Dave Bailey has an excellent post up titled The Anatomy of a Startup Organisation where he covers a number of topics related to organizing the departments in a startup. My favorite part is how he shares the most important metrics.
Here’s a quick recap of the critical startup metrics by department:
CEO
- Company’s North Star Metric
- Overall dashboard of metrics to run the business
- Runway – how many months of cash burn in the bank
Product
- Happiness – Net Promoter Score
- Engagement – Active users per week
- Adoption – Percentage of users that use a module or feature
- Retention – Percent of users that sign in 30 days after signup
- Task success – Time it takes to complete a task
Technology
- Quality – Number of important open bugs
- Velocity – Average points completed per sprint
- Performance – Uptime or average page load time
Marketing
- Channel Leads – By channel and cost
- Marketing Qualified Leads – Leads that meet quality characteristics
Sales
- Revenue – New revenue per month
- Sales Qualified Leads – Leads that meet quality characteristics
- Win Rate – Sales qualified leads to customers
- Deal Size – Average contract value for the month
- Velocity – Average sales cycle
Customer Success
- Customer Engagement – Survey results
- Efficiency – Average response time
- Churn – Percent of customers that leave
- Expansion Revenue – Value of upsells
Finance
- Working Capital – Capital available to use
- Operating Cash Flow – How the cash position is changing over time
- Financial Ratios – Ratios like cost of customer acquisition to lifetime value as well as the Rule of 40 score
People
- Hiring – Time and cost of hiring
- Engagement – Engagement score or employee Net Promoter Score
- Process – Percentage of check-ins and performance reviews completed
For many more metrics to track, head on over to The Definitive List of Weekly Operational Metrics for SaaS Startups. The Anatomy of a Startup Organisation is excellent and all entrepreneurs should start with these critical metrics.
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David Cummings, Khareem Sudlow
