The document discusses different business types and stages of growth. It outlines 5 common stages of growth: 1) Empathy, 2) Stickiness, 3) Virality, 4) Revenue, and 5) Scale. It also introduces some key metrics to measure business performance, including customer retention rates, churn rates, customer acquisition costs, revenue per customer, and customer lifetime value. Overall, the document provides an overview of different business models and a framework for understanding the typical stages of a company's growth cycle.

1. Business Types & Stages
IT industrial

2. Different types
E-commerce
2 side Market
Software as a Service (SaaS)
Mobile App (mobile free app)
Media
User Generated Content (UGC)

3. Stages
1) Empathy
• Problem validation:
getting inside your market’s head
to discover real needs you can
solve. These tend to be qualitative
discussions and open questions.
• Solution validation:
This happens in both qualitative
and quantitative approaches, and
in some cases curated MVPs or
regional tests.

4. Stages
2) Stickiness
• Achieving a minimum viable
product that engages customers in
a meaningful, valuable way.
• Get more subscribers, more users,
more touch points, more repeatable
customers, more …

5. Stages
3) Virality
• Growing adoption through
inherent, artificial, and word-
of-mouth virality.
• Main marketing activities start
here: social networks, events,
public relations and …

6. Stages
4) Revenue
• Convincing users to pay with
optimal pricing, then pouring
some of that money back into
customer acquisition.
• Break-event point can be here.
• You can stay here and enjoy
some money.
• Your business can be stable.

7. Stages
5) Scale
• Growing the organization
through customer acquisition,
fight with big competitors,
and participating in a new
market ecosystem.
• Growing verticals and
horizontal, related products;
bundling third-party offers
(e.g., car rental in a vacation
rental site, shipping in a craft
market-place , etc.)

8. Introduce some metrics
1. Customers that buy more than 1x in 90 days
2. Churn Rate
3. Customer Acquisition Cost (CAC)
4. Revenue Per Customer Per Month
5. Customer Lifetime Value (CLV)

9. 1. Customers that buy more than 1x in 90 days
customers that buy
more than 1x in 90
days
you are in this
mode
your customer
will buy from you
Focus on
1 - 15 % acquisition once
low acquisition
cost, high checkout
15 - 30 % hybrid
2 - 2.5
per year
increasing return
rate, market share
more that 30 % loyalty
more than
2.5
per year
loyalty, selection,
inventory size

10. 2. Churn Rate
Your churn rate is the amount of customers or subscribers who
cut ties with your service or company during a given time
period. These customers have “churned.”
!
examples:
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Churn rate can calculate monthly, seasonly or annually.
!
2-5% monthly churn rate is normal. that means:
!
a company loses a quarter of its customers every year.
!
churn-rate.com
Media E-Commerce Social Network
Unsubscribe Rate % of lost customers % of deactivate users

11. 3. Customer Acquisition Cost
the all costs divide to number of customers during a given time period
4. Revenue Per Customer
the all revenue divide to number of customers during a given time period
5. Customer Lifetime Value (CLV)
(100 / churn rate) * revenue per customer
if CAC under 1/3 CLV thats pretty good!

12. Conclusion
Business
Type
& Stage
E-commerce
2side
Marketplace
SaaS Mobile App Media
User
Generated
Content
Empathy
Stickiness
Virality
Reveneu
Scale