Continued use → Revenue
Activity, but no revenue
People keep moving, but the business can't see what turns into revenue.
The last handoff asks whether useful movement becomes an outcome the business can recognise and learn from: paid work, retained revenue, qualified pipeline. Perfect attribution is rarely available. Inspectable evidence usually is, and it's what tells you where the next pound should go.
What to check
- Whether source, enquiry, booking and payment sit in one record
- Free-to-paid conversion and expansion by acquisition source
- What counts as a conversion, and whether it means a customer
- Where attribution is measured, and where it is assumed
How to inspect this handoff, in the Growth Leak Diagnostic →
Signs you’re here
- A busy pipeline and flat revenue
- Reports count conversions that aren't customers
- Nobody can say which channel produced last month's revenue
- Platform numbers add up to more than total sales
4 pieces for All routes.
Start here
No dedicated piece yet
Until there is, the Growth Leak Diagnostic covers how to inspect this handoff and what to look for.
Read that section →Pieces on this handoff
There isn’t a dedicated piece on this handoff yet. These cover it in part, each linked to the relevant section.
Also covers this
A section of a wider pieceIf this is where you're stuck
Talk it through with Naeem
Say what you're seeing and where it seems to stall. He'll reply with the most useful next step.
Discuss your project →Next step
Not sure this is where it stalls?
Tell Naeem what you're seeing and where it seems to stall. He'll come back with the most useful next step.