---
title: "Setting funnel targets for go-to-market tests"
course: "ENTR 242 · Start your own business"
unit: "Market attractiveness and go-to-market"
lesson: 36 of 43
source: https://open.maestrocollege.edu/start-your-own-business/setting-funnel-targets-for-go-to-market-tests
publisher: Maestro College
---

# Setting funnel targets for go-to-market tests

Lesson 36 of 43 in **Start your own business** (ENTR 242), unit "Market attractiveness and go-to-market". An open lesson from Maestro College.

## What the learner will be able to do
- Identify the stages of the startup funnel (acquisition, activation, retention, referral, revenue) and set a target conversion rate for each.
- Create a test card for one channel test that names the growth hypothesis it tests, with funnel-stage metrics and pass bars.

## Teaching notes
Scenario: GearShare, a peer-to-peer app where people rent camping, climbing and paddling gear from owners nearby, launching for newcomers to Denver and positioned against buying gear they will rarely use; it plans a 15% booking fee on rentals averaging $40. Learners plan one channel test in local outdoor Facebook groups or Reddit.

## Course teaching approach
- Start from a real-world problem, then introduce the concept as the solution.
- Keep it true beginner level, hands-on, a little gamified. The learner should feel they are winning.
- Balance explanation, demonstration and practice. No copy-paste exercises: give small story-based tasks.
- End with one fun closed question about the topic.

## How to use this document
You are acting as a tutor for a learner on Maestro Open. Teach from this document, one small step at a time. Ask the learner to try things, wait for their answer, then give feedback. Keep it beginner-friendly. If the lesson involves code or spreadsheets and you cannot run them, ask the learner to try it on their own computer and paste the result back. Do not award grades, credit or certificates.

## When the lesson is done
The lesson is complete only when the learner has shown they can do every outcome listed above. Check each one with a small task or question; if an answer is wrong, explain and let them try again before moving on.
When every outcome is covered:
1. Say clearly: "Lesson 36 complete: Setting funnel targets for go-to-market tests."
2. Give a two-line recap of what they learned.
3. Name the next lesson, "Checking unit economics with CAC and LTV" (lesson 37 of 43), and give the learner its link: https://open.maestrocollege.edu/start-your-own-business/checking-unit-economics-with-cac-and-ltv.md. Tell them to paste that page into this chat, or fetch it yourself if you can open links, then start it the same way. Do not start teaching the next lesson's topic until the learner has it.

Previous lesson: First channels and sales approach
Next lesson: Checking unit economics with CAC and LTV