This is the slide deck from Trevor Owens's classes on Startup Metrics for Founders In 2004, with only 150,000 registered users and very little revenue, Facebook raised $500,000 and less than a year later raised another $12.7 million. It was not the most popular social network nor was it even the most popular college social network. So what metrics were early indicators of it's future success? In this class we will go over this and two other unreleased case studies on startup metrics that matter. By the end of this class you will have an understanding of: Actionable Metrics & Split Testing Qualitative vs Quantitative Metrics Cohort Metrics Validated Learning Innovation Accounting Framework Hypothesis Testing Funnel Metrics and AARRR Paying attention to the wrong metrics will lead your startup down the wrong path, don't take that risk by missing this class.

1. Startup Metrics
for Founders
Lean Startup Machine

2. About Me
Trevor Owens On Twitter @to2
• Lean Startup Machine, Founder & CEO
• Named “Most Powerful Networker in NYC” by NY Observer
in 2010
• Mentored 2000 Entrepreneurs in 15 cities
• Several startup failures, some successes
• Advised & Incubated Branch.com

3. WORKSHOP STATISTICS
35 in 18
WORKSHOPS CITIES
2450
INNOVATORS ATTENDED & 600+
STARTUPS CREATED

4. 200 WORKSHOPS IN 2013
New York Philadelphia San Diego Shanghai Moscow Riyadh
Boston Los Angeles Toronto Karachi Tel Aviv Sao Paolo
Chicago Washington DC Montreal Lahore Milan London
Austin San Francisco Tokyo Dubai Amsterdam

5. Old Tools
• Vanity
• Actionable
• Funnel
• Cohort

6. Vanity
• Numbers that sound
good but do not mean
anything.

7. Actionable
• Goal or benchmark

8. Funnel
1.Acquisition: Visits website
2.Activation: Sign-up
3.Revenue: Buys something
4.Referral: Invite friends
5.Retention: Comes back

9. Cohorts
• Put users into groups
based on Activation

10. New Tools

11. Test Assumptions,
Not Products

12. Startup Stage
• Validation
• Is this a drug or a vitamin?
• Growth
• How big can we get?

14. Start with Hypothesis
• _______ have a problem
with _______
• Scooter owners have a problem
with gas prices

15. Define Top 5 Risks
1.Scooter owners are rich
2.Scooter owners don’t
drive very much
3.Scooter owners...
4.,,

16. Validation Stages
1.Exploration- Find Pain
2.Pitch- Measure Demand
3.Concierge- Productize

17. Define Goals
• What # do we need to
continue?
• Set a deadline
• Measure based on
cohorts

18. ValidationBoard.com