1. CUSTOMER CENTRIC SALES PROCESS FOR STARTUPS
CUSTOMER CENTRIC SALES PROCESS FOR STARTUPS

2. TOTAL REVENUE
USER BASE REVENUE PER USER (Based on conversion
rate)
Month 1 XX YS XX$
Month 2 XXX YS XXXX$
…….. ……...
Month 6 XXXXXXX YS XXXXX$
Gross Revenue XXXXXXXXXX$

3. TOTAL REVENUE
USER BASE REVENUE PER USER (Based on conversion rate)
Month 1 XX YS XX$
Month 2 XXX YS XXXX$
…….. ……...
Month 6 ?????? YS XXXXX$
Gross Revenue XXXXXXXXXXX$

6. How do you attract your customers to you site ?
How they are going to use it for first time ?
There are three main channels through
which some one can find your site
 They find it themselves
 They find out through the media
 They find it from friends

7. Ask your self
 Which channels are most
appropriate for my business?
 How do I minimize the
acquisition cost for my
channels?

8. Ensuring there are no holes in your fishing net
How effective are you in converting Users to
Customers
Each type of web startup has its own metrics
It need not be sales always
For instance for Twitter we can define few
metrics which monitors conversion rate as
 % of users who follow someone
 % of users who have followers
 % of users who tweet 5 times a day

10. Basic principles
Removal of Requirements
Take a hard look at every question you are asking people and decide what
has to be kept, what can be removed, and what can be deferred until later.
Clarity of Requirements
A lack of clarity in form labels, input fields, or actions can cause people to
misinterpret requirements, thereby leading to errors or failed
submissions.
Indication of Requirements
Indication of what is or isn’t a required in a form can have a
meaningful impact on conversion

11. Love your customer
Are you ready for a long standing relation with
customer
Needs a conscious effort and work if you ever hope to
'keep the romance alive'.

12. Common symptoms that helps you in identifying you have
Retention issues
When a user says
“I have nothing to do here “
“ I don’t see my friends here “
“They haven't build what they have said “
“ Oh! I keep forgetting coming here”
“Iam waiting for this feature for a long time”
Few tips
Always keep customer engaged (eg Review system in Amazon)
Focus on community
Hear the feedback

15. http://steveblank.com/2011/05/10/the-lean-launchpad-at-stanford-%E2%80%93-the-final-
presentations/
http://steveblank.com/2011/05/10/the-lean-launchpad-at-stanford-%E2%80%93-the-final-
presentations/
http://steveblank.files.wordpress.com/2010/10/business-model-canvas.jpg
http://blog.imranghory.org/startup-experiences-what-ive-learnt-part-1-us
http://www.matthewmamet.com/2011/02/02/startup-marketing-lessons-ubiqi-health-
part-1/
http://giffconstable.com/2009/12/what-is-your-customer-acquisition-strategy-startup-
marketing-tactics/
http://www.slideshare.net/bokardo/designing-for-social-traction
http://www.slideshare.net/DavidSkok/customer-acquisition-monetization-keys-to-your-
business-plan
http://freecrmstrategies.files.wordpress.com/2009/11/aipee_pyramid_beta-5.png
http://www.forentrepreneurs.com/startup-killer/
http://www.startuplifeblog.com/2010/03/08/the-importance-of-customer-acquisition-
costs-for-startups/
http://steveblank.com/2010/02/22/no-accounting-for-startups/
http://customerecosystem.com/
http://www.armchairfounder.com/2009/03/word-on-user-acquisition.html
http://customerecosystem.com/