Metrics that every startup should know
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Презентация на Lviv IT Arena 2014 про метрики для стартапов. Больше информации на http://saasdojo.com
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Metrics that every startup should know
- 1. Metrics that every startup should know Alexey Orap, CEO (Chief Executive Optimist) YouScan & LeadScanr
- 2. Why metrics What to measure How to measure Mistakes to avoid
- 3. Who’s this guy Alexey?! Applied Math, Cybernetics Faculty, Taras Shevchenko Kyiv National University Executive MBA, kmbs ex Nortel, Alcatel-Lucent, Yandex.Ukraine co-founder at Contactis co-founder & CEO at YouScan, LeadScanr author at SaaS Dojo blog (saasdojo.com)
- 4. Why metrics 1. Measure success 2. Develop your product ? 3. Know your runway 4. Talk to investors
- 5. What to measure Type of metric Qualitative Quantitative Stage Pre-product/market fit Customer feedback Customer surveys Scale and expansion MRR, Churn, LTV, CAC
- 9. What exactly is Activation? • First time when user gets real value from your product • Depends on your product and usage scenario • Can happen really soon after the registration (simpler products) or weeks later (complex products). Examples: - User buys 5 leads (LeadScanner.ru) - same day after the registration - User enters a lot of financial data and creates his first report (some online accounting tool) - weeks after the registration
- 11. x 5 times = Activation
- 12. Bad metrics & good metrics Do not focus on vanity metrics: Pageviews Time on site Visits Followers Number of downloads..
- 13. Good (actionable) metrics Funnels A/B tests Cohort reports Per-unit metrics Linked to people Image: Ash Maurya
- 14. Your main equation: CAC < LTV CAC: Customer Acquisition Cost LTV: Lifetime Value
- 15. An out of balance business model Image by David Skok
- 16. A well balanced business model
- 17. Example for SaaS business model CAC = $ 1,200 ARPU = $ 400 / month Months to recover CAC: 3 LTV = $ 8,000
- 18. Example for SaaS business model CAC = $ 1,200 ARPU = $ 400 / month Months to recover CAC: 3 LTV = $ 8,000
- 20. Know thy user
- 21. Behavioral analytics improves: 1. Product development 2. Customer acquisition 3. Customer retention
- 22. Install today: • Intercom • Mixpanel • KISSMetrics Comparison: saasdojo.com/index.php/analytics-tools/
- 24. Five mistakes to avoid 1. Measure everything
- 25. Five mistakes to avoid 1. Measure everything 2. Offline reports
- 26. Five mistakes to avoid 1. Measure everything 2. Offline reports 3. Do it manually
- 27. Five mistakes to avoid 1. Measure everything 2. Offline reports 3. Do it manually 4. Finances could wait
- 28. Five mistakes to avoid 1. Measure everything 2. Offline reports 3. Do it manually 4. Finances could wait 5. Only numbers
- 29. Numbers may be misleading Double-check your data and trust your intuition
- 30. Thank you! P.S. We are hiring J Alexey Orap, CEO (Chief Executive Optimist) YouScan & LeadScanr
Editor's Notes
- 2 main parts in startup lifecycle: before p/m fit and after
- What are the problems with vanity metrics?