Metrics That Matter
Building a startup isn’t just about having a cool idea or a slick pitch deck. It’s about proving, step by step, that real people want what you’re offering and are willing to pay for it. That’s why tracking the right metrics during your customer discovery journey is so important. The numbers don’t lie - and if you’re not measuring what matters, you’re just guessing.
So, how do you know you’re on the right track before you’ve even built your full product? Here’s your guide to the key metrics every scrappy founder should watch and how to use them to turn your idea into a real business.
1. Start With the Basics: Are You Solving a Real Problem?
Before you obsess over dashboards and analytics, ask yourself: “Are people actually struggling with this problem?”
Metric to track: Number of people who say, “Yes, this is a real pain for me.”
Tip: Count every honest conversation. If you’re not hearing genuine frustration, keep digging.
2. Who Are Your Early Adopters?
Not everyone is your customer-especially at the start. Focus on the folks who need your solution now and are willing to try something new.
Metric to track: Number of early adopters identified (people who say, “I want this yesterday!”).
Tip: Use interviews, surveys, or even DMs to find your “earlyvangelists.”
3. Will Anyone Pay? (The Only Metric That Matters)
Interest is nice, but revenue is real. The ultimate proof is when someone is willing to put money down-even if it’s just a deposit or a pre-order.
Metric to track: Number of pre-sales, deposits, or paid pilots.
Tip: Set up a simple landing page or payment link and see who bites.
4. Outreach: Are People Responding?
If you’re reaching out to potential customers (via email, LinkedIn, or calls), track your response rates.
Metric to track: Percentage of outreach that gets a reply or leads to a meeting.
Tip: Personalize your messages one likes spam.
5. Customer Interviews: Are You Learning Something New?
Every conversation should give you fresh insights.
Metric to track: Number of actionable insights or “aha!” moments per interview.
Tip: If you’re not learning, you’re probably asking the wrong questions.
6. Landing Page Conversions: Are People Clicking “Yes”?
A landing page is a quick way to test if your offer resonates.
Metric to track: Conversion rate (visitors who sign up, pre-order, or request more info).
Tip: Anything above 10% is promising for early-stage ideas.
7. Pricing Feedback: What Will People Really Pay?
Don’t just pick a price out of thin air.
Metric to track: Range of prices potential customers say is “worth it” vs. “too expensive.”
Tip: Ask directly, “What’s the most you’d pay for this?”
8. MVP Usage: Are Early Users Actually Using It?
If you’ve built a simple MVP, track how many people use it more than once.
Metric to track: Repeat usage or retention rate in the first week or month.
Tip: If people try it once and never come back, you’ve got work to do.
9. Referrals: Are People Telling Their Friends?
If your early users are excited, they’ll spread the word.
Metric to track: Number of referrals or word-of-mouth signups.
Tip: Ask happy users, “Who else should I talk to?”
10. Feedback Loops: Are You Iterating Fast Enough?
The best founders use data to make quick changes.
Metric to track: Number of product tweaks or pivots based on user feedback.
Tip: Don’t wait for perfection - iterate, launch, and learn.
11. Trust Signals: Are You Building Credibility?
Especially if you’re pre-selling or asking for money early, trust is everything.
Metric to track: Number of testimonials, case studies, or public endorsements.
Tip: Even one happy customer’s quote can go a long way.
12. Partnerships: Are Others Willing to Team Up?
Sometimes, the best validation comes from other brands or communities.
Metric to track: Number of partnership conversations or co-marketing opportunities.
Tip: If someone with an audience is excited to work with you, you’re onto something.
Wrapping Up: Metrics Aren’t Just Numbers - They’re Your Roadmap
Tracking these metrics isn’t about filling out a spreadsheet for investors. It’s about getting real answers, fast, so you can build something people actually want (and will pay for). Don’t get lost in vanity metrics like page views or likes. Focus on the numbers that prove demand, drive decisions, and help you learn what works.