ReportWire

Tag: Metrics

  • Why Does Success Often Feel Like Failure? Science Says Blame the ‘Negative-Lumping’ Effect

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    Say you’ve averaged landing 40 new customers a month over the past year. You really want to ramp things up, so you set a goal of landing 100 new customers next month.

    Most importantly — because a goal without an action plan is just a dream — you do a number of things differently to achieve it. You make more cold calls. You rework your sales pipeline. You implement new pricing strategies. You leverage referrals. You work your butt off to achieve your goal.

    Unfortunately, you fall a little short. You only land 94 new customers.

    How do you feel? Science says you’re bound to be disappointed, even though 94 new customers is way more than 40. A study published in Psychological Science found that people dismiss relative gains even when those gains are considerable. Psychologists call that the “negative-lumping”effect, the tendency to dismiss achievement — no matter how great the improvement — even when you fall short of a seemingly impossible goal.

    Say profits are small and you want to cut costs by 10 percent this month. Oddly enough, whether you only cut 2 percent, or 5 percent, or 9 percent, the result feels the same. Even though 2 percent is good, 5 percent is better, and 9 percent is great — even though the difference between where you started and what you accomplished is huge — still.

    You feel like you failed.

    Which is not just a problem in the moment, but also in the future. As the researchers write:

    … falling short signals an eschewal of doing the bare minimum and lacking serious intent to change, making these gains seem less deserving of recognition.

    Critically, participants then “checked out”: they under-rewarded and underinvested in efforts toward “merely” incremental improvement. In all experiments, participants lumped together absolute failures but not absolute successes, highlighting a unique blindness to gradations of badness.

    When attempts to eradicate a problem fail, people might dismiss smaller but critical steps that were and can still be made.

    Or in non researcher-speak, if you don’t hit your target, you’ll probably quit trying. Or you’ll scrap the process you created to hit a goal (after all, it didn’t “work”) and start over again — even though you’re clearly on the right track.

    So how can you combat the effect of negative-lumping? How can you keep falling a little short of a goal, especially a huge goal, from feeling like total failure?

    The key is to look forward and backward. Measuring yourself against a goal is obviously valuable. Striving to reach a goal, evaluating your progress toward that goal to modify your approach, your strategies, your daily activities… goals are valuable because they help you establish and then shape the process you create to reach that goal.

    Since you can’t decide how to get there if you don’t know where you’re going, you need to measure yourself against a goal.

    But you also need to make sure you look back to see how far you’ve come. If your goal was to land 100 customers and you “only” landed 94, still: you’ve grown your customer base by a significant amount — and you’ve learned a lot about how to turn leads into customers. If your goal is to work out five days a week and you “only” work out four, still: you’ve made definite strides in improving your fitness, and you can figure out how to remove the barriers that keep you from working out one more day a week.

    Relative improvement is still improvement — and it provides a knowledge and experience base you can use to adapt, revise, optimize… and continue to improve.

    Because here’s the thing. When you look forward, you “failure” is relative. When you look backwards, your success is absolute. You grew your customer base. You got fitter. Whatever you hope to do, you’re closer than you were.

    So use goals to inform processes, to track your progress, and to make smart course correction. By all means, measure yourself against your goals. 

    But don’t forget to look back and measure yourself against the progress you made, especially if your efforts fall short of your goals. 

    Failing to hit a target is just failing to hit an arbitrary — and possibly unreachable, at least in the short-term — target. Progress is actual. Progress is tangible. Progress, no matter how small, is an achievement to take pride in, and use as motivation to keep making progress.

    Because shorter-term goals are fun… but where you end up is all that really matters.

    The opinions expressed here by Inc.com columnists are their own, not those of Inc.com.

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    Jeff Haden

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  • 6 Key Metrics Top Franchise Restaurants Use to Measure Potential | Entrepreneur

    6 Key Metrics Top Franchise Restaurants Use to Measure Potential | Entrepreneur

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    Opinions expressed by Entrepreneur contributors are their own.

    When it comes to measuring potential, it often feels a lot like guessing. We use vague sayings like, “Go big or go home,” or “You can either be a big fish in a small pond or a small fish in a big pond.” It’s either big or small. Successful or not. Worth it or worthless.

    How come we’re only measuring potential like it’s purely black or white?

    For under-appreciated small giants with limited resources, this is too simplistic. If you have limited resources, time and energy, scaling takes thoughtful strategy — something that franchise restaurants have long learned the hard way.

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    Thalia Toha

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  • 6 ‘Immeasurable’ Metrics That Define Business Success | Entrepreneur

    6 ‘Immeasurable’ Metrics That Define Business Success | Entrepreneur

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    Opinions expressed by Entrepreneur contributors are their own.

    Listen, I get it. When you’re in the entrepreneurial game, it’s tempting to zero in on one number: ROI or Return on Investment. It’s the classic, the old reliable. But let’s get real for a second — focusing solely on ROI is like judging a movie solely by its box office earnings. You miss the nuances, the essence and — dare I say it — the soul of the business.

    Enough with the accounting textbooks already! ROI isn’t the end-all-be-all. There are more dimensions to business success than dollars and cents. Ever heard of customer satisfaction? Employee engagement? Social impact? Yes, I’m talking about those “soft metrics” you often sweep under the rug. Trust me, overlooking these can be the Achilles’ heel for your empire.

    Related: Defining Success: 4 Key Measurements That Go Beyond Revenue

    1. Employee happiness: The backbone of your business

    Let’s cut through the fluff: Your employees aren’t cogs in a machine; they’re the backbone of your business. Their happiness translates into productivity, which snowballs into everything you care about — customer satisfaction, ROI and your bottom line. Don’t just toss a survey their way once a year; dig deeper. Use tools like the eNPS (Employee Net Promoter Score), OKRs (Objectives and Key Results) and regular one-on-ones to get a temperature check. Remember, a happy employee is engaged, and engagement is a direct route to skyrocketing productivity.

    2. Customer satisfaction: The North Star of business metrics

    So, you’ve got a killer product. Great. But if your customers aren’t happy, all the ROI in the world won’t save you. Dive into metrics like Customer Lifetime Value (CLV) and Net Promoter Score (NPS) to get into your customer base’s psyche. And forget about faceless transactions; build relationships. Turn customers into raving fans, and watch how quickly your “immeasurable” metrics start adding zeroes to your ROI.

    3. Social impact: More than just a buzzword

    Think social impact doesn’t affect your bottom line? Think again. Millennials and Gen Z are voting with their wallets and want to invest in businesses that stand for something. Corporate Social Responsibility (CSR) isn’t just for show; it’s a necessity. Whether it’s sustainability or social justice, align your business with causes that matter and measure the impact. Trust me, “doing good” has never been better for business.

    4. Holistic success: The new gold standard

    If you’re still clinging to ROI as your sole success metric, you live in the past. We’re entering an era where holistic success is the gold standard. It’s not just about financial gain; it’s about creating a business that’s a force for good, that people love to work for and that customers rave about. It’s about a 360-degree view of success.

    5. Cultural capital: The underestimated asset

    Another critical dimension often overlooked is cultural capital. I’m not talking about office parties or casual Fridays. I mean the ethos, the core values, how your team interacts and the unspoken norms that govern your business environment. This cultural fabric isn’t just window dressing; it’s a strategic asset influencing everything from talent retention to your brand’s market perception.

    A strong, positive corporate culture can be a significant differentiator in competitive markets. It’s time we start putting a value on this intangible asset. Tools like cultural assessments or even deep-dive interviews with staff can unearth the layers of your company’s culture. Invest in this immeasurable asset because your competition probably isn’t; this could be your competitive edge.

    Related: Is Your Workplace Culture Where It Needs to Be?

    6. Intellectual property: Measuring the intangibles

    Ah, the mystical realm of intellectual property (IP) — an area of your balance sheet that isn’t often talked about yet holds immense value. Whether it’s a patent, a unique business process or even your brand equity, these intangibles contribute massively to your overall business worth. And guess what? They’re often missed when you’re glued to ROI. Establish methods to gauge the value and effectiveness of your IP; it’s not just legal mumbo-jumbo but an asset that can have an exponential payoff in the long run.

    The immeasurables are measurable: The tools you need

    Who says you can’t measure the immeasurables? With the advent of advanced analytics tools, you can quantify almost anything. Consider using sentiment analysis tools to gauge customer feelings or sophisticated survey methods to measure employee engagement. Go beyond Google Analytics; delve into customer behavior and trends with AI-powered insights. Take a closer look at your supply chain — there are hidden social impact indicators all along the way. The point? There’s a treasure trove of data if you’re willing to look.

    The action plan

    Talk is cheap; it’s time to act. Start by auditing your current metrics — what are you measuring and why? Then, identify the “immeasurable” metrics that align with your brand ethos. Once you’ve done that, put your money where your mouth is. Invest in the tools, the people and the time required to track these new metrics. It won’t happen overnight, but if you start now, you’ll be light years ahead of the competition, who are still stuck counting beans.

    Folks, we’re in the business of building legacies, not just bank accounts. Sure, ROI is important, but it’s not the only marker of success. So, let’s disrupt the conventional wisdom, shall we? Stop fixating solely on ROI, and broaden your lens to include the metrics that truly matter. Because at the end of the day, we’re really measuring the impact we’re making on the world. And isn’t that the ultimate success?

    Related: 5 Intangible Qualities That Hold the Key to Unparalleled Business Success

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    Chris Kille

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  • Why Focusing on KPIs Too Much Can Backfire | Entrepreneur

    Why Focusing on KPIs Too Much Can Backfire | Entrepreneur

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    Opinions expressed by Entrepreneur contributors are their own.

    Bureaucrats love their key performance indicators (KPIs) – metrics that presumably allow them to gauge the health of various business activities. And to be fair, they can be quite valuable as part of an overall strategy that prioritizes data analytics and data-driven decision-making.

    But listen. There’s a big problem with glorifying KPIs — or at least relying on them too much. And too many companies today are falling into this trap.

    The “right way” to see KPIs

    Okay, let’s be reasonable here. KPIs can be useful — and powerful for guiding an organization’s direction. When used properly, KPIs are objective, easy to interpret and measured with specific intent. These are truly reliable data points that can be used to empower decision-making.

    However, even in this hypothetical perfect scenario, it’s important for organizational leaders to use these metrics properly. You should never use a single metric to fuel your decision-making, and you shouldn’t use metrics alone to guide all of your visions for the future of the company.

    You can think of KPIs as being different types of food in a well-balanced diet, or as different assets with different strengths and weaknesses as part of your overall investment portfolio. They’re incredibly useful, but they’re only a portion of your strength in organizational decision-making.

    Related: How Key Performance Indicators Can Actually Kill Key Performance

    The KPI monsters we’ve created

    Why have we deviated from this vision? There are a few explanations worth exploring. Personally, I think it’s mostly about disproportionate evaluation. Collectively, we’ve come to see KPIs as being more powerful and informative than they actually are. That’s not to say that they’re not powerful or not informative; this is merely an assertion that we’ve overestimated and misinterpreted them. Let’s take a look at some of the specific ways this manifests.

    An exercise in vanity

    Vanity metrics are a prime example of how KPIs can be misused and misinterpreted. Put simply, vanity metrics are metrics that make you feel good about a specific outcome or strategy, without really providing information on how things are running.

    For example, follower count is a commonly tracked vanity metric in social media marketing. It does have some value, and it certainly feels good to see your follower count increase. But your number of followers has little to do with more measurably impactful things like follower engagement, brand awareness, conversions or revenue generated.

    Ambiguous meanings

    Sometimes KPIs carry ambiguous meanings. Let’s take a commonly used one in the customer service and customer experience world: net promoter score (NPS). Hypothetically, NPS helps you estimate consumer sentiment, and you measure it by asking people how likely they are to recommend your business to others. But sometimes, these answers have little to do with consumer sentiment. It’s nice to know that some of your customers would hypothetically recommend your business to others, but why would they do this? What’s driving them? And how likely are they to follow through on this?

    There are tough complexities to work out with almost any KPI; attempting to boil down large, complex topics into a single measurement is an exercise in futility.

    Misleading data

    You can use data to support just about any argument you want. For example, let’s say we’re using data to compare the effectiveness of different marketing strategies. There is one strategy that’s very challenging to pull off, but if you use it successfully, it’s incredibly powerful. If you want to make the argument that you should use this strategy, you can cherry-pick the best case studies and prove how powerful it can be. If you want to make the argument that you should not use this strategy, you can take a measurement of the average results and show that typically, this strategy isn’t worth using.

    In this way, data points can sometimes become crude tools with which we simply assert our previously formed opinions. In their best applications, KPIs should challenge us and force us to think critically.

    The almighty incremental change

    Embedded growth obligations (EGOs) drive countless companies forward, forcing them to grow, grow, grow. And on a smaller scale, organizations are sometimes held back by a focus on incremental change, shackled by the KPIs that guide them.

    Once you identify that a KPI is important, the organization becomes incentivized to keep pushing that KPI higher. The goal is usually to see a change of at least a few percentage points after each predefined time period. Obviously, incremental growth is a net positive in most cases, but sometimes, it’s better to take a short-term KPI loss in pursuit of a more fundamental, disruptive change that leads to better long-term results.

    In other words, obsession over incremental changes can limit the true potential of organizational development.

    Lack of actionability

    One final problem to note about KPIs is that they sometimes lack actionability, or a “so what” factor. It’s great that your organization is seeing higher CSAT, but what does that mean for the organization, how should it change your decision-making, and where do you go from here?

    None of this is meant to suggest that you should stop tracking KPIs or using them as part of your approach to organizational decision-making. But we need to get real about our obsessiveness and misuse of these sometimes-trivial and sometimes misleading data points.

    Let’s be better data analysts.

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    Anna Johansson

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  • If You Aren’t Hitting These Metrics, You’re Losing Customers | Entrepreneur

    If You Aren’t Hitting These Metrics, You’re Losing Customers | Entrepreneur

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    Opinions expressed by Entrepreneur contributors are their own.

    The word “engagement” has generated quite a buzz over the past several years. It seems everyone is worried about their customers’ level of engagement and what it takes to keep those levels high, but what exactly is it and how do you best measure it?

    Put simply, customer engagement is the relationship you create that fosters brand loyalty and it happens by delivering connected, aligned experiences to your customers instead of one-off transactions. It is also usually a strong indicator of how happy your customers are with your product or services and ultimately how likely they are to stick with you. Disengaged customers on the other hand are likely not going to stick around for the long haul. As such, you must be able to keep a pulse on customer engagement across a number of factors quickly and easily.

    So what metrics can you put into place to accurately assess engagement? Based on my nearly 25-year career in B2B software sales and marketing, these are the five most important factors metrics and why they matter most.

    Related: 6 Marketing Metrics Every Business Should Track

    First-week engagement

    A customer’s engagement with your company and brand is rarely going to be higher than at the beginning of their tenure with you. Your product or service benefits are fresh in the customer’s mind, and it’s up to you to make the most of that enthusiasm the best that you can. This is especially true if your product or service offering is lesser known; larger brands with established reputations enjoy the benefit of legacy marketing efforts that make customers less likely to abandon them when frustrated. If you’re not a well-known brand, that first week is even more important.

    Something that can help with first-week engagement is literally showing your customers their onboarding process — guiding, tracking and displaying the progress they’re making to get them up and running. If they can visualize where they are in their own journey, they’re more likely to stay engaged and thus, more likely to stick with you.

    While there may be bumps in the road during onboarding, the key is to be ready to help with reliable customer support when they reach out. Things like chatbots, onboarding “how-to” videos and FAQs can be helpful here, but nothing is going to replace one-to-one interaction with a dedicated onboarding specialist or support team member. Show your customer they’re valuable right off the bat by providing dedicated support.

    Net Promoter Score (NPS)

    Are your customers happy enough to recommend you to their friends? If your customers aren’t likely to recommend you, you have a big problem. That’s why measuring NPS is critical.

    When your customers are surveyed, they’re almost certainly being asked on a scale of 1 to 10 how likely they are to recommend your company/product — and the hope is that your most engaged, happiest customers will help spread the word about you. Those who score 0 to 6 are called “detractors,” 7-8 are called “passives” and 9-10 are engaged, happy customers — your “promoters.”

    Your NPS = promoter percentage – detractor percentage. Generally speaking, a great way to track your brand health (and predict revenue) is from NPS.

    Related: Redefining Customer Engagement in a World Where Data Privacy Reigns

    Customer satisfaction (CSAT)

    One step simpler than the NPS is a CSAT score, which is often measured in a quick 1 to 5 star or emoji rating, and it’s something all companies can benefit from. These fast check-ins are easy for customers to execute quickly (they’re literally just one question) and help brands measure engagement. It might help to think of NPS as tracking customer loyalty, while CSAT tracks customer satisfaction — and both are important.

    Smaller businesses and startups must measure CSAT as they keep a pulse on how well their new-to-market solutions are working, while bigger brands need the metrics when rolling out upgrades to their platforms.

    User activity metrics

    One of the most important metrics you can keep tabs on is user activity metrics — daily and monthly active users (DAUs and MAUs) — because they show you how engaging your product is and how often customers are using different aspects of your product. If customers don’t use your product or its key features that drive value, it isn’t “sticky,” and that’s a bad sign. The last thing you want is a surge of sign-ons followed by your product sitting idly unused; your customers won’t be your customers for long.

    These metrics are important for all companies, from tiny startups to tech behemoths. Small to medium-sized companies can benefit from this metric by acknowledging marketing strategy milestones, and MAUs are important for large companies to maximize their market share for ever-important bottom-line profitability. But it doesn’t stop there — DAUs and MAUs don’t just indicate market share. MAUs are your benchmarks, DAUs are your indicators, and if you see a big difference between the two, something could be going wrong.

    Related: Customer Experience Is Gaining Traction. But Are We Measuring It The Right Way?

    “Stickiness”

    We mentioned above that DAUs and MAUs can show how “sticky” your offering is — but what does this mean? This very important metric shows how engaged and happy your customers are with your product/service based on how often they come back to it. It’s an easy and effective way to see how likely they are to “stick” with you and all you need is a simple formula: DAU/ MAU = Stickiness.

    You may see businesses use churn rate as an alternative measure for stickiness, but once a customer is gone, they’re gone; using DAU and MAU allows for a more proactive approach in combating issues while your customers are still your customers.

    Engagement isn’t just an industry buzzword that you can ignore. If you care about retaining your customers, you care about engagement and you should care about measuring it. With the right metrics and tools, you can be sure your customers will stick with you for the long haul.

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    Chip House

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  • This is What You Need in Your 5-Year Marketing Plan

    This is What You Need in Your 5-Year Marketing Plan

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    Opinions expressed by Entrepreneur contributors are their own.

    We’ve all heard the interview question, “Where do you see yourself in five years?” Marketers routinely take that question and apply it to their marketing strategies. They figure out what they want to achieve and then develop actionable steps to get there. Keep in mind, these plans aren’t designed to be all-encompassing. They serve as a guidebook for different scenarios while getting the team thinking about what they’d like to accomplish long-term.

    Your five-year plan is a way to build an overarching metric for how you’re doing — or how you plan to do over the next half-decade. There are many things to consider when building your plan — here are a few to look at carefully:

    The 3 key buckets

    A successful five-year marketing plan should fixate on three main questions:

    1. What assumptions can you make about the next five years within your company?
    2. What goals do you want to achieve?
    3. What are the metrics you’ll use to measure those goals?

    Assumptions are what you think won’t change in the business over the next five years. For example, you might assume that you will continue using particular vendors or that packaging costs will remain stable. From there, you can determine your goals — like boosting sales by 50% or converting 10,000 new customers. The metrics that measure your progress might be units sold or your company’s market share. It’s essential to include both readily-accessible metrics — such as website views — and brand metrics that might be a bit harder to come by, such as the associations your customers have made with your products or company.

    Importantly, there’s no “right” or “wrong” when it comes to answering these questions. Every business has its own vision, resources and position, which all influence its marketing strategy. The aim is to develop a plan that will produce the most desirable outcome for you, rather than worrying about what other businesses have the capacity to do.

    Related: Use These 5 Steps to Create a Marketing Plan

    Narrowing your focus

    Just like consumer preferences, marketing tactics are constantly shifting. Social media demonstrates this well. Because social media platforms have skyrocketed over the past two decades, marketers no longer rely solely on traditional platforms such as print or television ads. And even within social media, things aren’t constant. TikTok has become one of the fastest-growing platforms, quickly overtaking Facebook.

    With so many options, your marketing plan must keep a narrow focus. For some companies, TikTok doesn’t matter. They can’t yet measure the return they’re getting from the platform, so this isn’t exactly a feasible opportunity. Don’t be tempted to try everything or be everywhere. It’s a matter of isolating what you practically can use to give you the insights that will help you.

    Two questions will help focus your strategy:

    • How do your goals compare to last year?
    • What are you striving for (e.g., enhancing the brand vs. increasing brand awareness)?

    How you answer those questions will help you identify where and how to focus your efforts so you don’t get lost in a bunch of small, irrelevant tactics.

    Using your budget

    Most people think of budgets as being stable or hard data — but almost all companies work with unknowns. In reality, the best they can do is come up with an educated guess that seems to make sense – a ballpark range. Because nobody can plan with certainty for every scenario — and because it’s so easy to become overwhelmed with an infinite range of outcomes — it’s advisable to lean on a few key financial assumptions and build a strategy around those.

    Once you have a budget figure to work with, create high and low projections for everything you want to do. Let’s say the aim is to get to 50% brand awareness. What would your plan look like if you exceeded that and got to 75%? Alternatively, what would you do if awareness went down to 25%? Creating these high and low projections will let you design a more flexible approach and avoid being caught too off guard.

    As you come up with your main scenarios and high-low projections, think about the key internal drivers you’ll need to address next year. Consider the risks, and assess whether you’ll have the data, technology and skills to develop and maintain what you expect to put forward. Keep in mind that it’s more important to pivot when issues come up than to predict what’s going to happen accurately.

    Related: 4 Tips for Developing a Marketing Plan That Will Actually Grow Your Business

    Paint flexibly within your broad strokes

    A five-year marketing plan paints a broad, long-term picture of how you’ll communicate with your audience while giving details about your projected products or services. It includes assumptions and factors that aren’t necessarily static, so you have to approach it with a grain of salt and be ready to shift gears if the plan doesn’t work.

    Even so, if you stick to three key buckets (assumptions, goals and metrics), keep your tactical focus narrow and incorporate multiple projections in your budget, you should end up with a strategy that blends the data and flexibility needed to strive in a changing world. Because annual marketing plans need to connect to your long-term marketing vision, let the annual marketing meetings serve as check-in points to keep your longer-term marketing plan relevant and viable.

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    David Partain

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  • Is Your Hybrid Model Working? Use These Success Metrics to Find Out.

    Is Your Hybrid Model Working? Use These Success Metrics to Find Out.

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    Opinions expressed by Entrepreneur contributors are their own.

    With 74% of U.S. companies transitioning to a permanent hybrid model, leaders are turning their attention to measuring the success of their hybrid work model. That’s because there’s a single traditional office-centric model of Monday to Friday, 9 to 5 in the office, but there are many ways to do hybrid work. Moreover, what works well for one company’s culture and working style may not work well elsewhere, even within the same industry. So how should a leader evaluate whether the model they adopted is optimal for their company’s needs — or whether those needs require refinement?

    The first step involves establishing clear success metrics. Unfortunately, relatively few companies measure important aspects of the hybrid work transition. For example, a new report from Omdia suggests that 54% of organizations find that productivity improved from adopting a more hybrid working style, but only 22% of organizations established metrics to quantify productivity improvements from hybrid work.

    Related: They Say Remote Work Is Bad For Employees, But Most Research Suggests Otherwise — A Behavioral Economist Explains.

    Hybrid work is a strategic decision

    From my experience helping 21 organizations transition to hybrid work, it’s important for the whole C-suite to be actively involved in formulating the metrics and for the board to approve them. Too often, busy executives feel the natural inclination to throw it in HR’s lap and have them figure it out.

    That’s a mistake. A transition to a permanent hybrid work model requires attention and care at the highest levels of an organization. Otherwise, the C-suite will not be coordinated and fail to get on the same page about what counts as “success” in hybrid work and find themselves in a mess six months after their hybrid work transition.

    It’s a best practice for the C-suite to determine the metrics at an offsite where they can distance themselves from the day-to-day bustle and make long-term strategic choices. Prior to the offsite, it’s valuable to get initial internal metrics, including getting a baseline of quantitative and objective measures. While there are plenty of external metrics on hybrid work, each company has a unique culture, systems and processes and talent.

    Which success metrics matter in the hybrid work transition?

    Based on the experience of my clients, companies focus on a variety of success metrics, each of which may be more or less important. Each of these metrics should be measured before establishing a permanent hybrid work policy, to get a baseline. Then, the metrics need to be evaluated every quarter, to evaluate the impact of refinements to the hybrid work policy.

    Retention offers a clear-to-measure hard success metric, one both quantitative and objective. A related metric, recruitment, is a softer metric: it’s harder to measure and more qualitative in nature. External benchmarks definitely indicate offering more remote work facilitates both retention and recruitment.

    Thus, if the C-suite chooses to adopt a more flexible policy, I recommend my clients put it on their website’s “Join Us” page, as did one of my clients, the University of Southern California’s Information Sciences Institute. HR will inevitably find they get an uptick in inquiries from job applicants referencing this policy, as well as, potential hires showing enthusiasm for it in interviews. That enthusiasm is something that can be measured.

    A key metric, performance, may be harder or easier to measure depending on the nature of the work. For instance, a study published in the National Bureau of Economic Review reported on a randomized control trial comparing the performance of software engineers assigned to a hybrid schedule vs. an office-centric schedule. Engineers who worked in a hybrid model wrote 8% more code over a six-month period. If there is no option to have such clear performance measurement, use regular weekly assessments of performance from supervisors.

    Collaboration and innovation are critical metrics for effective team performance, but measuring them isn’t easy. Evaluating them requires relying on more qualitative assessments from team leaders and team members. Moreover, by training teams in effective hybrid innovation and collaboration techniques, you can improve these metrics.

    Several hard-to-measure metrics are important for an organization’s culture and talent management: morale, engagement, well-being, happiness, burnout, intent to leave and quiet quitting. Getting at these metrics requires the use of more qualitative and subjective approaches, such as customized surveys specifically adapted to hybrid and remote work policies. As part of doing the survey, it’s helpful to ask respondents to opt into participating in focus groups around these issues. Then, in the focus groups, you can dig deeper into the survey questions and get at people’s underlying feelings and motivations.

    One way to measure the wellbeing and burnout of your employees involves a hard metric: employees taking sick days. By measuring how that changes over time — seasonally adjusted — you can evaluate the impact of your policies on employee mental and physical health.

    Related: You Should Let Your Team Decide Their Approach to Hybrid Work. A Behavioral Economist Explains Why and How You Should Do It.

    Diversity, equity and inclusion represent an often overlooked but critically important metric impacted by hybrid work. We know that underrepresented groups strongly prefer more remote work. Thus, my clients who chose to have a mostly office-centric schedule had to invest substantial resources into boosting their DEI to compensate for the inevitable loss of underrepresented talent.

    Measuring DEI is quite easy and objective: look at the retention of underrepresented rank-and-file staff and leaders as the hybrid work strategy gets implemented. Also, make sure that your surveys allow staff to self-identify relevant demographic categories so that you can measure DEI as it relates to engagement, morale, and so on.

    Last, but far from least, my clients also consider professional and leadership development and onboarding and integration of junior team members. A Conference Board survey finds 58% of employees would leave without adequate professional development, and that applies even more so to underrepresented groups. Leadership development is critical to the long-term continuity of any company. And onboarding and integration of junior staff is a fundamental need for success. Yet most companies struggle with figuring out how to do these well in a hybrid setting.

    Measuring professional development is best done through more subjective tools, such as surveys and focus groups. You can also assess how much staff improve in the areas where they received professional development and compare in-person vs. remote modalities of delivering learning. Evaluating leadership development is easier and more quantitative and objective. Assess how well your newly-promoted leaders succeed based on performance evaluations and 360-degree reviews. Onboarding and integrating new staff involves performance evaluations by supervisors and measurements of their productivity.

    Conclusion

    Once you have the baseline data from these diverse metrics, at the offsite the C-suite needs to determine which metrics matter most to your organization. Choose the top three to five metrics, and weigh their importance relative to each other. Using these metrics, the C-suite can then decide on a course of action on hybrid work that would best optimize for their desired outcomes. Next, determine a plan of action to implement this new policy, including using appropriate metrics to measure success. As you implement the policy, if you find the metrics aren’t as good as you’d like, revise the policy and see how that revision impacts your metrics. Likewise, consider running experiments to compare alternative versions of the hybrid policy. For instance, you can have one day a week in the office in one location and two days in another, and assess how that impacts your metrics. Reassess and revise your approach once a month for the first three months, and then once a quarter going forward. By adopting this approach, my clients found they can most effectively reach the metrics they set out for their permanent hybrid model.

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    Gleb Tsipursky

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  • Drive Product Growth With A Metric That Guides You to Success.

    Drive Product Growth With A Metric That Guides You to Success.

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    Opinions expressed by Entrepreneur contributors are their own.

    As continues to crack down on how companies handle user data, it’s time for the business world to think about what exactly they’re collecting and measuring. The country’s strict laws make it more challenging to store and manage Chinese consumers’ data, but it could also have more wide-reaching ramifications if other countries decide to adopt similar regulations (much like the EU’s General Data Protection Regulation). This will lead to a new digital landscape when it comes to data and metrics.

    Not long ago, marketing and growth teams relied on just a handful of metrics to analyze campaigns and measure business performance: revenue, expenses and profit. Then, the internet exploded, ushering everyone into the information age. The rapid proliferation of , and data-collection methods created a feeding frenzy of sorts.

    Marketers and product teams began capturing and measuring anything and everything they could get their hands on. Their intentions were good: They thought if they collected every piece of data available, then voila, those metrics would reveal what was and wasn’t working in their products. In practice, however, they simply created a game of “find the needle in the haystack.” And unfortunately, there’s no winning that game.

    When it comes to product growth metrics, more isn’t always better. Having too many metrics is as bad as having none at all. Simply look at the sheer amount of data people generate to understand why. Research estimates that humans collectively will create more than 180 zettabytes of data by 2025. To put that in perspective, that’s equivalent to the storage of 2,587 iPhone 13 Pros per second (1 terabyte model).

    Imagine the resources and time it would take to track this much data. Plus, some of the information could be old or obsolete. Other metrics might be readily available but ultimately lack relevance and practicality. In the end, you’re data-rich but insight-poor — not a good position to be in.

    Why do you need a North Star metric?

    Rather than chasing down any metric that feels remotely related to your product, consider centering your product growth strategy around a singular guiding metric. Just as sailors used the North Star located directly above the Earth’s northern celestial pole to navigate oceans, you can use a North Star metric to align your team around the top-line goal of product growth.

    Of course, the sales, engineering, product and marketing teams can still have their own subgoals and metrics. But having that North Star shining brightly overhead keeps everyone moving in the same general direction. Because a North Star metric is focused on overall product growth, there’s a built-in level of teamwide transparency and camaraderie not found in other team-specific initiatives.

    However, what makes a North Star metric such an effective measure of success is its intrinsic relationship to users. By definition, a North Star metric is the number that best reflects the value your product delivers to users. Therefore, your teams will always be aligned and working together to grow your product.

    Related: Customer Experience Will Determine the Success of Your Company

    What constitutes a North Star metric?

    So, what exactly is a North Star metric? It’s important to note that revenue isn’t a North Star metric. When you track your product’s revenue, you track how much money you made at the end of the month, quarter or year. Though this is a decent indicator of success, it’s not user-specific. For example, revenue alone can’t tell you how much the average user spends on your products and how long they remain loyal.

    In general, there are five categories of North Star metrics:

    1. Customer growth: Customer growth-focused North Star metrics include market share and number of paid users, among others.
    2. Consumption growth: Consumption goes beyond mere site visits. Instead, think about this category through the lens of product usage, such as messages sent or classes attended.
    3. Engagement growth: If your product is an app, you might use engagement metrics — such as monthly or daily active users — to track the number of unique users within a specific time period.
    4. Growth efficiency: When comparing the value of a new user relative to the cost of acquiring one, you might leverage metrics around lifetime value and customer acquisition costs as your North Star.
    5. User experience: User experience metrics, such as net promoter score, provide data that helps you measure user satisfaction and product experience.

    Related: 4 Reasons Sharing Performance Metrics Will Accelerate Your Business

    What’s your North Star?

    Your North Star metric should be the one that’s most predictive of your product’s sustained success and how users get value from the product. Therefore, it will vary based on your industry, audience, offering, etc. For instance, a fintech product might coalesce around the total assets under its management or daily active users. In contrast, streaming company uses total hours streamed as their North Star metric.

    Of course, the metric you choose must be regularly measurable. It also needs to fulfill two other criteria to be considered a North Star metric: help generate revenue and mirror customer value.

    1. Help generate revenue

    A metric that doesn’t measure advancement toward goals in a way that informs your next steps won’t be useful at all. So, make sure you can directly tie your North Star metric to product growth. ‘s North Star metric, for example, is number of nights booked. This reveals platform growth and correlates with the value customers and hosts receive from good experiences.

    Just remember that it’s important to balance this criterion with the other two. For instance, if you hang your hat on a money-centric metric to the detriment of , you’ll ultimately drive users away. On the other hand, you can’t prioritize customer satisfaction at all costs, or you’ll run yourself out of business.

    2. Mirror customer value

    Your North Star metric needs to encompass what users find valuable about your product. If you fail to understand what they appreciate, then you’ll end up measuring the wrong thing. For instance, users disliked having to log in to ‘s virtual reality headset with a account. Meta was too focused on boosting its social media platform to realize that its audience wanted more flexibility and anonymity.

    To define your North Star metric, gather key stakeholders to outline your company’s needs and the value your product adds to users’ lives. Determine whether a metric helps users achieve the intended results of your offering. Look at the external factors that might impact your North Star metric, as well as the internal ones within your control.

    Related: How to Keep Leaders Focused on a Company’s Most Important Metrics

    Long ago, sailors turned their eyes to the sky to determine where they were going and what adventures awaited. In the same way, you can use your North Star metric to inform your product growth strategy no matter what the future holds.

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    Nick Chasinov

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  • Control Releases Square Integration

    Control Releases Square Integration

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    Press Release



    updated: May 25, 2017

    Control, a leading transaction analytics and alerts platform for SaaS, subscription and eCommerce businesses, has added an integration with Square.

    As the first standalone analytics and reporting tool to integrate with Square, Control now offers merchants that accept payments online and offline the efficiency of seeing all their analytics on one dashboard, rather than having disjointed data that will require manual calculation.

    “We are excited to be working together with Square. Square changed the way businesses accept payments, removing the friction that came with acquiring and setting up antiquated POS systems. The future of commerce for smaller businesses is a blend of online and offline. Teaming up with Square ensures that these operators have the analytics and business intelligence they need to grow their company.”

    Kathryn Loewen, Founder and CEO of Control

    “We are excited to be working together with Square,” says Kathryn Loewen, Founder and CEO of Control. “Square changed the way businesses accept payments, removing the friction that came with acquiring and setting up antiquated POS systems. The future of commerce for smaller businesses is a blend of online and offline. Teaming up with Square ensures that these operators have the analytics and business intelligence they need to grow their company.”

    A 2015 study conducted by IDC found that a shopper who buys on both online and offline channels has 30% higher lifetime value than those who only participate on one channel. Monitoring the spending habits of customers is not only crucial for big companies, but for smaller ones too. However, smaller businesses don’t have access to all-in-one enterprise tools. They are restricted by price and size of staff. They use different softwares stacks to accomplish various tasks such as payment — arguably the most important task for any business of any size.

    Through its integration with Square, Control becomes the cost-effective, time-saving solution for small to medium-sized business, doing business online and offline, needing critical data in real-time.  

    “Access to real-time data and insights is critical for any business, whether it’s learning more about your customers or tracking sales performance,” said Pankaj Bengani, Square’s Partnerships Lead. “We’re excited to give sellers more tools to run their business and take payments with Square.”

    In addition to Square, Control also added John J. McDonnell, COO of Deep Labs — a transaction processing and risk management platform — to the board of directors. McDonnell has been in the FinTech sector for over 20 years. After McDonnell earned his B.A. degree with honors from Stanford University and his J.D. from UCLA law school, he held executive roles at Visa, CyberSource, Paymo (now BOKU), PaylinX and TNS. 

    Media Contact:
    Elliot Chan
    Marketing Manager
    elliot@getcontrol.co

    About Control: (https://www.getcontrol.co)
    Control is a leading transaction analytics and alerts platform for SaaS, subscription, and eCommerce, enabling instant intelligence anywhere via its Android, iOS, and web-based products. Control combines data from multiple sources such as PayPal, Stripe and Square to provide key metrics, without the need for manual calculation or spreadsheets.

    Source: Control Mobile Inc.

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