硅谷故事A Silicon Valley Story-2.pptVIP

Startup Metrics: Lean Mean Progress ≠ Features (Less = More) Focus on User Experience ( Distribution) Measure Conversion; Compare 2+ Options Fast, Frequent Iteration (+ Feedback Loop) Keep it Simple Actionable Startup Metrics for Pirates: AARRR! Acquisition: What channels do customers come from? Activation: Do they have “happy” 1st experience? Retention: Will they come back? Referral: Do they tell other people? Revenue: How to make money? Minimize TOTAL time through the loop LEARN BUILD MEASURE IDEAS CODE DATA Source: Eric Ries, The Lean Startup Startup Metrics for Pirates Acquisition: users come to site from various channels Activation: users enjoy 1st visit: happy” experience Retention: users come back, visit site multiple times Referral: users like product enough to refer others Revenue: users conduct some monetization behavior AARRR! (note: If you’re in a hurry, Google “Startup Metrics” watch 5m video) AARRR!: 5-Step Startup Metrics Model W Revenue $$$ 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 Startup Challenges Startups have problems in 3 key areas: Management: Setting Priorities, Defining Key Metrics, Creating Dashboard, Reporting Progress Product: Building the “Right” Features, Getting Product Out Quickly, Testing for User Conversion / Adoption Marketing: Accessing “Web 2.0” Channels (Search, Social, Viral, New Media), Cost-Efficient Distribution Role: Founder/CEO Q: Which Metrics? Why? A: Focus on Critical Few Actionable Metrics (if you don’t use the metric to make a decision, it’s not actionable) Hypothesize Customer Lifecycle Target ~3-5 Conversion Events (tip: Less = More) Test, Measure, Iterate to Improve Role: Product / Engineering Q: What Features to Build? Why? When are you “Done”? A: Easy-to-Find, Fun/Useful, Unique Fe