{"id":12843,"date":"2019-05-23T09:20:33","date_gmt":"2019-05-23T07:20:33","guid":{"rendered":"https:\/\/chartmogul.com\/blog\/?p=12843"},"modified":"2023-08-11T11:13:59","modified_gmt":"2023-08-11T09:13:59","slug":"find-out-which-animals-youre-hunting","status":"publish","type":"post","link":"https:\/\/chartmogul.com\/blog\/find-out-which-animals-youre-hunting\/","title":{"rendered":"🐻 Find out which animal(s) you\u2019re hunting"},"content":{"rendered":"\n

Before we get started let\u2019s just make clear that no-one is interested in actually hunting any of these wonderful animals ;)<\/p>\n\n\n\n

Before reading further I do recommend skimming Christoph\u2019s most recent blog post on the subject<\/a>.<\/p>\n\n\n\n

As people who run subscription businesses we all like making money. But not everyone is on a trajectory to get to $100M in the next few years. However, this doesn\u2019t mean the animals analogy can\u2019t be a useful tool for understanding your business. And perhaps helping you lift your ARR growth angle so it is on a path to reach $100M.<\/p>\n\n\n\n

I recently got to thinking about which animals we are hunting at ChartMogul, which led me to try and answer this question using ChartMogul.<\/p>\n\n\n\n

To build out these charts in ChartMogul I started by creating 5 segments (1 for each animal). However, to make this work as a chart we\u2019ll need to assign each animal an \u201cACV range\u201d as it\u2019s unlikely you\u2019re charging your customers exactly, $100, $1,000, $10,000, etc. per year.<\/p>\n\n\n\n

\"ACV
I attempted to assign ranges that felt reasonable.<\/figcaption><\/figure>\n\n\n\n

So, I came up with these translations. It\u2019s not an exact science but this gives us a good place to start and you can always tweak it for your business. I made the starting threshold for Whale quite a lot smaller than $1M ACV so more businesses perhaps have a chance to actually win some whales :)<\/p>\n\n\n\n

The reason for including the MRR range in the above table is for this next stage. ChartMogul doesn\u2019t have a way to filter by ACV so we convert ACV to MRR by dividing by 12.<\/p>\n\n\n\n

Building your animals chart<\/h2>\n\n\n\n

The next step is to navigate to the ARR chart and click the \u201cNew segment\u201d button 4 times. You should now have 5 segments open. Then create the following segment configuration:<\/p>\n\n\n\n

\"MRR<\/figure>\n\n\n\n

Click this link<\/a> to auto-create the above so you don\u2019t need to do a lot of clicking. (pro-tip: I got these non-standard colors by editing the URL directly)<\/p>\n\n\n\n

Then we save the segments:<\/p>\n\n\n\n

\"ACV
Including emoji in the segment names is very important.<\/figcaption><\/figure>\n\n\n\n

Now you can navigate around the various default charts, ARR, Subscribers, Customer Churn Rate, Net MRR Churn rate and the segments should persist as you navigate.<\/p>\n\n\n\n

What we discovered<\/h2>\n\n\n\n

Below is our ARR chart sliced by animal (sorry I removed the Y-axis labels).<\/p>\n\n\n\n

\"what<\/figure>\n\n\n\n

On seeing this chart a few key things became clear to us<\/strong><\/p>\n\n\n\n