Teambox: Starting and Learning

Transcript

1. starting
   and
   learning
   

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3. github.com/jrom
   @jordiromero
   Jordi Romero
   

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4. we’ll learn
   how Teambox started and did
   hiring
   growing
   software as a service
   tracking the business
   

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6. 2009
   Pablo Villalba
   

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7. 2011
   18 full-timers
   Barcelona & San Francisco
   

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8. 2009 ✈ 2011
   Personal savings
   Business Angels
   Public Funds
   

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9. 0
   5
   10
   15
   20
   Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4
   Teambox full-timers
   2010 2011
   2009
   

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11. starting
    and
    learning
    

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12. starting
    and
    learning
    

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13. from challenges
    and mistakes
    

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14. hiring
    

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15. hiring
    is hard
    and you’ll make mistakes
    

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16. hiring
    is critical
    the business depends on it
    

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17. make sure they have
    the required skills
    

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18. have a lot of informal chat
    to guarantee culture fit
    flickr @stage88
    

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19. look for the highest
    motivation, or create it
    INCEPTION
    

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20. skills
    culture fit
    motivation
    

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21. growing
    

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22. growing
    is good news
    shit’s going well
    

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23. growing
    is inevitable
    must be handled with care
    

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24. remote workers
    are good
    smaller office
    less distracting
    easier hiring
    

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25. TALKER
    GROUP CHAT
    

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26. agile processes
    speed things up
    startups are fast
    act fast
    see results fast more on that later
    

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27. CONTINUOUS
    INTEGRATION
    

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28. async processes
    are a must
    time-zone proof
    less interruptions
    

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29. TALKER
    GROUP CHAT
    

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30. TEAMBOX
    OF COURSE
    

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31. GITHUB PULL
    REQUESTS
    

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32. remote team
    agile processes
    async workflow
    

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34. so we started, hired and grew
    what’s this software as a
    service thing?
    

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35. some
    business
    models...
    

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36. licensing
    transactional
    lead generation
    subscription
    advertising
    

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37. licensing
    transactional
    lead generation
    subscription
    advertising
    

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38. define the offer
    limit users?
    limit features?
    be creative
    adapt
    

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39. pricing
    teambox.com/pricing
    

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40. now we have our
    business model, can we
    know how much we can
    spend finding customers?
    

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41. history of a customer
    acquisition first visit
    activation signup
    retention keeps coming
    referral invites other users
    revenue converts into a customer
    

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42. history of a customer
    acquisition first visit
    activation signup
    retention keeps coming
    referral invites other users
    revenue converts into a customer
    AARRR
    

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43. virality
    acquisition
    activation
    retention
    revenue
    

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44. acquisition
    cost of user acquisition
    SEO
    SEM
    marketing
    attending conferences
    this is a metric
    and this are ways
    of improving it
    

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45. activation
    subscription rate
    A/B testing
    usability
    copywriting
    

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46. retention
    returning user rate
    quality of the product
    value of the offer
    email reminders
    auto-responders
    

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47. referral / virality
    sent invitations per user
    give the user a reason
    the app needs it intrinsic virality
    offer a reward extrinsic virality
    

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48. revenue / conversion
    paid user rate, average sale per customer
    limit the free offer
    added value
    

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49. revenue / conversion
    paid user rate, average sale per customer
    limit the free offer
    added value
    BAM!
    WE GOT A CUSTOMER!
    

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50. virality
    acquisition
    activation
    retention
    revenue
    €€€€€€€€€€€€
    €€€€€€€€€€€€
    

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51. go
    get
    more
    

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53. metrics
    metrics
    

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54. customer metrics
    CAC cost of acquisition
    ARPU average revenue per user
    LTV lifetime value
    churn lost customers per month
    cohort evolution of churn
    

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55. forentrepreneurs.com/saas-metrics
    

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56. CAC
    cost of acquiring a customer
    marketing & sales costs / closed deals
    

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57. ARPU / ARPC
    average revenue per user (customer)
    total recurring revenue / # subscriptions
    

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58. LTV
    lifetime value
    ARPU * Average Customer Lifetime
    

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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
    

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60. cohort
    evolution of the churn
    

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62. adjust your pricing
    make your customers loyal
    optimize your sales
    and marketing
    

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64. thank
    you
    

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65. slides available at
    jrom.net/starting-and-learning
    

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66. signup at
    teambox.com
    

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67. Jordi Romero
    follow @jordiromero
    follow @teambox_app
    

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