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 |
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