Teambox: Starting and Learning

Brief description of the Teambox story, the challenges and mistakes we did and how to track a SaaS business with the key metrics. Go grab a beer and enjoy the presentation :)

http://jrom.net/starting-and-learning

Transcript

1. starting and learning
3. github.com/jrom @jordiromero Jordi Romero
4. we’ll learn how Teambox started and did hiring growing software as a service tracking the business
6. 2009 Pablo Villalba
7. 2011 18 full-timers Barcelona & San Francisco
8. 2009 ✈ 2011 Personal savings Business Angels Public Funds
9. 0 5 10 15 20 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Teambox full-timers 2010 2011 2009
11. starting and learning
12. starting and learning
13. from challenges and mistakes
14. hiring
15. hiring is hard and you’ll make mistakes
16. hiring is critical the business depends on it
17. make sure they have the required skills
18. have a lot of informal chat to guarantee culture fit flickr @stage88
19. look for the highest motivation, or create it INCEPTION
20. skills culture fit motivation
21. growing
22. growing is good news shit’s going well
23. growing is inevitable must be handled with care
24. remote workers are good smaller office less distracting easier hiring
25. TALKER GROUP CHAT
26. agile processes speed things up startups are fast act fast see results fast more on that later
27. CONTINUOUS INTEGRATION
28. async processes are a must time-zone proof less interruptions
29. TALKER GROUP CHAT
30. TEAMBOX OF COURSE
31. GITHUB PULL REQUESTS
32. remote team agile processes async workflow
34. so we started, hired and grew what’s this software as a service thing?
35. some business models...
36. licensing transactional lead generation subscription advertising
37. licensing transactional lead generation subscription advertising
38. define the offer limit users? limit features? be creative adapt
39. pricing teambox.com/pricing
40. now we have our business model, can we know how much we can spend finding customers?
41. history of a customer acquisition first visit activation signup retention keeps coming referral invites other users revenue converts into a customer
42. history of a customer acquisition first visit activation signup retention keeps coming referral invites other users revenue converts into a customer AARRR
43. virality acquisition activation retention revenue
44. acquisition cost of user acquisition SEO SEM marketing attending conferences this is a metric and this are ways of improving it
45. activation subscription rate A/B testing usability copywriting
46. retention returning user rate quality of the product value of the offer email reminders auto-responders
47. referral / virality sent invitations per user give the user a reason the app needs it intrinsic virality offer a reward extrinsic virality
48. revenue / conversion paid user rate, average sale per customer limit the free offer added value
49. revenue / conversion paid user rate, average sale per customer limit the free offer added value BAM! WE GOT A CUSTOMER!
50. virality acquisition activation retention revenue €€€€€€€€€€€€ €€€€€€€€€€€€
51. go get more
53. metrics metrics
54. customer metrics CAC cost of acquisition ARPU average revenue per user LTV lifetime value churn lost customers per month cohort evolution of churn
55. forentrepreneurs.com/saas-metrics
56. CAC cost of acquiring a customer marketing & sales costs / closed deals
57. ARPU / ARPC average revenue per user (customer) total recurring revenue / # subscriptions
58. LTV lifetime value ARPU * Average Customer Lifetime
59. churn lost customers per month monthly cancelations / # customers 1 / Average Customer Lifetime churn of 0.20 means ACL of 5 months churn of 0.04 means ACL of 2 years
60. cohort evolution of the churn
62. adjust your pricing make your customers loyal optimize your sales and marketing
64. thank you
65. slides available at jrom.net/starting-and-learning
66. signup at teambox.com
67. Jordi Romero follow @jordiromero follow @teambox_app