Product-Led Growth & Viral Loop Analytics

RetainIQ CS Platform SaaS • $61M ARR • Credit-based referral incentive program

North-star: referral-attributed net new ARR per month • Goal: K-factor 0.18→0.28, LTV:CAC >4:1

Last updated
2024-01-15
Viral Coefficient (K-factor)
0.21
-0.03 vs target
Invite Send Rate
0.34
+12% MoM
Acceptance Rate
41%
-4% MoM
Ref Activation Depth
78%
vs 82% organic
Referral LTV:CAC
4.6
Above 4:1 target
Loop Completion Time
11d
median days

Viral Loop Funnel (Invite → Paid)

Workspace invites: 34%→41% acceptance. Solo-user invites stall at 34%. Bottleneck: activation depth for referrals.

K-factor Trend (6 Months)

Target: 0.28 (ViralDesk benchmark: 0.31). Current: 0.21. Action: incentive restructure Q1 2024.

Activation Depth: Referral vs Organic

Referred users lag 4pp in full activation. Workspace-based referrals perform better than solo invites.

Top 10 Referrers (Active Users)

User ID Invites Sent Accepted Activated Paid Conv %
U-8472124534118%
U-3901108473816%
U-621597413315%
U-113489383014%
U-550876322512%
U-982371292311%
U-446768282110%
U-73926426209%
U-21565924188%
U-88015522167%

Incentive Program × Conversion Rate Heatmap

$10 Credit
$25 Credit
Free Month
Feature Unlock
Starter Plan
8%
11%
14%
12%
Pro Plan
6%
13%
19%
16%
Team Plan
9%
15%
23%
21%
Enterprise
12%
18%
27%
24%
Free month incentive drives highest conversion on Team/Enterprise tiers. Credit-based incentives underperform.

Network Density vs 90-Day Retention

Workspaces with >5 invites per user show 22pp higher retention. Solo-user invites correlate with churn.

Referral Churn Hazard vs Organic (90-Day Cohort)

Referral churn 1.4× organic baseline. Hypothesis: credit incentive attracts low-intent signups. Restructure planned Q1 2024.