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– The Story of Nick from his early career to Zendesk & now ChartMogul.
– Metrics to track in very early stage of your startup: How many people are signing up? Are they logging in? Are they coming back to the product? How often they login back?
– Metrics vs KPI
– Different type of metrics buckets reflecting different parts of your business:
Product Usage Metrics
SaaS Business Metrics
Financial/Accounting
– The upside of using subscription analytics tools for your SaaS Business metrics
– MRR & ARR:
Understanding MRR & ARR in detail
Importance of MRR
Two ways to think of ARR
How to calculate it?
– The number of Customers/Accounts & ARPA/ARPU:
How to calculate it?
It’s significance
How segmentation brings more meaning to your metrics
– CAC:
The best customer acquisition method is by word of mouth
Books:
“Play Bigger: How Pirates, Dreamers and Innovators Create and Dominate Markets”
“Subscribed: Why the Subscription Model Will Be Your Company’s Future – and What to Do About It”
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– Jobs remain the same, the products we hire to do those jobs change. It’s true but much more complicated than that – Alan’s viewpoint and maybe we need to rethink that.
– JTBD in making software products. Jobs Data vs Usability/User Experience Data.
– While making software products, how to find jobs that people would hire your product to do?: Feedback Loops, Catalysts, Constraints.
– Why User Persona is flawed, not with their intent, but as a model. Behaviour & Motivations are demographic agnostics.
– Replacing User Story with the Job Story: When ____, I want to ____, So I can ____
Another way Alan is using Job Story is making them for products that don’t exist.
– How to do Switch Interviews or Jobs To Be Done Interviews. Difference between Switch Interview & Customer Development Interview.
– How to prioritize for multiple Job stories people are hiring your product for?
– Jobs to be Done is not a series of steps to be done, but a theory to understand how the market operates, what causes consumers to buy & use products.
– What is JTBD and what it is not?
Resources mentioned:
Book: “Sprint: How to Solve Big Problems and Test New Ideas in Just Five Days” by Jake Knapp, John Zeratsky & Brad Kowitz
Book: “When Coffee and Kale Compete: Become great at making products people will buy” by Alan Klement
Book: “Competing Against Luck: The Story of Innovation and Customer Choice” by Clayton Christensen, David Duncan, Karen Dillon, & Taddy Hall
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