Product acquisition metrics

// schemas/acquisition-event.ts

export type AcquisitionChannel = 'organic' | 'paid_search' | 'paid_social' | 'referral' | 'email' | 'direct';

export interface UTMParams {
  source: string;
  medium: string;
  campaign: string;
  term?: string;
  content?: string;
}

export interface AcquisitionEventV1 {
  schema_version: '1.0.0';
  event_id: string; // UUID for idempotency
  timestamp: ISO8601;
  
  // User Context
  user_id: string | null; // Null for anonymous sessions
  session_id: string;
  device_id: string;
  
  // Acquisition Context
  channel: AcquisitionChannel;
  utm: UTMParams | null;
  click_id: string | null; // e.g., gclid, fbclid (hashed)
  referrer: string | null;
  
  // Consent & Compliance
  consent_status: 'granted' | 'denied' | 'unknown';
  is_first_party: boolean;
  
  // Conversion Signal (Optional, for funnel tracking)
  conversion_type?: 'signup' | 'purchase' | 'trial_start';
  revenue?: number;
  currency?: string;
}

// services/acquisition-ingestion.ts

import { AcquisitionEventV1 } from './schemas/acquisition-event';

export class AcquisitionIngestionService {
  constructor(
    private eventStore: EventStore,
    private consentManager: ConsentManager
  ) {}

  async ingest(rawEvent: any): Promise<void> {
    // 1. Validate against schema
    const event = this.normalize(rawEvent);
    
    // 2. Enforce consent
    if (event.consent_status === 'denied' && !event.is_first_party) {
      return; // Drop non-essential acquisition data
    }

    // 3. Hash sensitive identifiers
    event.click_id = this.hashIdentifier(event.click_id);
    
    // 4. Store with idempotency key
    await this.eventStore.upsert(event.event_id, event);
  }

  private normalize(raw: any): AcquisitionEventV1 {
    // Mapping logic, type coercion, default values
    // ...
  }

  private hashIdentifier(id: string | null): string | null {
    if (!id) return null;
    // SHA-256 hash with salt to protect PII while allowing matching
    return crypto.createHash('sha256').update(id + SALT).digest('hex');
  }
}

// services/attribution-engine.ts

export type AttributionModel = 'last_click' | 'first_click' | 'linear' | 'time_decay';

export interface AttributionConfig {
  model: AttributionModel;
  lookback_window_days: number;
  cross_device_stitching: boolean;
}

export interface AttributionResult {
 

user_id: string; conversion_event_id: string; credited_touchpoints: string[]; model_used: AttributionModel; }

export class AttributionEngine { constructor(private config: AttributionConfig) {}

calculateAttribution( touchpoints: AcquisitionEventV1[], conversion: AcquisitionEventV1 ): AttributionResult { // Filter touchpoints within lookback window const windowMs = this.config.lookback_window_days * 24 * 60 * 60 * 1000; const validTouchpoints = touchpoints.filter(tp => (conversion.timestamp.getTime() - tp.timestamp.getTime()) <= windowMs );

let creditedIds: string[] = [];

switch (this.config.model) {
  case 'last_click':
    creditedIds = [validTouchpoints[validTouchpoints.length - 1]?.event_id].filter(Boolean);
    break;
  case 'first_click':
    creditedIds = [validTouchpoints[0]?.event_id].filter(Boolean);
    break;
  case 'linear':
    creditedIds = validTouchpoints.map(tp => tp.event_id);
    break;
  case 'time_decay':
    // Assign weight based on proximity to conversion
    creditedIds = validTouchpoints
      .sort((a, b) => b.timestamp.getTime() - a.timestamp.getTime())
      .map(tp => tp.event_id);
    break;
}

return {
  user_id: conversion.user_id || 'anonymous',
  conversion_event_id: conversion.event_id,
  credited_touchpoints: creditedIds,
  model_used: this.config.model
};

} }

#### 4. Metric Calculation Pipeline
Aggregate attributed data to calculate CAC, LTV, and Conversion Rates. Use an OLAP database (e.g., ClickHouse, BigQuery) for efficient aggregation.

```sql
-- BigQuery SQL Example: Daily CAC Calculation

SELECT
  date,
  channel,
  attribution_model,
  SUM(spend_amount) AS total_spend,
  COUNT(DISTINCT conversion_event_id) AS acquired_users,
  SAFE_DIVIDE(SUM(spend_amount), COUNT(DISTINCT conversion_event_id)) AS cac
FROM (
  SELECT
    DATE(conversion.timestamp) AS date,
    tp.channel AS channel,
    attr.model_used AS attribution_model,
    conversion.event_id AS conversion_event_id,
    spend.spend_amount AS spend_amount
  FROM `project.dataset.attributions` attr
  JOIN `project.dataset.conversions` conversion
    ON attr.conversion_event_id = conversion.event_id
  JOIN `project.dataset.spend_data` spend
    ON DATE(spend.timestamp) = DATE(conversion.timestamp)
    AND spend.channel = tp.channel -- Join logic depends on spend granularity
  WHERE attr.model_used = @CURRENT_MODEL
)
GROUP BY date, channel, attribution_model

Architecture Decisions and Rationale

• Server-Side Ingestion: Rationale: Eliminates ad-blocker impact and ensures consent compliance is enforced at the point of entry. Client-side events should only be used for immediate UI feedback, not metric calculation.
• Event-Driven Attribution: Rationale: Attribution should be calculated asynchronously in a stream processor (e.g., Flink, Kafka Streams) rather than synchronously during user interaction. This decouples latency from attribution complexity.
• Configurable Attribution Windows: Rationale: Hardcoding attribution windows in code requires deployments to adjust business logic. Store windows and models in a configuration service (e.g., Feature Flags, Database) to allow non-engineers to adjust parameters.
• Hashed Click IDs: Rationale: Raw click IDs can contain user-identifiable information. Hashing with a salt preserves the ability to match touchpoints to conversions while mitigating privacy risks.

Pitfall Guide

1. Client-Side Attribution Reliance

Mistake: Relying on browser cookies or pixels for attribution. Explanation: Ad-blockers, ITP (Intelligent Tracking Prevention), and user consent banners strip or block client-side data. This leads to systematic under-reporting of acquisition efficiency, particularly in high-value tech demographics. Best Practice: Implement server-side event forwarding. Use the backend to capture utm parameters and click_ids from redirects or API calls.

2. Ignoring Consent State in Acquisition Data

Mistake: Storing acquisition touchpoints for users who have denied marketing tracking. Explanation: This violates GDPR/CCPA requirements. Even if the data is anonymized, linking a touchpoint to a conversion without consent can be considered processing personal data for marketing purposes. Best Practice: Tag every event with consent_status. Filter acquisition calculations to only include events where consent is granted or where the processing is based on legitimate interest (and documented).

3. Hardcoding Attribution Models

Mistake: Embedding attribution logic (e.g., Last-Click) directly in application code. Explanation: Marketing strategies evolve. Changing the attribution model requires a code deployment, slowing down optimization cycles and increasing risk. Best Practice: Externalize attribution configuration. Use a configuration file or database table to define the active model and lookback windows. The attribution engine should read this config at runtime.

4. Cross-Device Stitching Failures

Mistake: Treating anonymous sessions and authenticated users as separate entities without a stitching mechanism. Explanation: A user may click an ad on mobile (anonymous) and convert on desktop (authenticated). Without stitching, the acquisition channel is lost, and CAC is inflated as the conversion is attributed to "Direct." Best Practice: Implement a user resolution service that links device_id to user_id upon login. Backfill attribution touchpoints to the authenticated user profile based on the linked device history.

5. Schema Drift in Event Properties

Mistake: Adding new properties to acquisition events without versioning or backward compatibility. Explanation: Downstream dashboards and attribution engines may crash or produce incorrect metrics when encountering unexpected fields or type changes. Best Practice: Enforce schema versioning (AcquisitionEventV1). Use a schema registry to validate incoming events. Maintain backward compatibility by making new fields optional and providing default values.

6. Calculating LTV Without Churn Adjustment

Mistake: Computing LTV as ARPU * Lifetime without accounting for churn probability. Explanation: This overestimates value for cohorts with high early churn. Acquisition metrics become misleading, encouraging spend on channels that bring low-retention users. Best Practice: Use cohort-based LTV calculation. Track revenue over time for each acquisition cohort and apply a discount rate. Implement a survival analysis model to predict remaining lifetime based on user behavior signals.

7. Missing Idempotency in Event Ingestion

Mistake: Processing duplicate events due to network retries or SDK buffering. Explanation: Duplicate acquisition events inflate conversion counts and skew attribution, leading to artificially low CAC. Best Practice: Require a unique event_id in every acquisition event. Use upsert operations with the event_id as the key in the event store to ensure exactly-once processing semantics.

Production Bundle

Action Checklist

• Define Acquisition Schema: Create a versioned TypeScript interface for AcquisitionEvent including consent fields and hashed identifiers.
• Implement Server-Side Ingestion: Build an endpoint that normalizes raw events, checks consent, and stores events with idempotency keys.
• Configure Attribution Engine: Deploy the attribution service with configurable models and lookback windows stored in a configuration service.
• Enable Cross-Device Stitching: Implement user resolution logic to link anonymous sessions to authenticated users upon login.
• Audit Ad-Blocker Impact: Compare client-side vs. server-side event counts to quantify data recovery and adjust reporting baselines.
• Set Up Spend Data Integration: Establish a pipeline to ingest marketing spend data, normalized by channel and date, for CAC calculation.
• Create Metric Definitions Document: Document exact formulas for CAC, LTV, and Conversion Rate, including attribution model and lookback window details.
• Test Privacy Compliance: Verify that all PII is hashed and consent checks are enforced in the ingestion pipeline.

Decision Matrix

Scenario	Recommended Approach	Why	Cost Impact
Early-Stage Startup	Client-Side SDK + Last-Click	Speed to market; low engineering overhead; sufficient for initial validation.	Low
Scale-Up / Privacy-First	Server-Side Ingestion + Configurable Attribution	High data fidelity; compliance-ready; supports multi-touch analysis.	Medium
Enterprise / Multi-Channel	Unified Event Stream + Real-Time Attribution	Handles volume; enables dynamic budget pacing; cross-device accuracy.	High
Strict GDPR/CCPA Region	Consent-Linked Server-Side + Hashed IDs	Minimizes legal risk; relies on first-party data; avoids third-party cookies.	Medium
Real-Time Optimization Required	Stream Processing (Flink/Kafka)	Low latency attribution allows immediate bid adjustments and fraud detection.	High

Configuration Template

// config/attribution-config.json
{
  "version": "1.0.0",
  "active_model": "time_decay",
  "lookback_window_days": 30,
  "cross_device_stitching": true,
  "channels": [
    {
      "id": "paid_search",
      "utm_mediums": ["cpc", "ppc"],
      "weight_override": 1.0
    },
    {
      "id": "organic",
      "utm_mediums": ["organic"],
      "weight_override": 0.0
    }
  ],
  "consent_rules": {
    "require_marketing_consent": true,
    "fallback_to_first_party": true
  },
  "spend_integration": {
    "enabled": true,
    "sync_frequency_hours": 6,
    "source": "google_ads, meta_ads"
  }
}

Quick Start Guide

1. Initialize Schema: Copy the AcquisitionEventV1 interface into your shared types package. Run npm run generate:types to create validation schemas.
2. Deploy Ingestion Endpoint: Add the AcquisitionIngestionService to your backend. Expose /api/v1/events/acquisition endpoint. Ensure it validates against the schema and checks consent.
3. Configure Attribution: Create attribution-config.json in your config repository. Set active_model to last_click for initial testing. Deploy the AttributionEngine.
4. Validate Events: Send a test event using curl or Postman with utm_source=google. Verify the event is stored in the database with hashed click_id and correct consent status.
5. Query Metrics: Run the CAC SQL query against your data warehouse. Confirm that the test conversion is attributed to google and CAC is calculated correctly based on injected spend data.