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The annual repurchase rate is an early indicator of how an e-commerce startup will succeed in the long term. Even before a year has elapsed, an e-commerce company can look at 90-day repurchase rates and get a sense of which model it’s in. A 90-day repurchase rate of 1% to 15% means you’re in acquisition mode. A 90-day repurchase rate of 15% to 30% means you’re in hybrid mode. A 90-day repurchase rate of over 30% means you’re in loyalty mode.
Lean Analytics
Alistair Croll, Benjamin Yoskovitz
I recommend teams use three different artifacts to keep track of what they are learning from their customer interviews:
1. The interview snapshot: This artifact summarizes what you learned from a single customer interview. Teams should create an interview snapshot for each interview that they conduct.
2. A comprehensive experience map: This map represents the experience of multiple customers. It’s an amalgamation of all the individual experience maps that appear on your interview snapshots.
3. An [opportunity solution tree](https://www.producttalk.org/opportunity-solution-tree/): This artifact captures any opportunities from across your interview snapshots that are relevant to your current [product outcome](https://www.producttalk.org/2020/05/product-outcomes/).
The Interview Snapshot: How to Synthesize and Share What You Learned From a Single Customer Interview
Teresa Torres
Shipping Time
Real-time delivery and next-day shipping are increasingly common, and buyers are becoming more demanding. Shipping time is key, and it’s tightly linked to how effectively the retailer handles logistics. E-commerce companies can most likely achieve significant operational efficiencies just by optimizing their fulfillment and shipping processes. These efficiencies turn into a competitive advantage, because they let you sell to consumers who are more interested in faster, better-quality service than the cheapest price.
Lean Analytics
Alistair Croll, Benjamin Yoskovitz
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