Capital 2.0: The Lean VCVenture Capital 2.0: The Lean VC
Venture Capital 2.0: The Lean VC
 
Startup 2.0: A Silicon Valley Story
Startup 2.0: A Silicon Valley StoryStartup 2.0: A Silicon Valley Story
Startup 2.0: A Silicon Valley Story
 
How to be a Web 2.0 Metrics Jedi (Web 2.0 Expo, April 2009)
How to be a Web 2.0 Metrics Jedi  (Web 2.0 Expo, April 2009)How to be a Web 2.0 Metrics Jedi  (Web 2.0 Expo, April 2009)
How to be a Web 2.0 Metrics Jedi (Web 2.0 Expo, April 2009)
 
Startup Metrics for Pirates
Startup Metrics for PiratesStartup Metrics for Pirates
Startup Metrics for Pirates
 
DO Marketing (It's Not Evil)
DO Marketing (It's Not Evil)DO Marketing (It's Not Evil)
DO Marketing (It's Not Evil)
 
Startup 2.0: A Silicon Valley Story (Jan 2010)
Startup 2.0: A Silicon Valley Story (Jan 2010)Startup 2.0: A Silicon Valley Story (Jan 2010)
Startup 2.0: A Silicon Valley Story (Jan 2010)
 
Pirate Metrics & Growth Hacks Workshop at Barcelona TechDemoDay 2014
Pirate Metrics & Growth Hacks Workshop at Barcelona TechDemoDay 2014Pirate Metrics & Growth Hacks Workshop at Barcelona TechDemoDay 2014
Pirate Metrics & Growth Hacks Workshop at Barcelona TechDemoDay 2014
 
Pirate Metrics & Growth Hacks
Pirate Metrics & Growth HacksPirate Metrics & Growth Hacks
Pirate Metrics & Growth Hacks
 
Startup metrics for pirates long version463
Startup metrics for pirates long version463Startup metrics for pirates long version463
Startup metrics for pirates long version463
 

More from Dave McClure

More from Dave McClure (20)

How to VC: Creating a VC fund portfolio model
How to VC: Creating a VC fund portfolio modelHow to VC: Creating a VC fund portfolio model
How to VC: Creating a VC fund portfolio model
 
VC Marketing and Branding Strategies
VC Marketing and Branding StrategiesVC Marketing and Branding Strategies
VC Marketing and Branding Strategies
 
The Helpful VC (June 2019)
The Helpful VC (June 2019)The Helpful VC (June 2019)
The Helpful VC (June 2019)
 
Skip the J-Curve: An Intro to Venture Capital Secondary
Skip the J-Curve: An Intro to Venture Capital SecondarySkip the J-Curve: An Intro to Venture Capital Secondary
Skip the J-Curve: An Intro to Venture Capital Secondary
 
Tech and Venture Capital in the Time of Corona
Tech and Venture Capital in the Time of Corona Tech and Venture Capital in the Time of Corona
Tech and Venture Capital in the Time of Corona
 
The Helpful VC
The Helpful VC The Helpful VC
The Helpful VC
 
Bringing Silicon Valley to LatAm: Startup Ecosystems & Investment
 Bringing Silicon Valley to LatAm: Startup Ecosystems & Investment Bringing Silicon Valley to LatAm: Startup Ecosystems & Investment
Bringing Silicon Valley to LatAm: Startup Ecosystems & Investment
 
Building #500STRONG
Building #500STRONGBuilding #500STRONG
Building #500STRONG
 
Take a Walk on the Dark Side: Branding for Startups & Sith Lords
Take a Walk on the Dark Side: Branding for Startups & Sith LordsTake a Walk on the Dark Side: Branding for Startups & Sith Lords
Take a Walk on the Dark Side: Branding for Startups & Sith Lords
 
Startup & VC Tech Trends
Startup & VC Tech Trends Startup & VC Tech Trends
Startup & VC Tech Trends
 
Farming Unicorns: Building Startup & Investor Ecosystems for Emerging Markets
Farming Unicorns: Building Startup & Investor Ecosystems for Emerging MarketsFarming Unicorns: Building Startup & Investor Ecosystems for Emerging Markets
Farming Unicorns: Building Startup & Investor Ecosystems for Emerging Markets
 
Farming Unicorns in Emerging Markets (Dubai, Oct 2016) #Gitex
Farming Unicorns in Emerging Markets (Dubai, Oct 2016) #GitexFarming Unicorns in Emerging Markets (Dubai, Oct 2016) #Gitex
Farming Unicorns in Emerging Markets (Dubai, Oct 2016) #Gitex
 
The Unicorn Hedge: Why Are Corporations Buying Unicorns? (Madrid, Oct 2016)
The Unicorn Hedge: Why Are Corporations Buying Unicorns? (Madrid, Oct 2016)The Unicorn Hedge: Why Are Corporations Buying Unicorns? (Madrid, Oct 2016)
The Unicorn Hedge: Why Are Corporations Buying Unicorns? (Madrid, Oct 2016)
 
Farming Unicorns: Building Startup & Investor Ecosystems
Farming Unicorns: Building Startup & Investor EcosystemsFarming Unicorns: Building Startup & Investor Ecosystems
Farming Unicorns: Building Startup & Investor Ecosystems
 
500 Startups #Batch17 #DemoDay: "Beauty and the GEEK"
500 Startups #Batch17 #DemoDay: "Beauty and the GEEK"500 Startups #Batch17 #DemoDay: "Beauty and the GEEK"
500 Startups #Batch17 #DemoDay: "Beauty and the GEEK"
 
Farming Unicorns: Building Startup & Investor Ecosystems (Stanford, June 2016)
Farming Unicorns: Building Startup & Investor Ecosystems (Stanford, June 2016)Farming Unicorns: Building Startup & Investor Ecosystems (Stanford, June 2016)
Farming Unicorns: Building Startup & Investor Ecosystems (Stanford, June 2016)
 
Dinosaurs vs Unicorns aka "Bubble My Ass, All Dinosaurs Gonna Die" (London, J...
Dinosaurs vs Unicorns aka "Bubble My Ass, All Dinosaurs Gonna Die" (London, J...Dinosaurs vs Unicorns aka "Bubble My Ass, All Dinosaurs Gonna Die" (London, J...
Dinosaurs vs Unicorns aka "Bubble My Ass, All Dinosaurs Gonna Die" (London, J...
 
Farming Unicorns: Building Startup & Investor Ecosystems (Madrid, June 2016)
Farming Unicorns: Building Startup & Investor Ecosystems (Madrid, June 2016)Farming Unicorns: Building Startup & Investor Ecosystems (Madrid, June 2016)
Farming Unicorns: Building Startup & Investor Ecosystems (Madrid, June 2016)
 
Farming Unicorns: Building Startup & Investor Ecosystems (Dublin, June 2016)
Farming Unicorns: Building Startup & Investor Ecosystems (Dublin, June 2016)Farming Unicorns: Building Startup & Investor Ecosystems (Dublin, June 2016)
Farming Unicorns: Building Startup & Investor Ecosystems (Dublin, June 2016)
 
500 Startups / Batch 16 Demo Day (Q1/2016 update)
500 Startups / Batch 16 Demo Day (Q1/2016 update)500 Startups / Batch 16 Demo Day (Q1/2016 update)
500 Startups / Batch 16 Demo Day (Q1/2016 update)
 

Recently uploaded

zidauu _business communication.pptx /pdf
zidauu _business  communication.pptx /pdfzidauu _business  communication.pptx /pdf
zidauu _business communication.pptx /pdf
zukhrafshabbir
 

Recently uploaded (20)

The Truth About Dinesh Bafna's Situation.pdf
The Truth About Dinesh Bafna's Situation.pdfThe Truth About Dinesh Bafna's Situation.pdf
The Truth About Dinesh Bafna's Situation.pdf
 
Special Purpose Vehicle (Purpose, Formation & examples)
Special Purpose Vehicle (Purpose, Formation & examples)Special Purpose Vehicle (Purpose, Formation & examples)
Special Purpose Vehicle (Purpose, Formation & examples)
 
LinkedIn Masterclass Techweek 2024 v4.1.pptx
LinkedIn Masterclass Techweek 2024 v4.1.pptxLinkedIn Masterclass Techweek 2024 v4.1.pptx
LinkedIn Masterclass Techweek 2024 v4.1.pptx
 
FEXLE- Salesforce Field Service Lightning
FEXLE- Salesforce Field Service LightningFEXLE- Salesforce Field Service Lightning
FEXLE- Salesforce Field Service Lightning
 
Raising Seed Capital by Steve Schlafman at RRE Ventures
Raising Seed Capital by Steve Schlafman at RRE VenturesRaising Seed Capital by Steve Schlafman at RRE Ventures
Raising Seed Capital by Steve Schlafman at RRE Ventures
 
Evolution and Growth of Supply chain.pdf
Evolution and Growth of Supply chain.pdfEvolution and Growth of Supply chain.pdf
Evolution and Growth of Supply chain.pdf
 
Vendors of country report usefull datass
Vendors of country report usefull datassVendors of country report usefull datass
Vendors of country report usefull datass
 
How Do Venture Capitalists Make Decisions?
How Do Venture Capitalists Make Decisions?How Do Venture Capitalists Make Decisions?
How Do Venture Capitalists Make Decisions?
 
Unveiling the Dynamic Gemini_ Personality Traits and Sign Dates.pptx
Unveiling the Dynamic Gemini_ Personality Traits and Sign Dates.pptxUnveiling the Dynamic Gemini_ Personality Traits and Sign Dates.pptx
Unveiling the Dynamic Gemini_ Personality Traits and Sign Dates.pptx
 
Unleash Data Power with EnFuse Solutions' Comprehensive Data Management Servi...
Unleash Data Power with EnFuse Solutions' Comprehensive Data Management Servi...Unleash Data Power with EnFuse Solutions' Comprehensive Data Management Servi...
Unleash Data Power with EnFuse Solutions' Comprehensive Data Management Servi...
 
Salesforce in Life Sciences - Best Ways to Leverage The CRM for Clinical Trials
Salesforce in Life Sciences - Best Ways to Leverage The CRM for Clinical TrialsSalesforce in Life Sciences - Best Ways to Leverage The CRM for Clinical Trials
Salesforce in Life Sciences - Best Ways to Leverage The CRM for Clinical Trials
 
The Ultimate Guide to IPTV App Development Process_ Step-By-Step Instructions
The Ultimate Guide to IPTV App Development Process_ Step-By-Step InstructionsThe Ultimate Guide to IPTV App Development Process_ Step-By-Step Instructions
The Ultimate Guide to IPTV App Development Process_ Step-By-Step Instructions
 
zidauu _business communication.pptx /pdf
zidauu _business  communication.pptx /pdfzidauu _business  communication.pptx /pdf
zidauu _business communication.pptx /pdf
 
Using Generative AI for Content Marketing
Using Generative AI for Content MarketingUsing Generative AI for Content Marketing
Using Generative AI for Content Marketing
 
A Brief Introduction About Jacob Badgett
A Brief Introduction About Jacob BadgettA Brief Introduction About Jacob Badgett
A Brief Introduction About Jacob Badgett
 
IPTV Subscription UK: Your Guide to Choosing the Best Service
IPTV Subscription UK: Your Guide to Choosing the Best ServiceIPTV Subscription UK: Your Guide to Choosing the Best Service
IPTV Subscription UK: Your Guide to Choosing the Best Service
 
Equinox Gold Corporate Deck May 24th 2024
Equinox Gold Corporate Deck May 24th 2024Equinox Gold Corporate Deck May 24th 2024
Equinox Gold Corporate Deck May 24th 2024
 
PitchBook’s Guide to VC Funding for Startups
PitchBook’s Guide to VC Funding for StartupsPitchBook’s Guide to VC Funding for Startups
PitchBook’s Guide to VC Funding for Startups
 
Revolutionizing Industries: The Power of Carbon Components
Revolutionizing Industries: The Power of Carbon ComponentsRevolutionizing Industries: The Power of Carbon Components
Revolutionizing Industries: The Power of Carbon Components
 
Understanding UAE Labour Law: Key Points for Employers and Employees
Understanding UAE Labour Law: Key Points for Employers and EmployeesUnderstanding UAE Labour Law: Key Points for Employers and Employees
Understanding UAE Labour Law: Key Points for Employers and Employees
 

Startup Metrics for Pirates: AARRR! (SXSW March 2008)

  • 1. Startup Metrics for Pirates: AARRR! Dave McClure, Master of 500 Hats @ SXSW, March 2008 blog: http://500hats. typepad .com/ website: http://www.500hats.com/ slides: http: //slideshare .net/dmc500hats/ * reminder: National Talk Like a Pirate Day is Sept 19 th !
  • 2.
  • 3.
  • 4.
  • 6. Yo Ho Ho! Yo Ho Ho!
  • 8. Why You Should Be A Web 2.0 Entrepreneur Pirate! AARRR! BOOTY!
  • 9.
  • 10. Customer Lifecycle & Conversion Behavior Website.com 4. REFERRAL Emails & widgets Campaigns, Contests 5. Revenue $$$ Biz Dev Ads, Lead Gen, Subscriptions, etc 2. Activation Homepage / Landing Page Product Features 1. ACQUISITION SEO SEM Apps & Widgets Affiliates Email PR Biz Dev Campaigns, Contests Direct, Tel, TV Social Networks Blogs Domains
  • 11.
  • 12.
  • 13.
  • 14.
  • 15.
  • 16.
  • 17.
  • 18. Customer Lifecycle / Conversion Behavior Website.com Encourage users to refer * after * they have “ happy” user experience; avg score >= 8 out of 10 2. Activation Homepage / Landing Page Product Features 4. REFERRAL Emails & widgets Campaigns, Contests 1. ACQUISITION SEO SEM Apps & Widgets Affiliates Email PR Biz Dev Campaigns, Contests Direct, Tel, TV Social Networks Blogs Domains
  • 19. Customer Lifecycle / Conversion Behavior Website.com This is the part * you * have to figure out… I don’t know jack about your business 5. Revenue $$$ Biz Dev Ads, Lead Gen, Subscriptions, etc 2. Activation Homepage / Landing Page Product Features 4. REFERRAL Emails & widgets Campaigns, Contests 1. ACQUISITION SEO SEM Apps & Widgets Affiliates Email PR Biz Dev Campaigns, Contests Direct, Tel, TV Social Networks Blogs Domains
  • 20. Example Conversion Metrics (note: *not* actuals … your mileage may vary.) Category Conversion Status Conv % Est. Value Acquisition Visit Site (or landing page, or external widget) 100% $.01 Acquisition Doesn't Abandon (views 2+ pages, stays 10+ sec, 2+ clicks) 70% $.05 Activation Happy 1 st Visit (views X pages, stays Y sec, Z clicks) 30% $.25 Activation Email/Blog/RSS/Widget/Acct Signup (anything that could lead to repeat visit) 5% $2 Retention Length of Session / # of Clicks (length/intensity of engaged visit, >180s) 10% $1 Retention Email Open/ RSS view -> Click/Repeat Visit (3+ visits in first 30 days) 3% $5 Referral Refer 1+ users who visit site 2% $1 Referral Refer 10+ users who activate 0.2% $10 Revenue User generates minimum revenue 2% $5 Revenue User generates break-even revenue 1% $25
  • 21.
  • 22. Example Marketing Channels disclaimer: estimates of vol, cost/user, time & effort are subjective – actual costs are dependent on your specific business
  • 23.
  • 24.
  • 28.
  • 30.
  • 36.
  • 37.
  • 38.
  • 39.
  • 40.
  • 41.
  • 42.
  • 43.
  • 44.
  • 48. After
  • 49. After
  • 51.
  • 52. AAR R R! R for Referral
  • 53.
  • 54.
  • 55.
  • 56. Install flow example for Bumper Sticker
  • 57. Engagement flow example for Friends for Sale
  • 58. Metrics for viral loop User Call to action to invite friends x = invited friends Accept? No Yes y% = accept rate x * y > 1 gives you viral growth!
  • 59.
  • 60.
  • 61.
  • 62.