Lean analytic study group ch5-ch6
Post on 06-Sep-2014
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Howie YU
Lean AnalyticsChapter 5 ~ Chapter 6
Agenda
• Chapter 5 - Analytics Frameworks
• Chapter 6 – The Discipline of One Metric That Matters
Dave McClure’s Pirate Metrics (AARRR)
Eric Ries’s Engines of Growth
Ash Maurya’s Lean Canvas
Sean Ellis’s Startup Growth Pyramid
The Long Funnel
The Lean Analytics Stages and Gates
Chapter 5 - Analytics Frameworks
Dave McClure’s Pirate Metrics - AARRR
These five elements don’t necessarily follow a strict order
• Sticky Engine (黏著度 )
• Virality Engine (病毒式傳播 )
• Paid Engine– Customer lifetime value (CLV)– Customer acquisition cost (CAC)
Eric Ries’s Engines of Growth
Ash Maurya’s Lean Canvas
Respondents who have this need, respondents who are aware of having the needRespondents who try the MVP,
engagement, churn, most-used/least-used features, people willing to pay.Feedback scores, independent ratings,
sentiment analysis, customer-worded descriptions, surveys, search, and competitive analysis
How easy it is to find groups of prospects, unique keyword segments, targeted funnel traffic from a particular source
Leads and customers per channel, viral coefficient and cycle, net promoter score, open rate, affiliate margins, click-through rate, Page rank, message reach
Respondents’ understanding of the UVP (Unique Value Proposition), patents, brand equity, barriers to entry, number of new entrants, exclusivity of relationships
Lifetime customer value, average revenue per user, conversion rate, shopping cart size, click-through rate
Fixed costs, cost of customer acquisition, cost of servicing the nth customer, support costs, keyword costs
Sean Ellis’s Startup Growth Pyramid
You can send customers a survey to determine if you’re ready for accelerated growthGo to http://survey.io/
How would you feel if you could no longer use this product or service?
>40%Find
Market Fit
The Long Funnel
The Lean Analytics Stages and Gates
Chapter 6 The Discipline of One Metric That Matters (OMTM)
Real Time Analytic Tools
• Geckoboard
• Mixpanel
• Kissmetrics
• Totango
• Chartbeat
http://goo.gl/kah50B
Case StudyMoz tracks Fewer KPIs to Increase Focus
• “We are very metrics-driven– customer count– free trial counts
• Net Adds = new paid subscribers - total who cancelled – Total Paying– New Free Trials Yesterday– 7-Day Net Add Average
Why One Metric That Matters?
• It answers the most important question you have
• It forces you to draw a line in the sand– have clear goals
• It focuses the entire company– report too many things: data puking
• It inspires a culture of experimentation– build→measure→learn cycle
Case StudySolare Focuses on a Few Key Metrics• At the Restaurant
– The ratio of staff costs to gross revenues for the previous day• per-diner revenues vs. staffing cost
– Why ratio work?• Simple• Immediate• Actionable• Comparable• Fundamental
staffing cost
gross revenue
+30%
1. spending too much on staff ?2. not deriving enough revenue per
customer
24%
staffing cost
gross revenue
Drawing Lines in the Sand Target Goal
• New Customers Per Week– How many new customers per week do you need?
• what success looks like?– Comes from your business mode (industry baseline)
How many new customers per week (per acquisition channel) do you think defines a level of success that enables you to double down on user acquisition and move to the next step in the process?
The Squeeze toy (操作變因,應變變因 )
• Tuning OMTM might cause new OMTM– number of enrollments cost per customer– increased traffi maximize conversion– foot traffi need to get people to buy several coffees
Thanks
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