SlideShare a Scribd company logo

Startup Metrics for Pirates (SF, Jan 2010)

•Download as PPT, PDF•
•
Dave McClure
Dave McClure

My talk on Startup Metrics for Pirates at the Lean Startup Circle (San Francisco, Jan 2010).

TechnologyBusiness
1 of 67
Startup Metrics for Pirates: AARRR! Lean Startup Circle UCSF Jan 2010 Dave McClure 500 Hats / Founders Fund http://www .500hats.com http ://500hats.typepad. com http ://slideshare.net/ dmc500hats
Why I’m Here: To Kick Your ASS. ,[object Object],[object Object],[object Object],[object Object],YOUR SILLY FRIGGIN HOPES & DREAMS, ABOUT TO BE CRUSHED THE REALITY : U SUCK , YOUR PRODUCT SUCKS , & U WILL FAIL … HARD.
Startup Challenges ,[object Object],[object Object],[object Object],[object Object]
3 Core Models: biz model, conversion dashboard, mktg channels ,[object Object],[object Object],[object Object],[object Object]
[Pardon The Blatant Commercial]
Dave McClure ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],GEEK, CODER, ENTREPRENEUR Blogger, Startup Advisor Internet Marketing, Angel/VC Investor
Personal Investments (16 deals, 2004-2009, ~$25K avg)
Professional Investments (40 deals, Dec 2008 – Dec 2009, ~$75K avg) fbFund Incubator 22 deals ($850K) ~$15-75K FF Angel LLC 18 deals ($1.8M) ~$50-250K
Web 2.0: Hell Yes , Good Times. ,[object Object],[object Object],[object Object],[object Object],[object Object],R.I.P. *BAD* TIMES
Be Bold. Be Humble. ,[object Object],[object Object],[object Object],[object Object],[object Object]
Just Gimme the GOOD Metrics. Users, Pages, Clicks, Emails, $$$...? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],the good stuff.
Lean Startup Church of Metrics: Priests & Principles ,[object Object],[object Object],[object Object],[object Object],[object Object]
Minimize TOTAL time through the loop LEARN BUILD MEASURE IDEAS CODE DATA Source: Eric Ries Startup Lessons Learned
The Startup Pyramid (Sean Ellis, Startup-Marketing.com) [email_address] Blog: startup-marketing.com
Design, Optimize for Conversion
Optimize 4 Happiness (both User + Business) ,[object Object],[object Object],[object Object],[object Object],[object Object],$$$
Discover Meaning What Do Users Care About Enough to Fuck or Kill ?
Discover Meaning Keywords, Images, Call-to-Action ,[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],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
KILL A FEATURE. Something Sucks . Find It. KILL It. ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Q: What’s My Business Model? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Startup Metrics for Pirates ,[object Object],[object Object],[object Object],[object Object],[object Object],(note: If you’re in a hurry, Google “Startup Metrics” & watch 5m video) AARRR !
AARRR!: 5-Step Startup Metrics Model Website.com R evenue $$$ Biz Dev Ads, Lead Gen, Subscriptions, ECommerce A CQUISITION SEO SEM Apps & Widgets Affiliates Email PR Biz Dev Campaigns, Contests Direct, Tel, TV Social Networks Blogs Domains R etention Emails & Alerts System Events & Time-based Features Blogs, RSS, News Feeds
Startup Challenges ,[object Object],[object Object],[object Object],[object Object]
3 Core Models: biz model, conversion dashboard, mktg channels ,[object Object],[object Object],[object Object],[object Object]
Role: Founder/CEO ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The 1-Page Business Model (Users + Conversions + Priorities) ,[object Object],[object Object],[object Object],[object Object],[object Object]
TeachStreet Metrics v1: Eye Chart Madness
TeachStreet 1-Page Business Model: Teachers & Students Teachers Students Activation ,[object Object],[object Object],[object Object],[object Object],Retention ,[object Object],[object Object],Referral ,[object Object],[object Object]
Role: Product / Engineering ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Example Conversion Dashboard (note: *not* actuals… your mileage may vary) Stage Conversion Status Conv. % Est. Value (*not* cost) Acquisition Visitors -> Site/Widget/Landing Page (2+ pages, 10+ sec, 1+ clicks = don’t abandon) 60% $.05 Activation “ Happy” 1 st Visit; Usage/Signup (clicks/time/pages, email/profile reg, feature usage) 15% $.25 Retention Users Come Back; Multiple Visits (1-3x visits/mo; email/feed open rate / CTR) 5% $1 Referral Users Refer Others (cust sat >=8; viral K factor > 1; ) 1% $5 Revenue Users Pay / Generate $$$ (first txn, break-even, target profitability) 2% $50
Role: Marketing / Sales ,[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 ,[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]
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]
One Step at a Time. ,[object Object],[object Object],[object Object],“ You probably can’t save your Ass and your Face at the same time… choose carefully .” – DMC
Startup 2.0: “Lean Investor” Model ,[object Object],[object Object],[object Object],[object Object]
Investment #1: Incubate (“Product”) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Investment #2: Seed (“Market”) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Investment #3: Venture (“Revenue”) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Links & Resources ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Appendix
Startup Metrics Activation
Website.com ,[object Object],[object Object],[object Object],[object Object],[object Object],do LOTS of landing page & A/B tests – make lots of dumb guesses & iterate FAST Activation SEO SEM Apps & Widgets Affiliates Email PR Biz Dev Campaigns, Contests Direct, Tel, TV Social Networks Blogs Domains
Activation What do users do on their first visit? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Activation What do users do on their first visit? ,[object Object],[object Object],[object Object],[object Object]
Activation ,[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],[object Object],[object Object]
Startup Metrics Retention
Website.com ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Retention SEO SEM Apps & Widgets Affiliates Email PR Biz Dev Campaigns, Contests Direct, Tel, TV Social Networks Blogs Domains Emails & Alerts System Events & Time-based Features Blogs, RSS, News Feeds
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Retention How do users come back? How often?
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Retention How do users come back? How often?
Retention How do users come back? How often? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Retention ,[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]
Startup Metrics Acquisition
Website.com ,[object Object],[object Object],[object Object],[object Object],Acquisition SEO SEM Apps & Widgets Affiliates Email PR Biz Dev Campaigns, Contests Direct, Tel, TV Social Networks Blogs Domains
Acquisition Where are users coming from? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Acquisition Keyword Vocabulary ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Acquisition Where are users coming from? ,[object Object],[object Object],[object Object],[object Object],Example
Acquisition ,[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]
Startup Metrics Referral
Website.com Focus on driving referrals * after * users have a “ happy ” experience; avg score >= 8 out of 10 Referral Acquisition SEO SEM Apps & Widgets Affiliates Email PR Biz Dev Campaigns, Contests Direct, Tel, TV Social Networks Blogs Domains Retention Emails & Alerts System Events & Time-based Features Blogs, RSS, News Feeds
Referral How do users refer others? ,[object Object],[object Object],[object Object],[object Object],[object Object]
Referral Viral Growth Factor ,[object Object],[object Object],[object Object],[object Object],A viral growth factor > 1 means an exponential organic user acquisition.
Referral ,[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]
Startup Metrics Revenue
Website.com Revenue This is the part *you* still have to figure out… (we don’t know jack about your business) R evenue $$$ Biz Dev Ads, Lead Gen, Subscriptions, ECommerce Acquisition SEO SEM Apps & Widgets Affiliates Email PR Biz Dev Campaigns, Contests Direct, Tel, TV Social Networks Blogs Domains Retention Emails & Alerts System Events & Time-based Features Blogs, RSS, News Feeds
Revenue How do you make money? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Revenue ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Types of Measurement ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Recommended

A KPI framework for startups
A KPI framework for startupsA KPI framework for startups
A KPI framework for startups
yalisassoon
 
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)
Dave McClure
 
Startup Metrics for Pirates
Startup Metrics for PiratesStartup Metrics for Pirates
Startup Metrics for Pirates
Dave McClure
 
How to Shift to Product-Led Growth
How to Shift to Product-Led GrowthHow to Shift to Product-Led Growth
How to Shift to Product-Led Growth
ProductPlan
 
SEOmoz Pitch Deck July 2011
SEOmoz Pitch Deck July 2011SEOmoz Pitch Deck July 2011
SEOmoz Pitch Deck July 2011
Rand Fishkin
 
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)
Dave McClure
 
21 Actionable Growth Hacking Tactics
21 Actionable Growth Hacking Tactics21 Actionable Growth Hacking Tactics
21 Actionable Growth Hacking Tactics
Jon Yongfook
 
Product Led Growth Strategy
Product Led Growth StrategyProduct Led Growth Strategy
Product Led Growth Strategy
Mickey Alon
 

Recommended

A KPI framework for startups
A KPI framework for startupsA KPI framework for startups
A KPI framework for startups
yalisassoon
 
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)
Dave McClure
 
Startup Metrics for Pirates
Startup Metrics for PiratesStartup Metrics for Pirates
Startup Metrics for Pirates
Dave McClure
 
How to Shift to Product-Led Growth
How to Shift to Product-Led GrowthHow to Shift to Product-Led Growth
How to Shift to Product-Led Growth
ProductPlan
 
SEOmoz Pitch Deck July 2011
SEOmoz Pitch Deck July 2011SEOmoz Pitch Deck July 2011
SEOmoz Pitch Deck July 2011
Rand Fishkin
 
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)
Dave McClure
 
21 Actionable Growth Hacking Tactics
21 Actionable Growth Hacking Tactics21 Actionable Growth Hacking Tactics
21 Actionable Growth Hacking Tactics
Jon Yongfook
 
Product Led Growth Strategy
Product Led Growth StrategyProduct Led Growth Strategy
Product Led Growth Strategy
Mickey Alon
 
[500DISTRO] The Scientific Method: How to Design & Track Viral Growth Experim...
[500DISTRO] The Scientific Method: How to Design & Track Viral Growth Experim...[500DISTRO] The Scientific Method: How to Design & Track Viral Growth Experim...
[500DISTRO] The Scientific Method: How to Design & Track Viral Growth Experim...
500 Startups
 
Mint.com Pre-Launch Pitch Deck
Mint.com Pre-Launch Pitch DeckMint.com Pre-Launch Pitch Deck
Mint.com Pre-Launch Pitch Deck
Hiten Shah
 
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)
Dealmaker Media
 
Zero to 50m
Zero to 50m Zero to 50m
Zero to 50m
David Skok
 
The Deck We Used to Raise $1M Seed Round
The Deck We Used to Raise $1M Seed RoundThe Deck We Used to Raise $1M Seed Round
The Deck We Used to Raise $1M Seed Round
Ben Lang
 
AppNexus' First Pitch Deck
AppNexus' First Pitch DeckAppNexus' First Pitch Deck
AppNexus' First Pitch Deck
Camille Ricketts
 
A Playbook for Achieving Product-Market Fit
A Playbook for Achieving Product-Market FitA Playbook for Achieving Product-Market Fit
A Playbook for Achieving Product-Market Fit
Lean Startup Co.
 
Startup Metrics For Scottish Pirates (AARRR!) v1.3
Startup Metrics For Scottish Pirates (AARRR!) v1.3Startup Metrics For Scottish Pirates (AARRR!) v1.3
Startup Metrics For Scottish Pirates (AARRR!) v1.3
Dave McClure
 
From 500 Startups to 500 VCs
From 500 Startups to 500 VCsFrom 500 Startups to 500 VCs
From 500 Startups to 500 VCs
Dave McClure
 
10 Challenges for Emerging Market Startup Ecosystems
10 Challenges for Emerging Market Startup Ecosystems10 Challenges for Emerging Market Startup Ecosystems
10 Challenges for Emerging Market Startup Ecosystems
Dave McClure
 
Evntr Pitch Deck Design
Evntr Pitch Deck DesignEvntr Pitch Deck Design
Evntr Pitch Deck Design
Tara Urso
 
Aatif Awan, Head of Growth LinkedIn - Growth Hacking is Dead. Long Live Growth.
Aatif Awan, Head of Growth LinkedIn - Growth Hacking is Dead. Long Live Growth. Aatif Awan, Head of Growth LinkedIn - Growth Hacking is Dead. Long Live Growth.
Aatif Awan, Head of Growth LinkedIn - Growth Hacking is Dead. Long Live Growth.
Traction Conf
 
Product-led growth
Product-led growthProduct-led growth
Product-led growth
Adrian Escude
 
Front series A deck
Front series A deckFront series A deck
Front series A deck
Mathilde Collin
 
From Zero to a Million Users - Dropbox and Xobni lessons learned
From Zero to a Million Users - Dropbox and Xobni lessons learnedFrom Zero to a Million Users - Dropbox and Xobni lessons learned
From Zero to a Million Users - Dropbox and Xobni lessons learned
Adam Smith
 
Dropbox: $15K VC investment turned into $16.8B. Dropbox's initial pitch deck
Dropbox: $15K VC investment turned into $16.8B. Dropbox's initial pitch deckDropbox: $15K VC investment turned into $16.8B. Dropbox's initial pitch deck
Dropbox: $15K VC investment turned into $16.8B. Dropbox's initial pitch deck
AA BB
 
Google HEART UX metrics framework
Google HEART UX metrics framework Google HEART UX metrics framework
Google HEART UX metrics framework
Raed Marji
 
Startup Metrics for Pirates (Aug 2010)
Startup Metrics for Pirates (Aug 2010)Startup Metrics for Pirates (Aug 2010)
Startup Metrics for Pirates (Aug 2010)
Dave McClure
 
Chewse
ChewseChewse
Chewse
500 Startups
 
Growth Hacking Fundamentals @ Echelon Jakarta (by Growth Hacking Asia)
Growth Hacking Fundamentals @ Echelon Jakarta (by Growth Hacking Asia)Growth Hacking Fundamentals @ Echelon Jakarta (by Growth Hacking Asia)
Growth Hacking Fundamentals @ Echelon Jakarta (by Growth Hacking Asia)
Growth Hacking Asia
 
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)
Dave McClure
 
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)
Dave McClure
 

More Related Content

What's hot

What's hot (20)

[500DISTRO] The Scientific Method: How to Design & Track Viral Growth Experim...
[500DISTRO] The Scientific Method: How to Design & Track Viral Growth Experim...[500DISTRO] The Scientific Method: How to Design & Track Viral Growth Experim...
[500DISTRO] The Scientific Method: How to Design & Track Viral Growth Experim...
 
Mint.com Pre-Launch Pitch Deck
Mint.com Pre-Launch Pitch DeckMint.com Pre-Launch Pitch Deck
Mint.com Pre-Launch Pitch Deck
 
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)
 
Zero to 50m
Zero to 50m Zero to 50m
Zero to 50m
 
The Deck We Used to Raise $1M Seed Round
The Deck We Used to Raise $1M Seed RoundThe Deck We Used to Raise $1M Seed Round
The Deck We Used to Raise $1M Seed Round
 
AppNexus' First Pitch Deck
AppNexus' First Pitch DeckAppNexus' First Pitch Deck
AppNexus' First Pitch Deck
 
A Playbook for Achieving Product-Market Fit
A Playbook for Achieving Product-Market FitA Playbook for Achieving Product-Market Fit
A Playbook for Achieving Product-Market Fit
 
Startup Metrics For Scottish Pirates (AARRR!) v1.3
Startup Metrics For Scottish Pirates (AARRR!) v1.3Startup Metrics For Scottish Pirates (AARRR!) v1.3
Startup Metrics For Scottish Pirates (AARRR!) v1.3
 
From 500 Startups to 500 VCs
From 500 Startups to 500 VCsFrom 500 Startups to 500 VCs
From 500 Startups to 500 VCs
 
10 Challenges for Emerging Market Startup Ecosystems
10 Challenges for Emerging Market Startup Ecosystems10 Challenges for Emerging Market Startup Ecosystems
10 Challenges for Emerging Market Startup Ecosystems
 
Evntr Pitch Deck Design
Evntr Pitch Deck DesignEvntr Pitch Deck Design
Evntr Pitch Deck Design
 
Aatif Awan, Head of Growth LinkedIn - Growth Hacking is Dead. Long Live Growth.
Aatif Awan, Head of Growth LinkedIn - Growth Hacking is Dead. Long Live Growth. Aatif Awan, Head of Growth LinkedIn - Growth Hacking is Dead. Long Live Growth.
Aatif Awan, Head of Growth LinkedIn - Growth Hacking is Dead. Long Live Growth.
 
Product-led growth
Product-led growthProduct-led growth
Product-led growth
 
Front series A deck
Front series A deckFront series A deck
Front series A deck
 
From Zero to a Million Users - Dropbox and Xobni lessons learned
From Zero to a Million Users - Dropbox and Xobni lessons learnedFrom Zero to a Million Users - Dropbox and Xobni lessons learned
From Zero to a Million Users - Dropbox and Xobni lessons learned
 
Dropbox: $15K VC investment turned into $16.8B. Dropbox's initial pitch deck
Dropbox: $15K VC investment turned into $16.8B. Dropbox's initial pitch deckDropbox: $15K VC investment turned into $16.8B. Dropbox's initial pitch deck
Dropbox: $15K VC investment turned into $16.8B. Dropbox's initial pitch deck
 
Google HEART UX metrics framework
Google HEART UX metrics framework Google HEART UX metrics framework
Google HEART UX metrics framework
 
Startup Metrics for Pirates (Aug 2010)
Startup Metrics for Pirates (Aug 2010)Startup Metrics for Pirates (Aug 2010)
Startup Metrics for Pirates (Aug 2010)
 
Chewse
ChewseChewse
Chewse
 
Growth Hacking Fundamentals @ Echelon Jakarta (by Growth Hacking Asia)
Growth Hacking Fundamentals @ Echelon Jakarta (by Growth Hacking Asia)Growth Hacking Fundamentals @ Echelon Jakarta (by Growth Hacking Asia)
Growth Hacking Fundamentals @ Echelon Jakarta (by Growth Hacking Asia)
 

Similar to Startup Metrics for Pirates (SF, Jan 2010)

Startup Metrics 4 Pirates (July 2011)
Startup Metrics 4 Pirates (July 2011)Startup Metrics 4 Pirates (July 2011)
Startup Metrics 4 Pirates (July 2011)
Dave McClure
 

Similar to Startup Metrics for Pirates (SF, Jan 2010) (20)

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 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)
 
Startup Metrics 4 Pirates (May 2010)
Startup Metrics 4 Pirates (May 2010)Startup Metrics 4 Pirates (May 2010)
Startup Metrics 4 Pirates (May 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 4 Pirates (July 2010)
Startup Metrics 4 Pirates (July 2010)Startup Metrics 4 Pirates (July 2010)
Startup Metrics 4 Pirates (July 2010)
 
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)
 
Startup Metrics for Pirates (Startonomics Hawaii Nov 2009)
Startup Metrics for Pirates (Startonomics Hawaii Nov 2009)Startup Metrics for Pirates (Startonomics Hawaii Nov 2009)
Startup Metrics for Pirates (Startonomics Hawaii Nov 2009)
 
Startup Metrics for Pirates (Nov 2010)
Startup Metrics for Pirates (Nov 2010)Startup Metrics for Pirates (Nov 2010)
Startup Metrics for Pirates (Nov 2010)
 
Startup Metrics for Pirates (Chicago, Aug 2010)
Startup Metrics for Pirates (Chicago, Aug 2010)Startup Metrics for Pirates (Chicago, Aug 2010)
Startup Metrics for Pirates (Chicago, Aug 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 for Pirates (Startonomics Beijing, June 2009)
Startup Metrics for Pirates (Startonomics Beijing, June 2009)Startup Metrics for Pirates (Startonomics Beijing, June 2009)
Startup Metrics for Pirates (Startonomics Beijing, June 2009)
 
Startup Metrics 4 Pirates (July 2011)
Startup Metrics 4 Pirates (July 2011)Startup Metrics 4 Pirates (July 2011)
Startup Metrics 4 Pirates (July 2011)
 
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 2010, Vancouver)
Startup Metrics for Pirates (Sept 2010, Vancouver)Startup Metrics for Pirates (Sept 2010, Vancouver)
Startup Metrics for Pirates (Sept 2010, Vancouver)
 
DO Marketing (It's Not Evil)
DO Marketing (It's Not Evil)DO Marketing (It's Not Evil)
DO Marketing (It's Not Evil)
 
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 (March 2009)
Startup Metrics for Pirates (March 2009)Startup Metrics for Pirates (March 2009)
Startup Metrics for Pirates (March 2009)
 
Startup Metrics 4 Pirates (Brazil, April 2011)
Startup Metrics 4 Pirates (Brazil, April 2011)Startup Metrics 4 Pirates (Brazil, April 2011)
Startup Metrics 4 Pirates (Brazil, April 2011)
 
Silicon Valley 2.0: The Startup Metrics Revolution (Tokyo, December 2008)
Silicon Valley 2.0: The Startup Metrics Revolution (Tokyo, December 2008)Silicon Valley 2.0: The Startup Metrics Revolution (Tokyo, December 2008)
Silicon Valley 2.0: The Startup Metrics Revolution (Tokyo, December 2008)
 
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)
 

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

Why Teams call analytics are critical to your entire business
Why Teams call analytics are critical to your entire businessWhy Teams call analytics are critical to your entire business
Why Teams call analytics are critical to your entire business
panagenda
 
A Year of the Servo Reboot: Where Are We Now?
A Year of the Servo Reboot: Where Are We Now?A Year of the Servo Reboot: Where Are We Now?
A Year of the Servo Reboot: Where Are We Now?
Igalia
 

Recently uploaded (20)

DBX First Quarter 2024 Investor Presentation
DBX First Quarter 2024 Investor PresentationDBX First Quarter 2024 Investor Presentation
DBX First Quarter 2024 Investor Presentation
 
Navi Mumbai Call Girls 🥰 8617370543 Service Offer VIP Hot Model
Navi Mumbai Call Girls 🥰 8617370543 Service Offer VIP Hot ModelNavi Mumbai Call Girls 🥰 8617370543 Service Offer VIP Hot Model
Navi Mumbai Call Girls 🥰 8617370543 Service Offer VIP Hot Model
 
Data Cloud, More than a CDP by Matt Robison
Data Cloud, More than a CDP by Matt RobisonData Cloud, More than a CDP by Matt Robison
Data Cloud, More than a CDP by Matt Robison
 
Why Teams call analytics are critical to your entire business
Why Teams call analytics are critical to your entire businessWhy Teams call analytics are critical to your entire business
Why Teams call analytics are critical to your entire business
 
A Year of the Servo Reboot: Where Are We Now?
A Year of the Servo Reboot: Where Are We Now?A Year of the Servo Reboot: Where Are We Now?
A Year of the Servo Reboot: Where Are We Now?
 
How to Troubleshoot Apps for the Modern Connected Worker
How to Troubleshoot Apps for the Modern Connected WorkerHow to Troubleshoot Apps for the Modern Connected Worker
How to Troubleshoot Apps for the Modern Connected Worker
 
Apidays Singapore 2024 - Modernizing Securities Finance by Madhu Subbu
Apidays Singapore 2024 - Modernizing Securities Finance by Madhu SubbuApidays Singapore 2024 - Modernizing Securities Finance by Madhu Subbu
Apidays Singapore 2024 - Modernizing Securities Finance by Madhu Subbu
 
A Beginners Guide to Building a RAG App Using Open Source Milvus
A Beginners Guide to Building a RAG App Using Open Source MilvusA Beginners Guide to Building a RAG App Using Open Source Milvus
A Beginners Guide to Building a RAG App Using Open Source Milvus
 
Corporate and higher education May webinar.pptx
Corporate and higher education May webinar.pptxCorporate and higher education May webinar.pptx
Corporate and higher education May webinar.pptx
 
Exploring the Future Potential of AI-Enabled Smartphone Processors
Exploring the Future Potential of AI-Enabled Smartphone ProcessorsExploring the Future Potential of AI-Enabled Smartphone Processors
Exploring the Future Potential of AI-Enabled Smartphone Processors
 
Manulife - Insurer Transformation Award 2024
Manulife - Insurer Transformation Award 2024Manulife - Insurer Transformation Award 2024
Manulife - Insurer Transformation Award 2024
 
Real Time Object Detection Using Open CV
Real Time Object Detection Using Open CVReal Time Object Detection Using Open CV
Real Time Object Detection Using Open CV
 
Strategies for Landing an Oracle DBA Job as a Fresher
Strategies for Landing an Oracle DBA Job as a FresherStrategies for Landing an Oracle DBA Job as a Fresher
Strategies for Landing an Oracle DBA Job as a Fresher
 
Apidays Singapore 2024 - Building Digital Trust in a Digital Economy by Veron...
Apidays Singapore 2024 - Building Digital Trust in a Digital Economy by Veron...Apidays Singapore 2024 - Building Digital Trust in a Digital Economy by Veron...
Apidays Singapore 2024 - Building Digital Trust in a Digital Economy by Veron...
 
Apidays Singapore 2024 - Scalable LLM APIs for AI and Generative AI Applicati...
Apidays Singapore 2024 - Scalable LLM APIs for AI and Generative AI Applicati...Apidays Singapore 2024 - Scalable LLM APIs for AI and Generative AI Applicati...
Apidays Singapore 2024 - Scalable LLM APIs for AI and Generative AI Applicati...
 
AWS Community Day CPH - Three problems of Terraform
AWS Community Day CPH - Three problems of TerraformAWS Community Day CPH - Three problems of Terraform
AWS Community Day CPH - Three problems of Terraform
 
Automating Google Workspace (GWS) & more with Apps Script
Automating Google Workspace (GWS) & more with Apps ScriptAutomating Google Workspace (GWS) & more with Apps Script
Automating Google Workspace (GWS) & more with Apps Script
 
Connector Corner: Accelerate revenue generation using UiPath API-centric busi...
Connector Corner: Accelerate revenue generation using UiPath API-centric busi...Connector Corner: Accelerate revenue generation using UiPath API-centric busi...
Connector Corner: Accelerate revenue generation using UiPath API-centric busi...
 
ICT role in 21st century education and its challenges
ICT role in 21st century education and its challengesICT role in 21st century education and its challenges
ICT role in 21st century education and its challenges
 
Apidays New York 2024 - The Good, the Bad and the Governed by David O'Neill, ...
Apidays New York 2024 - The Good, the Bad and the Governed by David O'Neill, ...Apidays New York 2024 - The Good, the Bad and the Governed by David O'Neill, ...
Apidays New York 2024 - The Good, the Bad and the Governed by David O'Neill, ...
 

Startup Metrics for Pirates (SF, Jan 2010)

  • 1. Startup Metrics for Pirates: AARRR! Lean Startup Circle UCSF Jan 2010 Dave McClure 500 Hats / Founders Fund http://www .500hats.com http ://500hats.typepad. com http ://slideshare.net/ dmc500hats
  • 2.
  • 3.
  • 4.
  • 5. [Pardon The Blatant Commercial]
  • 6.
  • 7. Personal Investments (16 deals, 2004-2009, ~$25K avg)
  • 8. Professional Investments (40 deals, Dec 2008 – Dec 2009, ~$75K avg) fbFund Incubator 22 deals ($850K) ~$15-75K FF Angel LLC 18 deals ($1.8M) ~$50-250K
  • 9.
  • 10.
  • 11.
  • 12.
  • 13. Minimize TOTAL time through the loop LEARN BUILD MEASURE IDEAS CODE DATA Source: Eric Ries Startup Lessons Learned
  • 14. The Startup Pyramid (Sean Ellis, Startup-Marketing.com) [email_address] Blog: startup-marketing.com
  • 15. Design, Optimize for Conversion
  • 16.
  • 17. Discover Meaning What Do Users Care About Enough to Fuck or Kill ?
  • 18.
  • 19.
  • 20.
  • 21.
  • 22. AARRR!: 5-Step Startup Metrics Model Website.com R evenue $$$ Biz Dev Ads, Lead Gen, Subscriptions, ECommerce A CQUISITION SEO SEM Apps & Widgets Affiliates Email PR Biz Dev Campaigns, Contests Direct, Tel, TV Social Networks Blogs Domains R etention Emails & Alerts System Events & Time-based Features Blogs, RSS, News Feeds
  • 23.
  • 24.
  • 25.
  • 26.
  • 27. TeachStreet Metrics v1: Eye Chart Madness
  • 28.
  • 29.
  • 30. Example Conversion Dashboard (note: *not* actuals… your mileage may vary) Stage Conversion Status Conv. % Est. Value (*not* cost) Acquisition Visitors -> Site/Widget/Landing Page (2+ pages, 10+ sec, 1+ clicks = don’t abandon) 60% $.05 Activation “ Happy” 1 st Visit; Usage/Signup (clicks/time/pages, email/profile reg, feature usage) 15% $.25 Retention Users Come Back; Multiple Visits (1-3x visits/mo; email/feed open rate / CTR) 5% $1 Referral Users Refer Others (cust sat >=8; viral K factor > 1; ) 1% $5 Revenue Users Pay / Generate $$$ (first txn, break-even, target profitability) 2% $50
  • 31.
  • 32.
  • 33.
  • 34.
  • 35.
  • 36.
  • 37.
  • 38.
  • 39.
  • 42.
  • 43.
  • 44.
  • 45.
  • 47.
  • 48.
  • 49.
  • 50.
  • 51.
  • 53.
  • 54.
  • 55.
  • 56.
  • 57.
  • 59. Website.com Focus on driving referrals * after * users have a “ happy ” experience; avg score >= 8 out of 10 Referral Acquisition SEO SEM Apps & Widgets Affiliates Email PR Biz Dev Campaigns, Contests Direct, Tel, TV Social Networks Blogs Domains Retention Emails & Alerts System Events & Time-based Features Blogs, RSS, News Feeds
  • 60.
  • 61.
  • 62.
  • 64. Website.com Revenue This is the part *you* still have to figure out… (we don’t know jack about your business) R evenue $$$ Biz Dev Ads, Lead Gen, Subscriptions, ECommerce Acquisition SEO SEM Apps & Widgets Affiliates Email PR Biz Dev Campaigns, Contests Direct, Tel, TV Social Networks Blogs Domains Retention Emails & Alerts System Events & Time-based Features Blogs, RSS, News Feeds
  • 65.
  • 66.
  • 67.

Editor's Notes

  1. I know, too many bullets…
  2. BUILT TO LEARN This is the core feedback loop that powers startups. Their goal is not to optimize the time it takes to do any one of these steps. There are many specific practices that can power lean startups, and we’ll cover a few in this presentation. But more important than any specific practice is this core idea: startups should be built to learn.
  3. If you don’t remember anything else, perhaps this graphic & the next 2-3 might be useful.
  4. Qualitative: SurveyMonkey (surveys), CrazyEgg (heatmap), TechSmith Morae / UserVue (ux recording), RobotReplay, TapeFailure. Quantitative: Google Analytics (free), MyBlogLog, ClickTracks, Index Tools, Visual Sciences / Webside Story, Omniture, WebTrends, etc. Comparative: Google Website Optimizer, SiteSpect, Optimost, Offermatica, Vertster, Kefta. Competitive: Quantcast, Compete.com, Alexa, Hitwise, Comscore, Nielsens. see more info at: http://webanalyticsassociation.com/ (WAA) http://kaushik.net/ (Avinash Kaushik) http://grokdotcom.com/ (Eisenbergs) http://www.emetrics.org/ (Jim Sterne)