Timestamps:

3:30 What is unit economics? The gross margin on a per unit sale. Value creation vs value capture. SaaS, recurring revenues, ..

7:00 The startup path to understanding unit economics, through the lens of an investor. [Link: a16z’s views on investing in unit economics (vs team, product etc.)]

12:00 Case Study (of bad UE) - Casper, the mattress people. An IPO as a moment of truth.

16:00 Pricing as a reflection of a founder’s experience/cultural values/confidence/ambition

20:00 The UE of how to build a $100 million business (Christoph Janz & Boris Wertz)

32:30 Turning an understanding of UE to action - LTVs, CACs, no touch sales, inbound marketing

35:30 Moz, content marketing, #whiteboardfridays

41:00 The need for sales people (and pricing high)

43:00 Churn, Net Negative Churn, and Churn in B2C [David Skok (Matrix Partners)]

46:00 Bebo, the the viral coefficient, and capturing lifetime value

48:00 Cohort analysis in churn

51:30 WhatsApp, and hunting amoebas

53:00 Why is noone hunting elephants?

57:00 Hiring misfit sales people