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STARTUP
METRICS
for dummy pirates


    rafaeldahis
rafaeldahis

24 years old
computer engineer, UFRJ
   metrics
product manager at Peixe Urbano
PRODUCT ≠ STARTUP ≠ COMPANY
PRODUCT ≠ STARTUP ≠ COMPANY
  FIRST
WHAT
 do you mean by
PRODUCT ?
AND THIS
          virtual

                                  CHANGES
CHANNEL


                                EVERYTHING!
          physical




                     physical         virtual
                            PRODUCT
virtual
CHANNEL
          physical




                     physical         virtual
                            PRODUCT
costs         building is cheaper

flexibility   changing is quicker

metrics       measuring is easier
Startup Metrics for Dummy Pirates
Startup Metrics for Dummy Pirates
why should we measure?


     understand
          and

      optimize.
</intro>




 <fun>
PRODUCT
PRODUCT



the world out there
I BET
you have heard it before:
we worked for
months building the
   PRODUCT.
when we launched,
 no one used it.
PRODUCT   >
customer
                              development


Hey, look, users out there!




                                growth
Let´s talk about growth
PRODUCT
PRODUCT




 users                                        value




value = revenue,   content, connections, engagement, data
def. profit:


REVENUE
   >
 COSTS

(my free definition)
PRODUCT




users               value
(cost)             (revenue)
PRODUCT




users                          value
(cost)                        (revenue)




         dividing per user…
PRODUTO




cost / user             revenue / user
PRODUTO




  CPA                    LTV
 cost per               lifetime
acquisition               value
my minimalist growth theorem




LTV > CPA
my minimalist growth theorem




max( LTV – CPA )
my minimalist growth theorem




  CPA                   LTV
acquisition costs      engagement
  and friction
AARRR




        Dave McClure
AARRR




        Dave McClure
STARTUP
METRICS
 for pirates
AARRR

                 2. ACTIVATION


1. ACQUISITION                    5. REVENUE


                                 4. REFERRAL
    3. RETENTION
AARRR
1. ACQUISITION                HOW DO THESE GUYS GET THERE?



WHAT TO DO?
Ads, SEO, Email, Social Media, Blogs, Biz Dev, PR…


WHAT TO MEASURE?
Costs/Visit, Conversions (visit quality).




          CPA
AARRR
2. ACTIVATION               WHAT DO THEY PERFORM AFTER THAT?



WHAT TO DO?
Landing Page Optimization, lots of UX iterations, value proposition review


WHAT TO MEASURE?
Conversions, bouce-rate, time on page.
“In God we trust, for everything else: A/B TEST”




          CPA
AARRR
3. RETENTION             DO THESE GUYS COME BACK?



WHAT TO DO?
Newsletter/Digest, Event-based messages, Push-notifications, life-
cycle emails


WHAT TO MEASURE?
Open-Rate, Click-Rate, WAU/MAU




                                              LTV
AARRR
4. REFERRAL              DO THEY INVITE FRIENDS?



WHAT TO DO?
Create/Optimize your Viral Loop, Contests, Social Media Campaigns


WHAT TO MEASURE?
Viral Loop Conversions, K-factor




         CPA                                LTV
                                               (If there is network effect)
AARRR
5. REVENUE            DO THEY F*ING PAY???



WHAT TO DO?
Figure it out, bro.


WHAT TO MEASURE?
Revenue per user/source/medium




                                             LTV
QUIZ AARRR

• high number of visits, high bounce rate, low time on site?
• high number of visits, few signups?
• steady visits, high % of new users?
• CPA (cost per signup) = CPC * signup-conversion ?
• low traffic from reference, search, direct?
• few premium users?
TIPS
from my own failures
TIPS



    Stop. Is it time to grow?




           (don’t waste money / time,
go out and find that delicious product-market-fit)
TIPS


vanity metrics is for TechCrunch
      (and your Facebook friends)
             (and your grandma)




Easy to spot: say no to absolute metrics
  i.e.: visits, pageviews, signups…
TIPS


MEASURE EVERYTHING
        =
 MEASURE NOTHING
TIPS



FOCUS
(A, A, R, R or R?)
TIPS

      one step at a time

1. Build (activation + retention)

2. Distribute (acquisition + referral)

3. Make money (revenue)
TIPS



    OMTM
(one metric that matters)
TIPS


classify your backlog
(is this feature A, A, R, R or R?)
TIPS


    hard to prioritize?
pretend you are “THE OMTM”.
TIPS


how often? daily.
Definitely not intraday.
  Better than weekly.
TIPS


              make measurement easy.
                     otherwise, no one will do it.




[dashboards, reports, queries library, goals configuration, funnel analysis tools]
TIPS



           mobile?
same logic, different tools/metrics
questions?
STARTUP
METRICS
for dummy pirates


    rafaeldahis

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