STEP 13Map the Process to Acquire a Paying Customer
WHAT IS STEP 13, MAP THE PROCESS TO ACQUIRE A PAYING CUSTOMER?
Determine how the members of the Decision-Making Unit (DMU) make a decision to buy your product.
WHY DO WE DO THIS STEP, AND WHY DO WE DO IT NOW?
The Process to Acquire a Paying Customer will be a critical framework to determine the length and complexity of the sales cycle and identify critical bottlenecks in the process. Knowing the DMU has given you the prerequisite information for you to build this map. Going forward, you will rely heavily on this information to make informed decisions on designing the business model, pricing, sales channels, and ultimately your all-important Cost of Customer Acquisition (COCA).
Gaining a detailed understanding of the customer’s Process to Acquire a Paying Customer underlies the understanding of the drivers of the product’s unit economics.
PROCESS GUIDE
In Step 12, Determining the Customer’s Decision-Making Unit (DMU), you identified the “who” needed to make the purchase acquisition decision. Now you will define the “how.”
You will build directly off Step 6, Full Life Cycle Use Case; however, there ...
Become an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month, and much more.
O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.
Julian F.
Head of Cybersecurity
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.
Addison B.
Field Engineer
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.
Amir M.
Data Platform Tech Lead
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.
O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.