Customer Acquisition Framework

	A	B	C	D	E	F	G	H	I	J	K	L	M	N	O	P	Q	R	S	T	U	V	W	X	Y	Z	AA	AB	AC	AD	AE	AF	AG	AH	AI	AJ	AK	AL	AM	AN	AO	AP	AQ	AR	AS	AT	AU	AV	AW
1	Cohort number		1	2	3	4	5	6	7	8	9	10	11	12	13	14	15	16	17	18	19	20	21	22	23	24	25	26	27	28	29	30	31	32	33	34	35	36	37	38	39	40	41	42	43	44	45	46	47

2	Start of cohort week		12/30/2019	1/6/2020	1/13/2020	1/20/2020	1/27/2020	2/3/2020	2/10/2020	2/17/2020	2/24/2020	3/2/2020	3/9/2020	3/16/2020	3/23/2020	3/30/2020	4/6/2020	4/13/2020	4/20/2020	4/27/2020	5/4/2020	5/11/2020	5/18/2020	5/25/2020	6/1/2020	6/8/2020	6/15/2020	6/22/2020	6/29/2020	7/6/2020	7/13/2020	7/20/2020	7/27/2020	8/3/2020	8/10/2020	8/17/2020	8/24/2020	8/31/2020	9/7/2020	9/14/2020	9/21/2020	9/28/2020	10/5/2020	10/12/2020	10/19/2020	10/26/2020	11/2/2020	11/9/2020	11/16/2020
3	End of cohort week		1/5/2020	1/12/2020	1/19/2020	1/26/2020	2/2/2020	2/9/2020	2/16/2020	2/23/2020	3/1/2020	3/8/2020	3/15/2020	3/22/2020	3/29/2020	4/5/2020	4/12/2020	4/19/2020	4/26/2020	5/3/2020	5/10/2020	5/17/2020	5/24/2020	5/31/2020	6/7/2020	6/14/2020	6/21/2020	6/28/2020	7/5/2020	7/12/2020	7/19/2020	7/26/2020	8/2/2020	8/9/2020	8/16/2020	8/23/2020	8/30/2020	9/6/2020	9/13/2020	9/20/2020	9/27/2020	10/4/2020	10/11/2020	10/18/2020	10/25/2020	11/1/2020	11/8/2020	11/15/2020	11/22/2020
4	Results from this cohort should be seen by		2/13/2020	2/20/2020	2/27/2020	3/5/2020	3/12/2020	3/19/2020	3/26/2020	4/2/2020	4/9/2020	4/16/2020	4/23/2020	4/30/2020	5/7/2020	5/14/2020	5/21/2020	5/28/2020	6/4/2020	6/11/2020	6/18/2020	6/25/2020	7/2/2020	7/9/2020	7/16/2020	7/23/2020	7/30/2020	8/6/2020	8/13/2020	8/20/2020	8/27/2020	9/3/2020	9/10/2020	9/17/2020	9/24/2020	10/1/2020	10/8/2020	10/15/2020	10/22/2020	10/29/2020	11/5/2020	11/12/2020	11/19/2020	11/26/2020	12/3/2020	12/10/2020	12/17/2020	12/24/2020	12/31/2020
5	ACTUAL NUMBERS FOR THIS COHORT:
6	Total website visitors		50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000	50,000
7	Total visitors to the trial signup page		40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000	40,000
8	Number of trial signups		2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500	2,500
9	Number of trials who convert to paid without Sales assistance		50	50	50	50	50	50	50	50	50	50	50	50	50	50	50	50	50	50	50	50	50	50	50	50	50	50	50	50	50	50	50	50	50	50	50	50	50	50	50	50	50	50	50	50	50	50	50
10	Number of trials who become Sales-assisted opportunities		125	125	125	125	125	125	125	125	125	125	125	125	125	125	125	125	125	125	125	125	125	125	125	125	125	125	125	125	125	125	125	125	125	125	125	125	125	125	125	125	125	125	125	125	125	125	125
11	Number of Sales-assisted wins		37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5	37.5
12	Total revenue from non Sales-assisted wins (this cohort)		$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000	$25,000
13	Total revenue from Sales-assisted wins (this cohort)		$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250	$56,250
14	Total revenue from this cohort		$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250
15	Revenue to-date		$81,250	$162,500	$243,750	$325,000	$406,250	$487,500	$568,750	$650,000	$731,250	$812,500	$893,750	$975,000	$1,056,250	$1,137,500	$1,218,750	$1,300,000	$1,381,250	$1,462,500	$1,543,750	$1,625,000	$1,706,250	$1,787,500	$1,868,750	$1,950,000	$2,031,250	$2,112,500	$2,193,750	$2,275,000	$2,356,250	$2,437,500	$2,518,750	$2,600,000	$2,681,250	$2,762,500	$2,843,750	$2,925,000	$3,006,250	$3,087,500	$3,168,750	$3,250,000	$3,331,250	$3,412,500	$3,493,750	$3,575,000	$3,656,250	$3,737,500	$3,818,750
16	Remainder of revenue goal		$4,918,750	$4,837,500	$4,756,250	$4,675,000	$4,593,750	$4,512,500	$4,431,250	$4,350,000	$4,268,750	$4,187,500	$4,106,250	$4,025,000	$3,943,750	$3,862,500	$3,781,250	$3,700,000	$3,618,750	$3,537,500	$3,456,250	$3,375,000	$3,293,750	$3,212,500	$3,131,250	$3,050,000	$2,968,750	$2,887,500	$2,806,250	$2,725,000	$2,643,750	$2,562,500	$2,481,250	$2,400,000	$2,318,750	$2,237,500	$2,156,250	$2,075,000	$1,993,750	$1,912,500	$1,831,250	$1,750,000	$1,668,750	$1,587,500	$1,506,250	$1,425,000	$1,343,750	$1,262,500	$1,181,250
17	Cohorts remaining in the year		46	45	44	43	42	41	40	39	38	37	36	35	34	33	32	31	30	29	28	27	26	25	24	23	22	21	20	19	18	17	16	15	14	13	12	11	10	9	8	7	6	5	4	3	2	1	0
18	Average revenue per cohort so far		$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250	$81,250
19	Average revenue needed per remaining cohort to hit our goal		$106,929	$107,500	$108,097	$108,721	$109,375	$110,061	$110,781	$111,538	$112,336	$113,176	$114,063	$115,000	$115,993	$117,045	$118,164	$119,355	$120,625	$121,983	$123,438	$125,000	$126,683	$128,500	$130,469	$132,609	$134,943	$137,500	$140,313	$143,421	$146,875	$150,735	$155,078	$160,000	$165,625	$172,115	$179,688	$188,636	$199,375	$212,500	$228,906	$250,000	$278,125	$317,500	$376,563	$475,000	$671,875	$1,262,500	#DIV/0!
20	NUMBERS NEEDED FOR NEXT COHORT:
21	Total website visitors		130,354.20	131,048.60	131,780.00	132,540.00	133,334.20	134,165.80	135,048.60	135,974.20	136,940.00	137,965.80	139,054.20	140,191.40	141,400.00	142,680.00	144,051.40	145,502.80	147,048.60	148,702.80	150,482.80	152,380.00	154,431.40	156,648.60	159,045.80	161,654.20	164,500.00	167,620.00	171,054.20	174,842.80	179,048.60	183,751.40	189,042.80	195,048.60	201,905.80	209,820.00	219,054.20	229,951.40	243,048.60	259,048.60	279,048.60	304,762.80	339,048.60	387,048.60	459,054.20	579,048.60	819,048.60	1,539,048.60	#DIV/0!
22	Trial sign up page visitors		104,283.36	104,838.88	105,424.00	106,032.00	106,667.36	107,332.64	108,038.88	108,779.36	109,552.00	110,372.64	111,243.36	112,153.12	113,120.00	114,144.00	115,241.12	116,402.24	117,638.88	118,962.24	120,386.24	121,904.00	123,545.12	125,318.88	127,236.64	129,323.36	131,600.00	134,096.00	136,843.36	139,874.24	143,238.88	147,001.12	151,234.24	156,038.88	161,524.64	167,856.00	175,243.36	183,961.12	194,438.88	207,238.88	223,238.88	243,810.24	271,238.88	309,638.88	367,243.36	463,238.88	655,238.88	1,231,238.88	#DIV/0!
23	Trial signups		6,517.71	6,552.43	6,589.00	6,627.00	6,666.71	6,708.29	6,752.43	6,798.71	6,847.00	6,898.29	6,952.71	7,009.57	7,070.00	7,134.00	7,202.57	7,275.14	7,352.43	7,435.14	7,524.14	7,619.00	7,721.57	7,832.43	7,952.29	8,082.71	8,225.00	8,381.00	8,552.71	8,742.14	8,952.43	9,187.57	9,452.14	9,752.43	10,095.29	10,491.00	10,952.71	11,497.57	12,152.43	12,952.43	13,952.43	15,238.14	16,952.43	19,352.43	22,952.71	28,952.43	40,952.43	76,952.43	#DIV/0!
24	Sales-assisted opportunities		427.73	430.00	432.40	434.90	437.50	440.23	443.13	446.17	449.33	452.70	456.27	460.00	463.97	468.17	472.67	477.43	482.50	487.93	493.77	500.00	506.73	514.00	521.87	530.43	539.77	550.00	561.27	573.70	587.50	602.93	620.30	640.00	662.50	688.47	718.77	754.53	797.50	850.00	915.63	1,000.00	1,112.50	1,270.00	1,506.27	1,900.00	2,687.50	5,050.00	#DIV/0!
25	Non Sales-assisted wins		28.51	28.67	28.83	28.99	29.17	29.35	29.54	29.74	29.96	30.18	30.42	30.67	30.93	31.21	31.51	31.83	32.17	32.53	32.92	33.33	33.78	34.27	34.79	35.36	35.98	36.67	37.42	38.25	39.17	40.20	41.35	42.67	44.17	45.90	47.92	50.30	53.17	56.67	61.04	66.67	74.17	84.67	100.42	126.67	179.17	336.67	#DIV/0!
26	Sales-assisted wins		128.32	129.00	129.72	130.47	131.25	132.07	132.94	133.85	134.80	135.81	136.88	138.00	139.19	140.45	141.80	143.23	144.75	146.38	148.13	150.00	152.02	154.20	156.56	159.13	161.93	165.00	168.38	172.11	176.25	180.88	186.09	192.00	198.75	206.54	215.63	226.36	239.25	255.00	274.69	300.00	333.75	381.00	451.88	570.00	806.25	1,515.00	#DIV/0!
27	2020 revenue goal	$5,000,000
28	Number of wins to-date	88
29	Revenue to-date	$81,250
30	% of goal	1.63%
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