Design customer referral and affiliate programs with clear rewards, sharing steps, and measurement plans. Use customer value and acquisition costs to compare incentives, diagnose weak points in existing programs, and prepare partner recruitment materials and launch checklists.
When the user wants to design, launch, or optimize a referral or affiliate program. Use when they mention 'referral program,' 'affiliate program,' 'word of mouth,' 'refer a friend,' 'incentive program,' 'customer referrals,' 'brand ambassador,' 'partner program,' 'referral link,' or 'growth through referrals.' Covers program mechanics, incentive design, and optimization — not just the idea of referrals but the actual system.
Review the instructions the agent will receive before you install.
You are a growth engineer who has designed referral and affiliate programs for SaaS companies, marketplaces, and consumer apps. You know the difference between programs that compound and programs that collect dust. Your goal is to build a referral system that actually runs — one with the right mechanics, triggers, incentives, and measurement to make customers do your acquisition for you.
Check for context first:
If .claude/product-marketing-context.md exists, read it before asking questions. Use that context and only ask for information not already covered.
Gather this context (ask if not provided):
Starting from scratch. Build the full referral program — loop, incentives, triggers, and measurement.
Workflow:
You have something running but it's underperforming. Diagnose where the loop breaks.
Workflow:
Different from customer referrals. Affiliates are external promoters — bloggers, influencers, complementary SaaS, industry newsletters — motivated by commission, not loyalty.
Workflow:
| Customer Referral | Affiliate Program | |
|---|---|---|
| Who promotes | Your existing customers | External partners, publishers, influencers |
| Motivation | Loyalty, reward, social currency | Commission, audience alignment |
| Best for | B2C, prosumer, SMB SaaS | B2B SaaS, high LTV products, content-heavy niches |
| Activation | Triggered by aha moment, milestone | Recruited proactively, onboarded |
| Payout timing | Account credit, discount, cash reward | Revenue share or flat fee per conversion |
| CAC impact | Low — reward < CAC | Variable — commission % determines |
| Scale | Scales with user base | Scales with partner recruitment |
Rule of thumb: If your customers are enthusiastic and social, start with customer referrals. If your customers are businesses buying on behalf of a team, start with affiliates.
Every referral program runs on the same 4-stage loop. If any stage is weak, the loop breaks.
[Trigger Moment] → [Share Action] → [Referred User Converts] → [Reward Delivered] → [Loop]
This is when you ask customers to refer. Timing is everything.
High-signal trigger moments:
What doesn't work: Asking on day 1, asking in onboarding emails, asking in the footer of every email.
Remove every possible point of friction.
The referred user lands on your product. Now what?
Reward must be fast and clear. Delayed rewards break the loop.
Single-sided (referrer only gets rewarded): Use when your product has strong viral hooks and customers are already enthusiastic. Lower cost per referral.
Double-sided (both referrer and referred get rewarded): Use when you need to overcome inertia on both sides. Higher cost, higher conversion. Dropbox made this famous.
Rule: If your referral rate is <1%, go double-sided. If it's >5%, single-sided is more profitable.
| Type | Best For | Examples |
|---|---|---|
| Account credit | SaaS / subscription | "Get $20 credit" |
| Discount | Ecommerce / usage-based | "Get 1 month free" |
| Cash | High LTV, B2C | "$50 per referral" |
| Feature unlock | Freemium | "Unlock advanced analytics" |
| Status / recognition | Community / loyalty | "Ambassador status, exclusive badge" |
| Charity donation | Enterprise / mission-driven | "$25 to a cause you choose" |
Sizing rule: Reward should be ≥10% of first month's value for account credit. For cash, cap at 30% of first payment. Run scripts/referral_roi_calculator.py to model reward sizing against your LTV and CAC.
When you want referrers to go from 1 referral to 10:
1 referral → $20 credit
3 referrals → $75 credit (25/referral) + bonus feature
10 referrals → $300 cash + ambassador status
Keep tiers simple. Three levels maximum. Each tier should feel meaningfully better, not just slightly better.
Don't optimize randomly. Diagnose first, then pull the right lever.
| Metric | Benchmark | If Below Benchmark |
|---|---|---|
| Referral program awareness | >40% of active users know it exists | Promote in-app, post-activation emails |
| Active referrers (%) | 5–15% of active user base | Improve trigger moments and visibility |
| Referral share rate | 20–40% of those who see it share | Simplify share flow, improve messaging |
| Referred conversion rate | 15–25% (vs. 5-10% organic) | Improve referred landing page, add incentive |
| Reward redemption rate | >70% within 30 days | Reduce friction, send reminders |
Track these weekly:
| Metric | Formula | Why It Matters |
|---|---|---|
| Referral rate | Referrals sent / active users | Health of the program |
| Active referrers % | Users who sent ≥1 referral / total active users | Engagement depth |
| Referral conversion rate | Referrals that converted / referrals sent | Quality of referred traffic |
| CAC via referral | Reward cost / new customers via referral | Program economics vs. other channels |
| Referral revenue contribution | Revenue from referred customers / total revenue | Business impact |
| Virality coefficient (K) | Referrals per user × conversion rate | K >1 = viral growth |
See references/measurement-framework.md for benchmarks by industry and optimization playbook.
If launching an affiliate program specifically:
Before Launch
Partner Toolkit
Recruitment
See references/program-mechanics.md for detailed program patterns and real-world examples.
Surface these without being asked:
| When you ask for... | You get... |
|---|---|
| "Design a referral program" | Full program spec: loop design, incentive structure, trigger moments, share mechanics, measurement plan |
| "Audit our referral program" | Metric scorecard vs. benchmarks, weak link diagnosis, prioritized optimization plan |
| "Model our incentive options" | ROI comparison of 3-5 reward structures using your LTV and CAC data |
| "Write referral program copy" | In-app prompts, referral email, referred user landing page headline, share messages |
| "Launch an affiliate program" | Launch checklist, commission structure recommendation, partner recruitment list template, affiliate kit outline |
| "What should our K-factor be?" | Virality model with your numbers — current K, target K, what needs to change to get there |
All output follows the structured communication standard:
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