Startup Metrics, a love story. All slides of an 6h Lean Analytics workshop.

Startup Metrics, a love story.
Everything you need to know about
Startup Product Metrics.
#iCatapult Workshop - 2013-08-12
Slideshare Exclusive: The full Powerdeck. ;)
@andreasklinger

@andreasklinger
“Startup Founder”
“Product Guy”
@andreasklinger

@andreasklinger
“Startup Founder”
“Product Guy”
What we will cover
- Early Stage Metrics (Pre Product Market Fit).
- Create your dashboard & customer journey map.
- Wrong assumptions on Metrics
- Lean Analytics & Advanced Topics
@andreasklinger

#emminvest – @andreasklinger
The Biggest Risk of a Startup?

Time/Money? No You will learn a lot + huge network gain.

Building ALMOST the right thing.
Seeing the successful new competitor who does what you do,
but has one little detail different that you never focused on.

“Startups don’t fail because they lack a product;
they fail because they lack customers and a
proﬁtable business model” Steve Blank
And it might have been where you didn’t look.
@andreasklinger

Market
Your
Solution
Customer
Job/Problem
Willing to pay
To miss your opportunity. By focusing on the wrong thing.
@andreasklinger

Market
Customer
Job/Problem
Willing to pay
competitor
competitor
competitor
competitor
Your
Solution
Other
Market
Customer
Job/Problem
Willing to pay
Or by looking at the wrong customer.
@andreasklinger

Startup Founders.
@andreasklinger

Some startups have
ideas for a new product.
Looking for customers
to buy (or at least use) it.
Customers don’t buy.
“early stage”
@andreasklinger

traction
time
Product/Market Fit
With early stage
I do not mean “X Years”
I mean before product/market ﬁt.
@andreasklinger

Product/market ﬁt
Being in a good market
with a product that can satisfy
that market.
~ Marc Andreessen
@andreasklinger

Product/market ﬁt
Being in a good market
with a product that can satisfy
that market.
~ Marc Andreessen
= People want your stuff.
@andreasklinger

traction
time
Product/Market Fit
@andreasklinger

Discovery
traction
time
Validation Efﬁciency Scale
Product/Market Fit
Steve Blank - Customer Development
@andreasklinger

traction
time
Empathy Stickness Virality Revenue
Product/Market Fit
Ben Yoskovitz, Alistair Croll - Lean Analytics
Scale
@andreasklinger

traction
time
Product/Market Fit
Find a product
the market wants.
Empathy Stickness Virality Revenue Scale
@andreasklinger

traction
time
Product/Market Fit
Find a product
the market wants.
Optimise the product
for the market.
@andreasklinger

traction
time
Product/Market Fit
Find a product
the market wants.
Optimise the product
for the market.
Most clones
start here.
People in search
for new product
start here.
@andreasklinger

traction
time
Product/Market Fit
Product & Customer
Development
Scale Marketing
& Operations
@andreasklinger

traction
time
Product/Market Fit
Startups have phases
but they overlap.
@andreasklinger

traction
time
Product/Market Fit
83% of all startups are in here.
@andreasklinger

traction
time
Product/Market Fit
83% of all startups are in here. Most stuff we learn about
web analytics is meant for this part
@andreasklinger

Most of the techniques/pattern
we ﬁnd when we look to learn about
metrics come out from Online Marketing
@andreasklinger

A/B Testing, Funnels, Referral Optimization, etc etc
They are about optimizing, not innovating
@andreasklinger

What are we testing here?
@andreasklinger

What are we testing here?
Value Proposition, Communication.
Maybe Channels, Target Group.
Not the product implementation.
@andreasklinger

We need product insights.
@andreasklinger

Good news: We don’t need many people
It’s too early for optimizations.
Challenge #1: Get them to stay.
@andreasklinger

Startup Metrics, a love story. All slides of an 6h Lean Analytics workshop.

What does this mean for my product?
Are we even on the right track?

eg. What is a good Time on Site?
Maybe users spend time reading
your support pages just because
they are super confused.

Google Analytics is meant for
Referral Optimization.
Where does trafﬁc come from?
Is this trafﬁc of value?

What does it mean anyway?
@andreasklinger

What does it mean anyway?
“We have 50k registered users!”
Do they still use the service? Are they the right people?
“We have 5000 newsletter signups!”
Do they react? Are they potential customers?
“We have 500k app downloads!”
Do they still use the app?
@andreasklinger

Some graphs always go up.
Vanity. Use it for the Press.
Not for your product.
@andreasklinger

It’s easy to improve conversions
(of the wrong people)
Source: http://www.codinghorror.com/blog/2009/07/how-not-to-advertise-on-the-internet.html
@andreasklinger

It’s easy to improve conversions
(of the wrong people)
This is a real example.
Thank the Internet.
Source: http://www.codinghorror.com/blog/2009/07/how-not-to-advertise-on-the-internet.html
@andreasklinger

The same is true for funnels.
It’s easy to optimize by pushing the wrong
people forward.
Disclaimer: this is not a real example. btw newrelic is awesome ;)
@andreasklinger

why early stage metrics suck.
small something
Most likely
“Small Data”
Early Stage Product Metrics suck:
- We have the wrong product
- With the wrong communication
- Attacting the wrong targetgroup
- Who provide us too few datapoints
@andreasklinger

Early stage product metrics get easily
affected by external trafﬁc.
One of our main goals is to minimize that effect.
@andreasklinger

Values: 0, 0, 0, 100
What’s the average?
#1
@andreasklinger

Values: 0, 0, 0, 100
What’s the average? 25
What’s the median?
#1
@andreasklinger

#scb13 – @andreasklinger
Values: 0, 0, 0, 100
What’s the median? 0
Eg. “Average Interactions”
can be Bollocks
#1

Values: 0, 5, 10
What’s the average?
#2
@andreasklinger

Values: 0, 5, 10
What’s the standard
deviation? 4,08
=> “Average” hides information.
#2

“This is not statistical
signiﬁcant.”
I don’t care.
We are anyway playing dart in a
dark room.
Let’s try to get it as good as
possible and use our intuation
for the rest.
#3
@andreasklinger

Correlation / Causality
Source: Lean Analytics

Correlation / Causality
@andreasklingerSource: Lean Analytics

How can we use metrics?
@andreasklinger

How can we use metrics?
To Explore (Examples)
Investigate an
assumption.
Look for causalities.
Validate customer
feedback.
Validate internal opinions.
To Report (Examples)
Measure Progress.
(Accounting)
Measure Feature Impact.
See customer happiness/
health.
@andreasklinger

What do i measure?
TL;DR: In case of doubt, people.
Hits
Visits
Visitors
People
Views
Clicks
Page Views
Conversions
Engagement
@andreasklinger

Framework: AARRR
Linked to assumptions of your product (validation/falsify)
What are good KPIs?

Framework: AARRR
Rate or Ratio (0.X or %)
What are good KPIs?

Framework: AARRR
Comparable (To your history (or a/b). Forget the market)
What are good KPIs?

Framework: AARRR
Explainable (If you don’t get it it means nothing)
What are good KPIs?

Framework: AARRR
Explainable (If you don’t get it it means nothing)
What are good KPIs?
Linked to assumptions of your product (validation/falsify)
Rate or Ratio (0.X or %)
Comparable (To your history (or a/b). Forget the market)

Framework: AARRR
“Industry Standards”
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.

Let’s start.

Segment Users into Cohorts
Cohorts = Groups of people that share attributes.
@andreasklinger

Like it
People 23%
@andreasklinger

Like it
People 0-25 3%
People 26-50 4%
People 51-75 65%
@andreasklinger

Average Spending
Jan €5
Feb €4.5
Mar €5
Apr €4.25
May €4.5
... ...
Averages can hide patterns.
@andreasklinger

1 2 3 4 5
Jan €5 €3 €2 €1 €0.5
Feb €6 €4 €2 €1
Mar €7 €6 €5
Apr €8 €7
May €9
... ...
Registration Month
Month Lifecycle
Insight: Users spend less over time in average.
We still don’t know if they spend less, or if less people spend at all.
@andreasklinger

Apply a framework: AARRR
@andreasklinger

Acquisition
Visit / Signup / etc
Activation
Use of core feature
Retention
Come + use again
Referral
Invite + Signup
Revenue
$$$ Earned
(c) Dave McClure

Example: Blossom.io
Kanban Project Mangement Tool
created a card
Activation
moved a card
Retention
invited team members
Referral
have upgraded
Revenue
(people who) registered an account
Acquisition

Example: Photoapp
created ﬁrst photo
Activation
opened app twice in perioid
Retention
shared photo to fb
Referral
??? (exit?)
Revenue
(people who) registered an account
Acquisition

Example: Photoapp
ARRR
acquisition activation retention referral revenue
registration ﬁrst photo twice a month share …
8750 65% 23% 9%

WK acquisition activation retention referral revenue
Photoapp registration ﬁrst photo
twice a
month
share …
1 400 62,5% 25% 10%
2 575 65% 23% 9%
3 350 64% 26% 4%
… … … … …
Example: Photoapp
Cohorts based on registration week AARRR

Acquisition
Activation
Use of core feature
Retention
Come + use again
Referral
Invite + Signup
Revenue
$$$ Earned
(c) Dave McClure
Which Metrics to focus on?

Acquisition
Activation
Use of core feature
Retention
Come + use again
Referral
Invite + Signup
Revenue
$$$ Earned
Short Answer:
Focus on Retention
(c) Dave McClure

Because
Retention = f(user_happiness)

Because
Retention = f(user_happiness)
Not only “visited again”.
But “did core activity X again”

Acquisition
Activation
Use of core feature
Retention
Come + use again
Referral
Invite + Signup
Revenue
$$$ Earned
(c) Dave McClure
Long answer - It depends on two things:
Phase of company
Type of Product
Engine of Growth

Acquisition
Activation
Use of core feature
Retention
Come + use again
Referral
Invite + Signup
Revenue
$$$ Earned
Source: Lean Analytics Book - highly recommend
#1 Phase

Acquisition
Activation
Use of core feature
Retention
Come + use again
Referral
Invite + Signup
Revenue
$$$ Earned
#2 Engine of Growth
Paid
Make more money on a customer
than you spend, to buy new ones. Eg. Saas
Viral
A Users brings more than one new user.
Eg. typical interactive ad-campaigns
@andreasklinger
Sticky
Keep your userbase to improve your quality.
Eg. Communities

Acquisition
Activation
Use of core feature
Retention
Come + use again
Referral
Invite + Signup
Revenue
$$$ Earned
#2 Type of Company (linked to Engine of Growth)
Saas
Build a better product
Social Network/Community
“(subjective) Critical Mass”
Marketplace
Get the right sellers
and many more...
@andreasklinger

Retention Matrix
Stickness over lifetime.
Source: www.usercycle.com

Acquisition
Activation
Use of core feature
Retention
Come + use again
Referral
Invite + Signup
Revenue
$$$ Earned
Short Answer:
Focus on Retention
(c) Dave McClure
Eg. Did core-action X
times in period.

Dig deeper: Crashpadder’s Happiness Index
e.g. Weighted sum over core activities by hosts.
Cohorts by cities and time.
= Health/Happiness Dashboard

Marketplaces
/ 2-sided models
Amazon Approach:
1) Create loads of inventory
for longtail search
2) Create demand
3) Have shitloads of money.
4) Wait and win.
Boticca (aka Startup)
Approach:
1) Focus on one niche
Targetgroup
2) Create “enough”
inventory with very few
sellers
3) Create demand
4) Create more demand
5) Add a few more sellers.
Repeat. Pray.

How to solve the
Chicken and Egg
Problem TL;DR:
You need very few
but very good and
happy chickens
to get a lot of eggs.
Btw: If the chickens
don’t come by
themselves, buy them.
Uber paid 30$/h to the
ﬁrst drivers.
Ignore the “minor
chickens”, they come
anyway.

Framework: AARRR
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.
Activated User: More than two training sessions
Week/Week retention to see if public launch makes sense
Optimize retention: Interviews with Users that left
Measure Trainer Happiness Index
Pushups / User / Week to see if the core assumption (People will do
more pushups) is valid

Framework: AARRR
Groupwork
- What stage are you in?

Framework: AARRR
Groupwork
- Deﬁne your AARRR Metrics!
Acquisition, Activation, Retention, Referral, Revenue
One KPI each. (e.g. User who xxxx)

Framework: AARRR
Groupwork
- What’s your current core metric.

The dirty side of metrics.
@andreasklinger

Metrics need to hurt
@andreasklinger

A Startup should always only focus on
one core metric to optimize.
Your dashboard should only show
metrics you are ashamed of.
@andreasklinger

Have two dashboards (example bufferApp):
A actionable board to work on your product
(eg. % people buffering tweets in week 2)
A vanity board one to show to investors and tell to the press
(eg. total amount of tweets buffered)
@andreasklinger

If you are not ashamed about the KPIs in
your product dashboard than something is
wrong.
Either you focus on the wrong KPIs.
OR you do not drill deep enough.
@andreasklinger

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.
Metrics need to hurt.
@andreasklinger

Let’s talk cash.
@andreasklinger

Let’s talk cash: Life Time Value (LTV)
Life Time = 1/Churn
Eg. 1 / 0.08 = 12.5 months
Average Revenue Per User (ARPU)
= Revenue / Amount of Users
Eg. 20.000€ / 1500 = 13.33€
LTV = ARPU * LifeTime
= 13.33€ * 12.5 = 166.6666
@andreasklinger

Let’s talk cash: Customer Acquisition Costs
CAC = Total Acquisition Costs this month /
New Customers this month
Goal:
CAC < LTV even better: 2-3xCAC < LTV
@andreasklinger

MRR
Monthly Recurring
Revenue
Revenue Churn &
Qty Churn
Monitor Revenue
@andreasklinger
Source: www.usercycle.com

But how to make more money?
@andreasklinger

Big wins are often cheap.
source: thomas fuchs - www.metricsftw.com

Viral Distribution
@andreasklinger

Viral Distribution
3 kinds of virality
Product Inherent
A function of use. Eg. Dropbox sharing
Product Artiﬁcial
Added to support behaviour. E.g.
Reward systems
Word of Mouth
Function of customer satisfaction.

Viral Distribution
Invitation Rate = Invited people / inviters
eg. 1250 users invited 2000 people = 1.6
Acceptance Rate = Invited Signed-up / Invited total
eg. out of the 2000 people 580 signed up = 0.29
Viral Coefﬁcient = Invitation Rate * Acceptance Rate
eg. 1.6 * 0.29 = 0.464
(every customer will bring half a customer additionally)

Viral Distribution
Important #1:
Unless your Growth Engine is Viral,
don’t focus early on Viral Factors.
Focus on retention/stickyness.
Important #2: Viral Cycle Time (time between recv
invite and sending invite) is extremely important.
eg. K = 2
Cycle Time: 2 days => 20 days = 20.470 users
Cycle Time: 1 day => 20 days = 20mio users
Source: http://www.forentrepreneurs.com/lessons-learnt-viral-marketing/

Churn is not what you think it is
@andreasklinger

“5% Churnrate per month”
One of the highest churn reasons is expired
credit cards.
Sad Fact: People forget about you.
@andreasklinger

People don’t
wake up and
suddenly want to
unsubscribe your
service...
“Oh.. it’s May 5th..
Better churn from that
random online startup i
found 2 months ago.”
@andreasklinger

You loose them in the
ﬁrst 3 weeks.
And then at some point just
remind them to unsubscribe.
That’s when we measure it (too
late).
Source: Intercom.io

Checkout Intercom.io
Segment + message customers = Awesome

User activation.
Some users are happy (power users)
Some come never again (churned users)
What differs them? It’s their activities in their ﬁrst 30 days.
@andreasklinger

Sub-funnels
“What did the people do
that signed up,
before they signed up,
compare to those who didn’t?”
Source: Usercycle

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
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
Example Twitter

Data is noisy.
@andreasklinger

source: thomas fuchs - www.metricsftw.com
Data is noisy.

Dataschmutz
A layer of dirt obfuscating
your useable data.
(~ sample noise we created ourselves)
Usually “wrong intent”.
Usually our fault.
@andreasklinger

Dataschmutz
your useable data.
@andreasklinger

Dataschmutz
your useable data.
e.g. Trafﬁc Spikes of wrong
customer segment.
(wrong intent)
@andreasklinger
More “wrong” people come.
Lower conversion rate on the
landing page.

How to minimize the impact of Dataschmutz
Base your KPIs on wavebreakers.
WK visitors acquisition activation retention referral revenue
Birchbox visit registration ﬁrst photo
twice a
month
share …
1 6000 66% / 4000 62,5% 25% 10%
2 25000 35% / 8750 65% 23% 9%
3 5000 70% / 3500 64% 26% 4%

Dataschmutz
MySugr
is praised as
“beautiful app”
example.…
=> Downloads
=> Problem:
Not all are diabetic
They focus on people
who activated.
@andreasklinger

Competition Created
“Dataschmutz”
* Users had huge extra incentive.
* Marketing can hurt your numbers.
* While we decided on how to
relaunch we had dirty numbers.
Dataschmutz
Competitions (before P/M Fit)
are nothing but Teﬂon Marketing
People come. People leave.
They leave dirt in your database.
Competitions create artiﬁcial incentive
“Would you use my app and might
win 1.000.000 USD?”
@andreasklinger

Lean Analytics
@andreasklinger

Lean Analytics
Hypothesis: We believe that introducing a newsfeed
will increase interaction between users.
Track: Engagement between users (comments/likes)
Falsiﬁable Hypothesis: People who visited the
newsfeed will give a 30% more comments and likes,
than people who didn’t.

Lean Analytics
Important #1:
Don’t forget to timebox experiments.
Important #2:
Worry less about statistical signiﬁcance (while early stage).
Just use experiments to doublecheck your entrepreneurial
intuition.

AARRR misses something
@andreasklinger

Acquisition
Activation
Retention
Referral
Revenue
(c) Dave McClure
CUSTOMER INTENT
FULFILMENT OF CUSTOMER INTENT

Acquisition
Activation
Retention
Referral
Revenue
(c) Dave McClure
CUSTOMER INTENT (JOB)
FULFILMENT OF CUSTOMER INTENT
Customer
Interviews
Customer
Interviews
& Metrics

@andreasklinger
That’s you using metrics
“Look ma, the light started blinking”

Metrics are horrible way to understand customer intent
Customer Intent = His “Job to be done”
Watch: http://bit.ly/cc-jtbd
Products are bought because
they solve a “job to be done”.
Learn about Jobs to be done Framework
@andreasklinger

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

Source: Lukas Fittl - http://speakerdeck.com/lﬁttl

Framework: AARRR
Groupwork.
- Draw your customer journey
- Pick a point where there is likely a problem
- Formulate assumption
- Formulate Success Criteria

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.
- Connect Product Hypotheses to Metrics.
- Don’t hide behind numbers.
TL;DR: Use metrics to validate/doublecheck.
Use those insights when designing for/speaking to your customers.

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

@andreasklinger
Thank you
@andreasklinger
Slides: http://slideshare.net/andreasklinger
All pictures: http://ﬂickr.com/commons
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Startup Metrics, a love story. All slides of an 6h Lean Analytics workshop.

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Startup Metrics, a love story. All slides of an 6h Lean Analytics workshop.