Manolo Alvarez's Reviews > Lean Analytics: Use Data to Build a Better Startup Faster (Lean

Lean Analytics by Alistair Croll
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Quotes Manolo Liked

“First, know your customer. There’s no substitute for engaging with customers and users directly. All the numbers in the world can’t explain why something is happening. Pick up the phone right now and call a customer, even one who’s disengaged.”
Alistair Croll, Lean Analytics: Use Data to Build a Better Startup Faster (Lean

“Marc Andreesen puts it, “Markets that don’t exist don’t care how smart you are.”[”
Alistair Croll, Lean Analytics: Use Data to Build a Better Startup Faster (Lean

“If you identify a real need, you won’t be the only one satisfying it, and you’ll need all the talent you can muster in order to succeed.”
Alistair Croll, Lean Analytics: Use Data to Build a Better Startup Faster (Lean

“The fundamental KPI for stickiness is customer retention. Churn rates and usage frequency are other important metrics to track. Long-term stickiness often comes from the value users create for themselves as they use the service.”
Alistair Croll, Lean Analytics: Use Data to Build a Better Startup Faster (Lean

“Getting paid is, in some ways, the ultimate metric for identifying a sustainable business model. If you make more money from customers than it costs you to acquire them — and you do so consistently — you’re sustainable. You don’t need money from external investors, and you’re growing shareholder equity every day.”
Alistair Croll, Lean Analytics: Use Data to Build a Better Startup Faster (Lean

“At the outset, you’re spending your time discovering what’s important to people and being empathetic to their problems. You’re searching through listening. You’re digging for opportunity through caring about others. Right now, your job isn’t to prove you’re smart, or that you’ve found a solution. Your job is to get inside someone else’s head. That means discovering and validating a problem and then finding out whether your proposed solution to that problem is likely to work.”
Alistair Croll, Lean Analytics: Use Data to Build a Better Startup Faster (Lean

“If you can’t find 15 people to talk to, well, imagine how hard it’s going to be to sell to them. So suck it up and get out of the office. Otherwise, you’re wasting time and money building something nobody wants.”
Alistair Croll, Lean Analytics: Use Data to Build a Better Startup Faster (Lean

“People only get really interesting when they start to rattle the bars of their cages. — Alain de Botton,”
Alistair Croll, Lean Analytics: Use Data to Build a Better Startup Faster (Lean

“Customers are people. They lead lives. They have kids, they eat too much, they don’t sleep well, they phone in sick, they get bored, they watch too much reality TV. If you’re building for some kind of idealized, economically rational buyer, you’ll fail. But if you know your customers, warts and all, and you build things that naturally fit into their lives, they’ll love you.”
Alistair Croll, Lean Analytics: Use Data to Build a Better Startup Faster (Lean

“After all, you’ll be selling to people. You need to know how to reach them, interrupt them, and make a difference in their lives at the exact moment when they need your solution.”
Alistair Croll, Lean Analytics: Use Data to Build a Better Startup Faster (Lean

“Surveys can be effective, assuming you’ve done enough customer development already to know what questions to ask. The challenge with surveys is finding people to answer them. Unlike the one-to-one interviews you’ve been conducting so far, here you need to automate the task and deal with the inevitable statistical noise.”
Alistair Croll, Lean Analytics: Use Data to Build a Better Startup Faster (Lean

“Don’t just ask questions. Know how the answers to the questions will change your behavior. In other words, draw a line in the sand before you run the survey.”
Alistair Croll, Lean Analytics: Use Data to Build a Better Startup Faster (Lean

“Your job isn’t to build a product; it’s to de-risk a business model. Sometimes the only way to do this is to build something, but always be on the lookout for measurable ways to quantify risk without a lot of effort.”
Alistair Croll, Lean Analytics: Use Data to Build a Better Startup Faster (Lean

“Too often, features get added to a product without any quantifiable validation — which is a direct path toward scope creep and feature bloat. If you’re unable to quantify the impact of a new feature, you can’t assess its value, and you won’t really know what to do with the feature over time. If this is the case, leave it as is, iterate on it, or kill it.”
Alistair Croll, Lean Analytics: Use Data to Build a Better Startup Faster (Lean

“While this seems relatively straightforward, finding a good leading indicator, and experimenting to determine how it affects the future of the company, is hard work. It’s also how many of today’s break-out entrepreneurs drove their growth.”
Alistair Croll, Lean Analytics: Use Data to Build a Better Startup Faster (Lean

“Correlation is nice. But if you’ve found a leading indicator that causes a change later on, that’s a superpower, because it means you can change the future.”
Alistair Croll, Lean Analytics: Use Data to Build a Better Startup Faster (Lean

“Customer lifetime value and customer acquisition cost drive your growth, and you’ll run experiments to try to capture more loyal users for less, tweaking how you charge, when you charge, and what you charge for.”
Alistair Croll, Lean Analytics: Use Data to Build a Better Startup Faster (Lean

“Scaling is good if it brings in incremental revenue, but you have to watch for a decrease in engagement, a gradual saturation of the initial market, or a rising cost of customer acquisition. Changes in churn, segmented by channels, show whether you’re growing your most important asset — your customers — or hemorrhaging attention as you scale.”
Alistair Croll, Lean Analytics: Use Data to Build a Better Startup Faster (Lean

“When you’re scaling, you know your product and your market. Your metrics are now focused on the health of your ecosystem, and your ability to enter new markets.”
Alistair Croll, Lean Analytics: Use Data to Build a Better Startup Faster (Lean


Reading Progress

May 10, 2014 – Started Reading
May 10, 2014 – Shelved
May 10, 2014 – Shelved as: to-read
May 10, 2014 –
10.0%
May 13, 2014 –
15.0%
May 15, 2014 –
31.0% "Está muy bueno!"
May 23, 2014 –
40.0%
May 28, 2014 –
41.0%
May 30, 2014 –
50.0%
May 31, 2014 –
55.0%
June 1, 2014 –
58.0%
June 4, 2014 – Finished Reading

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