Churn Rate Draf transkrip automatik penuh. Pembetulan istilah berdasarkan sumber direkodkan secara berasingan; tanda semakan menunjukkan perkataan yang perlu diperiksa. [00:00:00–00:00:05] Churn Rate. Ni yang paling penting. Sebab saya nak anda desain enjin Ferrari. [semak: uncertain words] [00:00:05–00:00:10] Biarlah luar nampak kancil, ofis tak lawa, takde ofis ke apa ke. Tapi enjin Ferrari. [00:00:10–00:00:14] Untuk desain enjin Ferrari ni, kita ada satu benda yang dipanggil Churn Rate. [semak: uncertain words] [00:00:14–00:00:19] Kadar orang yang unsubscribe. Kita acquire je. Kasper masuk ni tak cukup. Yang penting berapa ramai yang kekal. [semak: uncertain words] [00:00:19–00:00:24] Contoh ambil restoran. Restoran tu buat ads, ads, ads, ads. Orang datang, datang, datang, datang. [00:00:24–00:00:25] Tapi yang repeat tak banyak [semak: uncertain words] [00:00:26–00:00:29] Yang repeat tu hanyalah 20% je [semak: number or amount] [00:00:29–00:00:31] Maksudnya 80% tak repeat [semak: number or amount] [00:00:32–00:00:34] 80% change rate [semak: number or amount] [00:00:35–00:00:37] Maksudnya customer tak stay [semak: uncertain words] [00:00:38–00:00:39] So masalah lah [semak: uncertain words] [00:00:39–00:00:40] Run X macam mana pun tak ada orang [semak: uncertain words] [00:00:40–00:00:42] Orang datang sekali je tak sedap habis [00:00:42–00:00:44] Lepas tu cukup 3-6 bulan viral [semak: uncertain words, number or amount] [00:00:44–00:00:46] Kedai ni tak sedap orang dah try sekali [semak: uncertain words] [00:00:46–00:00:48] Kawasan tu 20km ataupun 10km [semak: number or amount] [00:00:48–00:00:49] Tak ramai sangat borang [semak: uncertain words] [00:00:49–00:00:51] Bila semua orang dah hampir cuba [00:00:51–00:00:52] Memang tak sedap kedai ni [00:00:52–00:00:54] So that's why kita kena pastikan [00:00:54–00:00:56] Kita serve customer sedia ada [semak: uncertain words] [00:00:56–00:00:58] Formula untuk change ni adalah [semak: uncertain words] [00:00:58–00:00:59] Yang hilang [00:00:59–00:01:00] Bahagi [00:01:01–00:01:04] Permulaan ataupun total dapat berapa [semak: uncertain words] [00:01:04–00:01:06] Ni bahasa tinggi pula [semak: uncertain words] [00:01:06–00:01:07] 10 [semak: number or amount] [00:01:07–00:01:10] Yang hilang daripada [00:01:10–00:01:11] 100 customer [semak: number or amount] [00:01:12–00:01:14] Yang ada dapatlah 10% [semak: uncertain words, number or amount] [00:01:14–00:01:15] Macam tu je simple je [semak: uncertain words] [00:01:17–00:01:18] Kenapa [00:01:18–00:01:18] Customer [semak: uncertain words] [00:01:19–00:01:20] Unsubscribe [00:01:22–00:01:23] Kadang-kadang [00:01:23–00:01:25] Memang dia sangat sengaja nak keluar [semak: uncertain words] [00:01:25–00:01:26] Ataupun mungkin ada isu-isu lain [00:01:26–00:01:27] Payment yang gagal ke [00:01:27–00:01:30] Ataupun adalah mungkin ada isu-isu besar [00:01:30–00:01:31] Yang memang dia tak dapat nak settle [semak: uncertain words] [00:01:31–00:01:32] Kena check balik [00:01:32–00:01:33] Kadang-kadang bukan service buruk [00:01:33–00:01:34] Mungkin ada sebab lain [00:01:34–00:01:35] So [00:01:36–00:01:37] Kita contohlah [00:01:37–00:01:38] Saya dekat BBS [00:01:38–00:01:39] Saya target 5% ke bawah [semak: number or amount] [00:01:39–00:01:40] Ataupun 10% [semak: number or amount] [00:01:40–00:01:42] Dan sebenarnya yang paling healthy [00:01:42–00:01:45] Adalah kita kena pastikan 10% [semak: number or amount] [00:01:46–00:01:47] 10% ni paling healthy [semak: uncertain words, number or amount] [00:01:47–00:01:48] Lebih daripada 10% [semak: number or amount] [00:01:48–00:01:49] Dah tak healthy dah [semak: uncertain words] [00:01:51–00:01:52] Netflix [00:01:52–00:01:54] Oh, cuba teka [semak: uncertain words] [00:01:54–00:01:55] Netflix, guys, tengok [00:01:55–00:01:57] Change rate dia [00:01:57–00:01:59] Hanya 2.5% sahaja [semak: number or amount] [00:02:01–00:02:04] Orang yang melihat Netflix di US unsubscribe [00:02:04–00:02:05] Gila, tak? [semak: uncertain words] [00:02:08–00:02:09] Mungkin daripada berapa juta? [00:02:10–00:02:11] Mungkin daripada 50 juta rakyat US [semak: number or amount] [00:02:11–00:02:13] Rakyat US dah berapa 300 juta [semak: uncertain words, number or amount] [00:02:13–00:02:14] Mungkinlah 30 juta kot [semak: number or amount] [00:02:14–00:02:17] Yang subscribe Netflix [00:02:17–00:02:20] Hanya 2.5% sahajanya unsubscribe [semak: number or amount] [00:02:20–00:02:22] So maksudnya Netflix ni sangat healthy [semak: uncertain words] [00:02:22–00:02:24] That's why company-company besar [00:02:24–00:02:25] Dia maintain 5% [semak: uncertain words, number or amount] [00:02:25–00:02:27] Maksudnya kalau 5% [semak: number or amount] [00:02:27–00:02:28] 95% repeat rate [semak: number or amount] [00:02:28–00:02:29] Gila [00:02:29–00:02:32] 95% repeat setiap bulan [semak: uncertain words, number or amount] [00:02:32–00:02:33] Sikit je [00:02:33–00:02:34] Sebab tu Netflix tak buat yearly payment [00:02:34–00:02:36] Sebab dia nak ada monthly behaviour [00:02:36–00:02:38] Dan company pun lebih secure [00:02:38–00:02:38] Tak guna duit [00:02:38–00:02:39] Cashflow pun cantik [00:02:39–00:02:40] Customer pun ingat [00:02:40–00:02:41] Dia kena bayar Netflix setiap bulan [00:02:41–00:02:43] Sebab tu Netflix buat Netflix [00:02:43–00:02:44] Original Netflix ni [semak: uncertain words] [00:02:44–00:02:45] Sebab kita nak kena deliver value setiap bulan [00:02:46–00:02:47] So nampak tak [00:02:47–00:02:48] That's why [00:02:48–00:02:49] Memang power [semak: uncertain words] [00:02:49–00:02:50] Astro [00:02:50–00:02:51] Apa jadi dengan Astro sekarang [00:02:51–00:02:53] Mungkin chance rate dia [semak: uncertain words] [00:02:53–00:02:54] 60% [semak: number or amount] [00:02:54–00:02:55] Unsubscribe lagi [00:02:55–00:02:56] Unsubscribe lagi [00:02:56–00:02:57] Kenapa [00:02:57–00:02:58] Service buruk [semak: uncertain words] [00:02:58–00:03:00] Dia tak jaga customer sedia ada [00:03:00–00:03:01] Tak berevolusi [00:03:01–00:03:02] Jadi orang pun benci dengan Astro [00:03:02–00:03:03] Kalau tanya Astro [00:03:03–00:03:04] Menyampah [00:03:04–00:03:05] Astro menyampah [00:03:05–00:03:07] Orang subscribe Astro dulu [00:03:07–00:03:08] Sebab tak ada pilihan [00:03:08–00:03:09] Simply sebab dia adalah [semak: uncertain words] [00:03:09–00:03:10] Pioneer dan monopoli [00:03:10–00:03:12] Bila kita dah ada pilihan [00:03:12–00:03:13] Bye bye Astro [00:03:14–00:03:16] Sokak tenang ngai sekarang [semak: uncertain words] [00:03:16–00:03:16] Tahniah Astro [00:03:17–00:03:18] So [00:03:18–00:03:19] Macam itulah [00:03:19–00:03:19] Sebab tu [00:03:19–00:03:21] kalau katalah kita tambah [semak: uncertain words] [00:03:21–00:03:22] kita tambah 100 [semak: uncertain words, number or amount] [00:03:22–00:03:25] dan kalau kita hilang 10% [semak: number or amount] [00:03:26–00:03:27] kita punya shilling adalah [00:03:27–00:03:29] 1000. Dia macam ni. Kita tambah 100 [semak: number or amount] [00:03:29–00:03:31] 100, 100, 100 setiap bulan. Kita hilang [semak: uncertain words, number or amount] [00:03:31–00:03:33] 10%, 10%, 10%. Kita ada shilling dia [semak: number or amount] [00:03:33–00:03:35] dia sebenarnya setiap yang [semak: uncertain words] [00:03:35–00:03:37] masuk tu dengan yang keluar dia akan ada [00:03:37–00:03:39] 1 shilling. Kita akan shilling dia [semak: uncertain words, number or amount] [00:03:39–00:03:41] stay je dekat 1000. Sebab [semak: number or amount] [00:03:41–00:03:43] yang masuk 100, yang hilang pun [semak: number or amount] [00:03:43–00:03:45] 100. Dia sudah akan stay dekat 1000. [semak: uncertain words, number or amount] [00:03:45–00:03:47] Kalau kita punya chancurit 5%, [semak: uncertain words, number or amount] [00:03:47–00:03:49] dia akan stay dekat 2000 pula. Sebab [semak: number or amount] [00:03:49–00:03:51] yang masuk 100, yang hilang 50. [semak: uncertain words, number or amount] [00:03:51–00:03:53] Dia macam tu lah. Nanti anda boleh buat kiraan sendiri. [semak: uncertain words] [00:03:54–00:03:55] Contoh macam ni. Masuk [00:03:55–00:03:57] 100, customer baru. Tapi yang hilang [semak: number or amount] [00:03:57–00:03:59] 10%. Dia akan [semak: number or amount] [00:03:59–00:04:01] last kali maintain kat 1000 je. [semak: number or amount] [00:04:01–00:04:03] Ambil lah restoran eh. Setiap [00:04:03–00:04:05] bulan restoran tu, ada 100 [semak: number or amount] [00:04:05–00:04:08] orang baru yang cuba. Yang [00:04:08–00:04:10] lain tu repeat. So dia akan maintain lah dekat [semak: uncertain words] [00:04:10–00:04:12] 1000 je. Kalau 5%, [semak: number or amount] [00:04:12–00:04:14] oh dia akan maintain dekat 2000 je orang yang [semak: uncertain words, number or amount] [00:04:14–00:04:16] repeat setiap bulan. Kalau 3%, [semak: number or amount] [00:04:16–00:04:18] lagi power. Kalau saya letak [00:04:18–00:04:20] 20%, dia akan drop kau-kau [semak: number or amount] [00:04:20–00:04:22] kat sini 500 je orang yang maintain [semak: uncertain words, number or amount] [00:04:22–00:04:23] sebab [00:04:24–00:04:25] masuk dengan keluar tu tak balance [00:04:27–00:04:28] masuk sikit keluar [00:04:28–00:04:30] banyak, so dia akan stay dekat 500 [semak: number or amount] [00:04:30–00:04:32] macam itulah, that's why change rate ni sangat [00:04:32–00:04:34] penting, kalau kita nak buat business [00:04:34–00:04:36] yang ada compounding effect, yang kita [00:04:36–00:04:38] boleh buat multiple cawangan, grow daripada [00:04:38–00:04:40] satu cawangan mungkin 200,000 [semak: number or amount] [00:04:40–00:04:42] sale, ataupun satu cawangan [00:04:42–00:04:44] sejuta, kita ada 10 cawangan 10 juta [semak: uncertain words, number or amount] [00:04:44–00:04:46] dah, semudah tu je, sebab apa? kita jaga [00:04:46–00:04:48] change rate setiap cawangan, business [00:04:48–00:04:50] model yang subscription based [00:04:50–00:04:52] Instead of kita kena run ads [semak: uncertain words] [00:04:52–00:04:54] Kita ambil duit ads tu [semak: uncertain words] [00:04:54–00:04:55] Fokus kepada [00:04:55–00:04:57] Happikan customer sedia ada [semak: uncertain words] [00:04:57–00:04:57] Saya ulang ya [semak: uncertain words] [00:04:57–00:04:59] Cost ads yang kita duk spend [semak: uncertain words] [00:04:59–00:05:02] 10%, 15% ke 5% tu [semak: number or amount] [00:05:02–00:05:04] Ambil sikit duit tu [00:05:04–00:05:05] Bagi kepada customer sedia ada [00:05:05–00:05:07] Ibarat macam kita rasuah dia [semak: uncertain words] [00:05:07–00:05:09] Kita incentivize kan dia [00:05:09–00:05:10] Kita happy kan dia [00:05:10–00:05:11] Tambah quality [00:05:11–00:05:12] Kan itulah asas business [semak: uncertain words] [00:05:12–00:05:13] Sebab tu saya suka [00:05:13–00:05:14] Subscription business model [00:05:14–00:05:15] Dia fokus kepada [00:05:15–00:05:16] Amanah wajib syarikat [00:05:16–00:05:18] Memberi nilai kepada [00:05:18–00:05:19] Customer sedia ada [00:05:19–00:05:21] so jaga censirit pastikan [semak: uncertain words] [00:05:21–00:05:23] kurang daripada 10% [semak: number or amount]