4:45pm - Betty Kayton

Plan has to have:

1) A dynamic roadmap for the company

-Has to be adjusted as you grow

2) Quantified, measurable goals

-What is important?

ARPU - Average revenue per user

CAC - Cost of customer acquisition

MRR - Monthly recurring revenue

Science project

3) Variance analysis and feedback loops

6:12

Historical-based budget

Bottoms-up budget

11:05

Revenues:

-# of customers (acquired, churn, acquisition plan)

Churn - how many users leave (do we have a contract lock-up?)

Friction - no contract, but therefore more customer? VS Churn

LTV/CAC > Value (business-specific)

Land Grab

20:10

Cost to generate revenue:

-Salespeople and commission

-Revenue split & affiliate fees

-Sales channels

Hiring plan

-Ahead of (or behind) the curve

-# of employees/consultants

-Total cost of workforce (includes taxes/benefits - 20-25% extra)

Other Costs

-Customer Service

-Quality Assurance

-G&A

27:00

Preserve Capital vs Grab Market Share

2nd derivative

4pm - Buy Adwords

$400K per person - AcquiHire

BACKLOG (unbilled orders)

Bookings (new orders) - Billings (Invoices) - Cancellations (De-bookings)

Deferred revenue (billed, not delivered)

1:18

KPI

Hockey-Stick Revenues and Profits

High $ potential - but not unrealistic