growth-funnel
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ChineseStrategies: Growth Funnel (AARRR)
策略：增长漏斗（AARRR）
Guides growth using the AARRR framework (Pirate Metrics)—five stages of the customer lifecycle. Created by Dave McClure (500 Startups) to focus on actionable metrics over vanity metrics. Use this skill when diagnosing growth bottlenecks, prioritizing improvements, or aligning product, marketing, and customer success.
When invoking: On first use, if helpful, open with 1–2 sentences on what this skill covers and why it matters, then provide the main output. On subsequent use or when the user asks to skip, go directly to the main output.
使用AARRR框架（海盗指标，Pirate Metrics）指导增长工作，该框架涵盖客户生命周期的五个阶段，由500 Startups的Dave McClure提出，核心是关注可落地的行动指标而非虚荣指标。当你需要诊断增长瓶颈、优先级排序优化动作，或是对齐产品、营销、客户成功团队目标时可使用本技能。
调用规则：首次调用时如果有必要，可以先用1-2句话介绍本技能的覆盖范围和价值，再输出核心内容。如果是后续调用或是用户要求跳过介绍，则直接输出核心内容。
AARRR Framework
AARRR框架
| Stage | Question | Key metrics |
|---|---|---|
| Acquisition | How do users discover you? | CAC, CPA, conversion by source |
| Activation | Do users reach "aha moment"? | Activation rate, time-to-first-value |
| Retention | Do users return? | D1/D7/D30 retention, churn |
| Referral | Do users recommend? | Referral rate, NPS, viral coefficient |
| Revenue | Do users pay? | Conversion rate, ARPU, LTV |
Principle: Define behavior-based events per stage; analyze by cohort. Quality over volume—channels bringing fewer but more activated users often outperform.
| 阶段 | 核心问题 | 关键指标 |
|---|---|---|
| 获客（Acquisition） | 用户如何找到你？ | CAC, CPA, 各渠道转化率 |
| 激活（Activation） | 用户是否体验到「啊哈时刻」？ | 激活率, 首次价值实现时长 |
| 留存（Retention） | 用户是否会复访？ | D1/D7/D30留存率, churn |
| 推荐（Referral） | 用户是否愿意推荐产品？ | 推荐率, NPS, 病毒系数 |
| 营收（Revenue） | 用户是否愿意付费？ | 转化率, ARPU, LTV |
核心原则：为每个阶段定义基于用户行为的事件，按同期群（cohort）进行分析。质量优先于量级——带来用户数更少但激活率更高的渠道往往表现更优。
Per-Stage Actions
各阶段动作
| Stage | Actions | Related skills |
|---|---|---|
| Acquisition | SEO, paid ads, content, partnerships, directories, marketplaces | cold-start-strategy, seo-strategy, paid-ads-strategy, directory-submission, distribution-channels |
| Activation | Onboarding, use-case guidance, FAQ, case studies, free trials, trust signals | conversion-optimization, faq-page-generator, customer-stories-page-generator |
| Retention | Support, churn analysis, feedback, loyalty, dunning | retention-strategy, email-marketing |
| Referral | Referral program, affiliate, case study sharing | referral-program, affiliate-marketing |
| Revenue | Pricing, conversion optimization, CAC vs LTV analysis | pricing-strategy, conversion-optimization, paid-ads-strategy |
| 阶段 | 可落地动作 | 关联技能 |
|---|---|---|
| 获客（Acquisition） | SEO、付费广告、内容营销、异业合作、目录收录、流量平台入驻 | cold-start-strategy, seo-strategy, paid-ads-strategy, directory-submission, distribution-channels |
| 激活（Activation） | 新用户引导、使用场景指导、FAQ、案例研究、免费试用、信任背书展示 | conversion-optimization, faq-page-generator, customer-stories-page-generator |
| 留存（Retention） | 客户支持、流失分析、用户反馈收集、会员权益、欠费催缴 | retention-strategy, email-marketing |
| 推荐（Referral） | 推荐激励计划、联盟营销、案例分享传播 | referral-program, affiliate-marketing |
| 营收（Revenue） | 定价策略、转化优化、CAC与LTV对比分析 | pricing-strategy, conversion-optimization, paid-ads-strategy |
Tactics by Stage
各阶段战术
| Stage | Tactics |
|---|---|
| Acquisition | Google ads (keywords, display); organic SEO; social (LinkedIn, YouTube, X, blog); partnerships (NGOs, SMBs); directories, marketplaces |
| Activation | Use-case guidance; video + blog tutorials; FAQ; case studies; free trials/credits; new-feature promotion; email; trust signals (reviews, media) |
| Retention | Timely support; churn analysis; feedback collection; loyalty perks (credits, early access) |
| Referral | Referral credits; signup email with referral CTA; enterprise case sharing; affiliate program |
| Revenue | Conversion optimization; platform attribution; CAC vs LTV; post-campaign traffic analysis |
Post-campaign: Analyze traffic and conversion by channel; reallocate budget to top performers.
| 阶段 | 具体战术 |
|---|---|
| 获客（Acquisition） | 谷歌广告（关键词、展示广告）；自然SEO；社交平台（LinkedIn、YouTube、X、博客）；合作（NGO、中小商家）；目录收录、流量平台入驻 |
| 激活（Activation） | 使用场景指导；视频+图文教程；FAQ；案例研究；免费试用/额度；新功能推广；邮件触达；信任信号（用户评价、媒体报道） |
| 留存（Retention） | 即时响应的客户支持；流失分析；用户反馈收集；会员权益（免费额度、优先体验新功能） |
| 推荐（Referral） | 推荐返利；注册邮件附推荐CTA；企业客户案例传播；联盟营销计划 |
| 营收（Revenue） | 转化优化；平台归因；CAC与LTV健康度分析；活动后流量分析 |
活动后复盘：按渠道分析流量和转化情况，将预算向表现最优的渠道倾斜。
Implementation
落地执行要点
- Events: Define precise, behavior-based events for each stage
- Cohorts: Analyze by cohort, not aggregate; compare cohorts over time
- Bottlenecks: Identify stage with largest drop-off; prioritize there first
- Cross-functional: Product, marketing, customer success share common language
- 事件定义：为每个阶段定义精准的、基于用户行为的事件
- 同期群分析：按同期群而非整体数据进行分析，对比不同周期同期群的表现
- 瓶颈定位：找到流失率最高的阶段，优先优化该环节
- 跨团队对齐：产品、营销、客户成功团队使用统一的指标语言
Output Format
输出格式
- Stage assessment (where are you strong/weak?)
- Metrics per stage (current, target)
- Actions prioritized by bottleneck
- Related skills for each stage
- 阶段评估：你在哪些阶段有优势/劣势？
- 各阶段指标：当前值、目标值
- 按瓶颈优先级排序的优化动作
- 各阶段关联技能
Related Skills
关联技能
- cold-start-strategy: Acquisition for 0→1; first users
- retention-strategy: Retention and churn prevention
- conversion-optimization: Activation, revenue conversion
- referral-program: Referral stage tactics
- gtm-strategy: Full GTM; growth-funnel is lifecycle view
- integrated-marketing: Channel mix across stages
- cold-start-strategy：从0到1的获客，获取首批用户
- retention-strategy：用户留存与流失预防
- conversion-optimization：激活、营收环节的转化优化
- referral-program：推荐阶段的战术落地
- gtm-strategy：完整的上市策略，增长漏斗是生命周期视角的支撑
- integrated-marketing：覆盖各阶段的渠道组合策略