Steve Blank

NOVEMBER 16, 2009

What metrics do we use to see if we learned enough in Customer Discovery ? I gave my boilerplate answer, “I’m a product guy and I tend to invest and look at deals that have measurable revenue metrics. Dave McClure has some great metrics…” It was an honest but vaguely unsatisfying answer.

Customer Development 223

Customer Development Web Developer Customer 223

David Teten

JANUARY 19, 2021

This structure allows for alignment on the front end, and real-time flexibility for performance metrics,” says Samira Salman , a family office investor and advisor. . Flexible VCs have created structures based on other company performance metrics than revenues, such as profits or founder salaries. Flexible VC 102: Variations.

Cofounder 78

Cofounder Technical Review Equity Dividend 78

Duct Tape Marketing

AUGUST 23, 2023

Lloyed explores the intricate art of harnessing the community’s strength as your ultimate acquisition channe l, brand differentiator, feedback source, retention lever, and catalyst for transformative change. It's as simple as that, and that is what metrics are to me. So I asked somebody, what's the best skill I could learn?

Community 54

Community Kuwait Cofounder Bootstrapping 54

ConversionXL

MARCH 19, 2020

The HBR study contrasts Office Depot and Staples during the 2000 recession: Office Depot cut 6% of its workforce, but it couldn’t reduce operating costs significantly. At the same time, the company contained its operating costs and came out of the recession stronger, bigger, and more profitable than it had been in 1999. Image source ).

Marketing 121

Marketing Campaign Non-Compete Lean 121

Up and Running

MARCH 9, 2022

Everyday business events such as expansion projects, acquisitions, low cash on hand, increased fixed expenses, increased borrowing, and even an increase in sales can be signs that it’s time to reevaluate your business risk. Operating leverage effect (OLE) ratio. OLE ratio = contribution margin ratio/operating margin.

Equity 136

Equity .Net Balance Sheet Operations 136

Steve Blank

SEPTEMBER 14, 2009

Tech acquisitions went crazy at the same time the IPO market did. The Rise of Mergers and Acquisitions -– March 2003 -2008 After the dot.com bubble collapsed, the IPO market (and most tech M&A deals) shutdown for technology companies. And some companies didn’t even have to go public to get liquid. billion.) So what’s left?

Silicon Valley 223

Silicon Valley IPO Technical Review Venture Capital 223

Seeing Both Sides

JULY 11, 2013

B2C sales and customer acquisition efforts are a different matter (and one I''ll perhaps address in a future blog), but for B2B, those three models are the most common pattern. customer acquisition cost or CAC). To that point, a well-run telesales operation will be super metrics-driven. I''ll discuss each one below.

Sales 50

Sales Technical Review Software Review B2B 50

ConversionXL

MAY 27, 2022

Stage 1: Target the right metrics for an effective long game. However, due to B2B market saturation, customer acquisition costs are rising ; this digital marketing strategy of giving a little and getting a lot no longer works. Metrics for your demand generation funnel. Mistakes to avoid when targeting metrics.

Demand 124

Demand B2B Distribution Channel 124

Occam's Razor

SEPTEMBER 15, 2014

They use different technologies of course, and different distribution mechanisms. They will need two different implementations, it is quite likely that you will end up with two sets of metrics (more people focused for mobile apps, more visit focused for sites). Mobile content consumption, behavior along key metrics (time, bounces etc.)

Analytics 141

Analytics Metrics Mobile DC 141

ReadWriteStart

AUGUST 26, 2022

The vast majority of their customer acquisition is word of mouth. When you put those two things together, you get high-quality customers, high LTV, and acquisition at super low costs. Do you have other efficiency metrics that you look at when you evaluate businesses to check the quality of growth and the quality of the revenues? .

Partner 132

Partner Cofounder Retention Acquisition 132

Steve Blank

FEBRUARY 23, 2016

In other words, how can we adapt the Business Model Canvas when the metrics of success for an organization is not revenue? Does legal need to sign off for cyber operations? Distribution Channel changes to Deployment. In the defense and intelligence community the metrics of success are not revenue but mission achievement.

Business Model 120

Business Model Revenue Channel Community 120

ConversionXL

APRIL 14, 2021

Here is how the Demographics dashboard looks: While this is a pretty basic set of information to get about your audience, operating without it would mean poking around in the dark. What is the age distribution of your female demographic? What is the age distribution of your male demographic? The first metric is video views.

Video 141

Video Audience Metrics Analytics 141

Startup Lessons Learned

OCTOBER 23, 2013

It provides a basic introduction to analytics as they apply to Lean Startup, including sections on what metrics to use and how to interpret them. For instance, Ben lists out the worst of the “vanity metrics,” a term that describes appealing but meaningless or misleading numbers. Alistair: There are plenty. Consider a restaurant.

Analytics 167

Analytics Lean Widget Metrics 167

ConversionXL

MAY 27, 2022

Demand generation marketers create and distribute strategic content (mostly for free) to build awareness and demand for their brand or product. what kind of content they’re creating, where and how they’re distributing it, what pain points they’re speaking to, etc.). those who watched until the end) to distribute to sales reps.

Lead Generation 107

Lead Generation Demand Audience eCommerce 107

Startup Lessons Learned

APRIL 14, 2009

Every board meeting, the metrics of success change. Compared to the million-dollar startup, they are operating at micro-scale. Because they have no presence in the market, they have to find distribution channels to bring in customers. Time-to-complete-a-sale is not a bad metric for validated learning at this stage.

Customer 167

Customer San Francisco Lean Hockey Stick 167

Up and Running

NOVEMBER 12, 2018

Operations. Now, you’ll describe your marketing strategies, sales plans, operations information, milestones, your team and company basics, and your financial plan. These, among other ideas, can help your store reach new target markets, expand business operations, and improve profit margins. Operations. Company overview.

Business Plan 63

Business Plan Curation Balance Sheet Intellectual Property 63

K9 Ventures

APRIL 9, 2014

Yes, almost everyone who was operating as a Super Angel, went on to raise a venture fund. Top engineering talent today has a bimodal distribution. They’re starting to use similar metrics and structures as what the old Series A folks used to. The funding landscape has shifted and is now even more confusing than ever.

Mezzanine 134

Mezzanine Seed Stage Early Stage IPO 134

Occam's Razor

FEBRUARY 28, 2017

At a previous employer customer service on the phone was a huge part of the operation. To ensure customer delight was delivered in a timely manner, it was also decided that Average Call Time (ACT) would now be The success metric. The success metric, ACT, did go down. Metrics matter. What do you think happened?

Metrics 60

Metrics Analytics Acquisition Naming 60

Austin Startup

MARCH 26, 2019

25 questions that DTC entrepreneurs should ask themselves before scaling customer acquisition So you run a direct-to-consumer (DTC) brand. You just spent a few thousand dollars on advertising and your paid customer acquisition cost (CAC) numbers tested well relative to your best guess for customer lifetime value (LTV).

Technical Review 49

Technical Review Software Review China Acquisition 49

Occam's Razor

AUGUST 12, 2013

But how do we distribute credit for the conversions across all those channels? And you are telling me that the Cost Per Acquisition for my display campaigns is not $201 but rather a lowly $155? My distribution above is a good starting point. It gives you the distribution of typical behavior. That is so cool.

Channel 161

Channel Analytics Campaign Conversion 161

David Teten

DECEMBER 3, 2019

I walk through below how progressive investors are using technology and analytics throughout all of their operations. We are also seeing technology evaluation as an increasingly important part of LP operational due diligence. To learn more about this space, I suggest join an online community I co-founded, PEVCTech. .

Technical Review 78

Technical Review Software Review Analytics Private Equity 78

ConversionXL

DECEMBER 13, 2022

Define your target metrics. Maybe you’re at a startup whose acquisition engine is fueled by SEO. All organizations operate under different assumptions. We’ll measure this using (data metric). We expect to see (data metric[s] change) over a period of (X business cycles). Define your website goals. Andrew Anderson.

Analytics 127

Analytics Technical Review Software Review Framework 127

ConversionXL

APRIL 3, 2018

Ed Fry – Customer Data Operations: Unleashing your hidden growth engine. Work hard to define meaningful product metrics – enabler of team success. Optimize for retention, not just acquisition. To understand acquisition you must understand lifetime value. In an A/A test the distribution of p-values is random.

Retention 106

Retention Artificial Inteligence Channel Email 106

Duct Tape Marketing

APRIL 27, 2022

John also spent several years at The New York Times Company at NYTimes.com running strategy, marketing, and operations. He was part of the management team that was instrumental in launching NYTimes.com’s first digital paid product and the acquisition of About.com. And, and that third piece is really the insights piece.

Community 69

Community New York Small Business New York City 69

ConversionXL

SEPTEMBER 24, 2020

Dave McClure’s conversion metrics visualize where different conversion optimization opportunities lie—including those for acquisition. Acquisition focuses on how to grab attention in a very crowded content environment. It comes down to understanding how the channel actually operates—not how you’d like it to operate.

Acquisition 111

Acquisition Software Review PPC Analytics 111

ConversionXL

OCTOBER 25, 2018

Building a cache of user data in a CRM that’s strong enough to inform demand gen campaigns—what content to produce, where to distribute it—can take years, according to Brandt Bogdanovich of MST Solutions. Create and distribute content to those segments. How large is the business’ investment in the customer acquisition channel?

Demand 132

Demand Vertical Campaign Channel 132

Steve Blank

FEBRUARY 26, 2020

What most founders don’t realize is: Every stage of a startup requires a different set of metrics and milestones and founder skills. You need to begin to “instrument” your customer acquisition process with analytics. What is some of the critical metrics that matter? Not all startups need outside investment to grow.

Cofounder 429

Cofounder Seed Stage Valuation Metrics 429

Occam's Razor

DECEMBER 12, 2016

What one critical metric will help you clearly measure performance for each strategy above? How will you know if the performance was a success or failure, what's the target for each critical metric? Online, offline, mobile, acquisition, brand love, relationships, product pimping, community stewardship and so much more!

Analytics 60

Analytics DC Software Review Leadership 60

Austin Startup

JUNE 26, 2019

We tried, and opted out of, potentials for pivots; we pitched for game-changing partners and acquisitions that did not ultimately convert. Even though most of this message was already drafted, we also had a Hail Mary of a final acquisition conversation that closed the following morning. Obviously, it did not convert. We side-hustled.

Silicon Valley 54

Silicon Valley Startup B2C Sweat Equity 54

ConversionXL

JULY 25, 2022

Map out where content will be shared, how, and how often, including distribution roadmaps and any automation apps. Show how teams will track the success of each campaign, channel, or asset, including KPIs and goal-related metrics and the tools used to measure performance. Promotional channels. Measurement. What is your playbook for?

Community 93

Community Marketing Retention Campaign 93

VC Cafe

SEPTEMBER 15, 2011

Four “Zell startups&# exited this year alone, most recently with the acquisition of GiftsProject by eBay for an estimated $20 million. We’re distributing these condoms in schools at Long Island in hopes to create some initial buzz among teenagers which are one of our main target audiences.

Mobile 99

Mobile Software Review Bootstrapping 99

Both Sides of the Table

JUNE 12, 2010

Mo was graduated from Wharton, worked in investment banking, spent 6 years at IAC (including in an operational role for Connected Ventures which includes College Humor, Busted T’s and Vimeo) before joining Spark Capital in 2008. We also discussed having distributed teams (e.g. Content, of course, is the same!].

Venture Capital 217

Venture Capital Los Angeles Oakland Asia 217

ConversionXL

NOVEMBER 11, 2015

Adobe’s recent acquisition of Comscore’s Digital Analytix business adds another product integration to their future roadmap. ” Adobe Target is an enterprise testing tool that does a great job of leveraging a visitor based metric system. Cons: Measurement of acquisition channels appears to be a mute point with Clicktale.

Software Review 48

Software Review Technical Review Development Team Review Conversion 48

ConversionXL

MAY 22, 2014

To guide the discussion, we’re going to be using Dave McClure’s Conversion Metrics as a framework to see where different conversion optimization opportunities lie. For Acquisition, we’re primarily asking how do first time visitors & potential customers find you? Acquisition – Getting Visitors At Top Of The Funnel.

Software Review 116

Software Review PPC Analytics Search 116

ConversionXL

SEPTEMBER 30, 2020

At first glance, this looks like a much more credible distribution of value—if, of course, you’ve got an accurate model. You can test this via “model evaluation ,” which uses ROC/AUC metrics. The final step, then, is normalization: Attributed value for google/cpc = $300/($300+$500) = $300/$800 = 0.375 x $500 = $187.5

Artificial Inteligence 121

Artificial Inteligence Channel eCommerce Conversion 121

Seeing Both Sides

APRIL 5, 2011

The materials contain: CEO's overview, a briefing on the one or two key strategic issues that will be the focus of the meeting, financial and functional updates from each of the executive team members and the overall key operating metrics for the business. This portion of the meeting lasts 30 minutes.

Green 46

Green Framework Email Acquisition 46

Occam's Razor

APRIL 23, 2012

While there is a great deal of appreciation for the power of metrics/data, I've come to realize that Sr. Leaders don't quite appreciate the deep, and often corrosive, consequences of choosing metric x over metric y as a key performance indicator (KPI). It is a standard metric. It really is that stark.

Metrics 152

Metrics Analytics Search Channel 152