Lean Canvas

[PROJECT NAME HERE] PRODUCT

1. PROBLEM

4. SOLUTION

ALTERNATIVES

8. KEY METRICS

7. COST STRUCTURE

] MARKET 3. UNIQUE VALUE PROPOSITION 9. UNFAIR ADVANTAGE

10. TOP RIGHT

5. CHANNELS

6. REVENUE STREAMS

format courtesy of Ash Maurya, http://leancanvas.com/

KET 2. CUSTOMERS

TREAMS

http://leancanvas.com/

AARRR Metrics
Metric Sample Data

Acquisition
1 2 3

Activation
1 2 3

Retention
1 2 3

Referral
1 2 3

Revenue
1 2 3

Monetary Value

Examples
Ad CTR or CPC, Organic search traffic, Partner traffic or referrals, Inbound requests, bounce rate

Pages viewed, time on site, account created, login via FB, email captured, free trial sign up, key actions taken (e.g. item added to shopping card, item favorited),

Email open rate or CTR, FB/Twitter traffic/Pinterest traffic, 1 week/month return rate or repeat rate for key actions (e.g. % of purchasers who return to make a second purchase), % of total visitors who are returners % of users who refer, conversion rate for referral actions (e.g. how many email referrals convert to users), viral coefficient or K factor (Invitations * Conversion Rate = K Factor)

% of paying users (fremium/SaaS), % of users who complete a transaction, transaction frequency (e.g. # of purchaes per user per month), basket size, % of revenue from diff. sources,

AARR graphic and concept courtesy of Dave McClure - http://www.slideshare.net/dmc500hats/startup-metrics-forpirates-long-version

Lean Dashboard
Week Beginning Count Capital Burn Down 11-Feb 1

Weekly Hypothesis

e.g. A will happen if I do B. [Metric] Valid

Valid/Invalid Metrics OMTM

A A R R R

[1] [2] [3] [4] [5] Goals NO FAIL

Customer Development

Product Development

Capital Development

Learnings Customer

Product

Market/Competition

Other

18-Feb 2

25-Feb 3

4-Mar 4

Startup Science

11-Mar 5

18-Mar 6

25-Mar 7

1-Apr 8

8-Apr 9

15-Apr 10

22-Apr 11

29-Apr 12

6-May 13

13-May 14

20-May 15

27-May 16

This Quarter
Quarter e.g. Q1 2013

Theme

e.g. revenue

Value

e.g. #Teamwork

OMTM

e.g. shopping cart size

Focus

Do

Don't

e.g. fundraising

e.g. customer service improvements

e.g. UI overhaul

70% Time

30% Time

0% Time

Business Model Revenue Model Customer count Product 1 revenue per year per customer Product 1 % of customers Product 1 revenue per year Product 2 revenue per year per customer Product 2 % of customers Product 2 revenue per year Product 3 revenue per year per customer Product 3 % of customers Product 3 revenue per year Total Revenue per Year Average product revenue per customer / year Discovered 500 $60 10% $3,000 $2,000 0% $0 $0 0% $0 $3,000 $6 Validated 10,000 $60 10% $60,000 $2,000 0% $0 $0 0% $0 $60,000 $6

Costs Customer acquisition cost (average) Years to earn acquisition cost Profit per customer over 5 years $100 16.67 -$70 $40 6.67 -$10

Scaling 500,000 $60 10% $3,000,000 $2,000 3% $30,000,000 $0 0% $0 $33,000,000 $66

Massive
2,000,000

Notes

$60 10% $12,000,000 $2,000 3% $120,000,000 $0 0% $0 $132,000,000 $66

$30 0.45 $300

$30 0.45 $300

PRODUCT 1 - Subscription Subscription / month Avg Months per year TOTAL $5 12 $60

PRODUCT 2 - Consultations Margin on consultant / session Session / year / customer TOTAL 400 5 $2,000