Building a Lean Startup Sales Machine

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This is a TL;DR version of the following presentations: …

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-version

The purpose is to go over these slides and discuss them in the Lean Startup BA Meetup (June 2011)

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Transcript

  • 1. `
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  • 8. Customer Lifecycle: 5 Steps to Success
    • A cquisition : users come to the site from various channels
    • A ctivation : users enjoy 1 st visit: "happy" user experience
    • R etention : users come back, visit site multiple times
    • R eferral : users like product enough to refer others
    • R evenue : users conduct some monetization behavior
    AARRR!
  • 9. Customer Lifecycle / Conversion Behavior Website.com 4. REFERRAL Emails & widgets Campaigns, Contests 5. Revenue $$$ Biz Dev Ads, Lead Gen, Subscriptions, etc 2. Activation Homepage / Landing Page Product Features 1. ACQUISITION SEO SEM Apps & Widgets Affiliates Email PR Biz Dev Campaigns, Contests Direct, Tel, TV Social Networks Blogs Domains 3. RETENTION Emails & Alerts Blogs, Content System Events & Time-based Features