2. The issue for investors..
To know when to stop backing a startup or double down
The lack of clear data from startups erodes trust
Investors haven‟t got the time to be chasing startups for updates
They require better Transparency into their investments
3. “Wayra Ireland is now using Pirate Dashboard to drive quantitative, metric driven
reporting with our investment portfolio, enabling us to better manage and drive
accelerated growth and net book value.”
- Karl Aherne, Director Wayra Ireland
4. The problem with startups…
If startups were focusing on the right things, they would be more successful!
• Customers
• Revenue
Investors tell them that they are most interested in seeing
• User growth
• Revenue
But during customer development we learned
• 20% of them gather NO metrics
• 60% put little (or merely some) importance on collecting them
You can‟t show what you don‟t measure!
5. The problem with startups…
So what are the reasons a startup give for not collecting metrics?
• Hard to implement – what should I measure and with which tools?
• Time consuming to do regularly
• Not a priority
The reality is that they are afraid to learn the truth!
• Maybe they haven’t got a business
• They have no customers
• They need to pivot
Metrics make for Honest startups!
• Give them nowhere to hide
• Provide real focus
6. “Pirate dashboard will make Eventmama incredibly more efficient in how we
gather and report on what's going on in our startup.
Reporting they offer will not only save us manually gathering and analysing data
- but the real-time insights into our business will allow us to act and iterate much
faster.”
- Louise Caldwell, CEO EventMama
7. Our Goal is…
To be the standard in communications between startups and investors!
Startups need to be HONEST with themselves.
Dave McClure‟s Pirate Metrics framework is used to keep a startup focused
on customers and revenue from the start.
• Acquisition, Activation, Retention, Revenue and Referral
Investors require TRANSPARENCY
By using data from 3rd party tools that the startup uses, trust can be built.
The more data, the clearer the view.
Display an up to date investor dashboard
We like to call it “The Trust Equation”
9. The Pirate Dashboard
1. What type of startup are you?
4. You can manually input data
2. Your startups Pirate Metrics
at a glance
5. Create a story around your
data with the newsfeed
3. Easily setup custom metrics
with data from 3rd party tools
6. Share dashboards with investors
10. What makes us different?
Layer Approach
• We sit on top of a startups’ existing tools
• They can continue to use their marketing, sales and engineering tools in their
day to day and use Pirate Dashboard to get a 360º view of their business
Singular Focus
• We provide a rigid framework focused on the Pirate Metrics
• There are many things a startup can measure but we focus them on what they
should measure!
Fit for purpose
• NOT a financial planning tool
• Designed to be used on a daily basis for decision making!
• Building a tool that we ourselves use to get customers and investors
11. Product Roadmap
Our development philosophy
Features come from two sources: customer requests and our own hypotheses.
Customers are able to suggest and “up-vote” which 3rd party tools or features they
want us to develop.
All features requested are validated through user testing.
This has led to a dynamic roadmap based on our customers’ needs.
12. Product Roadmap
Feature
Investor Portfolio Dashboard
Peer Benchmarking
One Metric That Matters
Goal Setting
Data Export
Basic Reporting
TV Mode
Dashboard Alerts
Email Alerts
Shared Dashboards
Forecasting
Data Import
Advanced Reporting
Push API
3rd Party Tool Integration
Jan
X
X
Feb
March
Arpil
May
June
July
Aug
Sept
X
X
X
X
X
X
X
X
X
X
X
X
X
X
X
X
X
X
X
X
X
13. The Team
Russell Banks
Sales & Marketing
As a team we….
20 years selling
• previously from Conker.io
Daniel Kersten
Engineering
14 years coding
Eoin McKiernan
Engineering
MSc. Computer Science
Eoin Hurrell
Data Scientist
PhD. Computer Science
•
Predictive analytics for games
• learned that startup success comes from
•
•
Revenue
Execution
• are focused on
•
•
Delivery
Revenue
14. The Team
David Coallier
Eamon Leonard
Wayra Ireland
(Previously Conker Advisor)
(Previously Conker Advisor)
(Previously Conker Investor)
NOW
NOW
NOW
Investor & Advisor
Advisor
Customer
15.
16. Appendix A – Customer Development
• Who we have spoken to
• Types of startups
• What metrics do investors tell you are important?
• Metric use in decision making VS collection of metrics
• Commonly used metrics tools
• Basic metrics framework
17. 150+ Customer Development meetings and counting
The following results come from over 70+ cus dev meetings with startups during The Dublin Web Summit
24. “Russell and Dan have shown exceptional drive and an
unwavering focus in the development of the Pirate
Dashboard product, customer development and early
revenue generation.”
- Karl Aherne, Director Wayra Ireland
25. Market Opportunity
STARTUPS (funding
stage)
Annual Subscription
(per startup)
€1,200
Friends & Family
Startups per Incubator
Angel
10
Seed
Initial Market
Growth
€21,943,200
Operational
192,616*-205,882**
Startups
3,605** Publicly Raising
€4,207,200
*
**
BUT
VC’s did 4,905 deals
worth $41.5bn
in 2012***
INVESTORS (type)
Angel
Super Angel
Accelerators/Incubators
State Agencies
VC’s
11,385*-24,242** Investors
298*-1,478** Incubators
€17,736,000
*** Ernst & Young: Global venture capital insights and trends 2013
26. Revenue Generating
• 150 + Customer development meetings since September‟13
• 24 Pre-orders @ €50 each to participate in beta
• Private Beta starts in Jan „14
• Letter of Intent:
• Wayra Europe for 50+ Startups.
