[500DISTRO] Shake, Mix, Stir, KABAM! How One Startup Grew from $0 to $360MM in 4 Years

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500 Startups

Internet

$0 TO $360MM IN 4 YEARS FLAT
HOLLY LIU, CO-FOUNDER & CHIEF OF STAFF AT KABAM
@HollyHLiu

@HollyHLiu
$360 MM
$180 MM
$30 MM
$0
2010 2011 2012 20132009
$360 MM

@HollyHLiu
Non Scalable Growth Methods
• Forum / Group Posting
• Contests
• Blog Posts
• Friends and family

@HollyHLiu
Important because…
• Product-market fit
• Interact directly with customers

@HollyHLiu
5-7%
weekly
http://www.paulgraham.com/growth.html#f6n

@HollyHLiu
Scalable Growth Methods
paid acquisition
sales
SEO
virality
pipeline + team
BUYBUILD PARTNER

@HollyHLiu
Why?
• Feedback Loops
• Easily repeatable – create a playbook
• Do once and get massive audience

@HollyHLiu
Scalable Growth Methods
paid acquisition
sales
BUY
SEO
virality
BUILD
pipeline + team
PARTNER

@HollyHLiu
Focus Areas
• Acquisition
• Retention
• Engagement
• Monetization

@HollyHLiu
Business Model
• Advertising Business Model = Large audience
INSTALLS
conver
sions
invites
clicks

@HollyHLiu
Framework
• Business Model: Advertising
• Focus: Acquisition
• Metrics:

@HollyHLiu
Metrics
• Click-thru’s (link tracking)
• Installs
• Invites Sent
• Conversions
• DAU’s (Daily Active Users)

@HollyHLiu
Scalable Growth Methods
SEO
virality
BUILD

@HollyHLiu
3 Things
• Market Opportunity
• Team Capabilities
• Passion Points

@HollyHLiu
Free-to-play
Freemium Microtransaction Business Model

@HollyHLiu
Framework
• Business Model: Free to Play (freemium)
• Focus: Retention and Monetization
• Metrics:

@HollyHLiu
Metrics
• D1 Retention
• D7 Retention
• ARPU
• ARPPU
• LTV

@HollyHLiu
LTV
(Average Order Value) * (Number of Repeat
Sales) * (Average Retention Time)
$10 * 12 months * 3 years = $360

@HollyHLiu
LTV - Starbucks
(Simple LTV) * (Custom LTV) * (Traditional LTV)
Simple LTV = 52(a) * t
Custom LTV = t(52 * s * c * p)
Traditional LTV =m(r ÷ (1+i-r))
http://blog.kissmetrics.com/how-to-calculate-lifetime-value/?wide=1

@HollyHLiu
Success
Cost of Customer Acquisition < Customer
Lifetime Value

@HollyHLiu
Scalable Growth Methods
paid acquisition
sales
BUY

@HollyHLiu
Game Plan
• Partner
– Content
– Platform
– Applications

@HollyHLiu
Metrics
• Organic Traffic
• Tagging
• Revenue associated with organics

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