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This is a TL;DR version of the following presentations: http://www.matthewmamet.com/2011/03/31/how-to-build-a-sales-and-marketing-machine/http://www.slideshare.net/dmc500hats/startup-metrics-for-pirates-long-versionThe purpose is to go over these slides and discuss them in the Lean Startup BA Meetup (June 2011)
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Customer Lifecycle: 5 Steps to Success
• Acquisition: users come to the site from various channels
• Activation: users enjoy 1st visit: "happy" user experience
• Retention: users come back, visit site multiple times
• Referral: users like product enough to refer others
• Revenue: users conduct some monetization behavior
AARRR!
Customer Lifecycle / Conversion Behavior
Website.com
4. REFERRAL
Emails & widgets
Campaigns, Contests
5. Revenue $$$
Biz DevAds, Lead Gen, Subscriptions, etc
2. Activatio
n
Homepage / Landing Page
Product Features
1. A
CQ
UIS
ITIO
N
SEOSEM
Apps & Widgets
Affiliates
PR Biz Dev
Campaigns, Contests
Direct, Tel, TV
Social Networks
Blogs
Domains
3. RETENTION
Emails & Alerts
Blogs, Content
System Events & Time-based Features
