Outcomes for this presentation:
Business model breakdown
Identify Key Inputs
Identify Unit Economics
Choose primary/secondary revenue models
Go-to-Market – Marketing and Sales choices
Trajectory Startup Program Abu Dhabi Day 2Dave Parker
Flat6 Labs Abu Dhabi Cycle 1 Bootcamp - Day 2
How Startup Make Money – 14 Revenue Models
Pricing and Metrics that Matter
Go-to-Market
Traction and Product / Market Fit
Pitch Reviews
Techstars Seattle — Startup Revenue Models and ForecastingDave Parker
Business model breakdown
Identify Key Inputs
Identify Unit Economics
Choose primary/secondary revenue models
Go-to-Market – Marketing and Sales choices
Choose financial template
Common mistakes
Icorps University of Washington Program 07.06.2021Dave Parker
UW iCorps Program. Will your startup make money or be a statistic?
About Dave
Why Startup Fail and You Shouldn’t
Market Valuation Driver
Company Valuation Drivers
Creating, Delivering, & Capturing Value
Revenue Models
The Data
The 14
Techstars Taiwan - Going Global and Revenue Models Dave Parker
Dave Parker, Author Trajectory: Startup—Ideation to Product/Market Fit.
About Dave
But first, Product/Market Fit
Going Global Checklist
Pricing & Revenue Models
Valuation Data
InvestNOLA Applying a Crisis Framework - Fall Training Series Dave Parker
Applying the Bain Crisis Framework to your business. 1) Protect the team. 2) Stress test the Financials, 3) Defend against revenue declines, 4) Stabilize operations, and 5) Play offense
Trajectory Startup Program Abu Dhabi Day 2Dave Parker
Flat6 Labs Abu Dhabi Cycle 1 Bootcamp - Day 2
How Startup Make Money – 14 Revenue Models
Pricing and Metrics that Matter
Go-to-Market
Traction and Product / Market Fit
Pitch Reviews
Techstars Seattle — Startup Revenue Models and ForecastingDave Parker
Business model breakdown
Identify Key Inputs
Identify Unit Economics
Choose primary/secondary revenue models
Go-to-Market – Marketing and Sales choices
Choose financial template
Common mistakes
Icorps University of Washington Program 07.06.2021Dave Parker
UW iCorps Program. Will your startup make money or be a statistic?
About Dave
Why Startup Fail and You Shouldn’t
Market Valuation Driver
Company Valuation Drivers
Creating, Delivering, & Capturing Value
Revenue Models
The Data
The 14
Techstars Taiwan - Going Global and Revenue Models Dave Parker
Dave Parker, Author Trajectory: Startup—Ideation to Product/Market Fit.
About Dave
But first, Product/Market Fit
Going Global Checklist
Pricing & Revenue Models
Valuation Data
InvestNOLA Applying a Crisis Framework - Fall Training Series Dave Parker
Applying the Bain Crisis Framework to your business. 1) Protect the team. 2) Stress test the Financials, 3) Defend against revenue declines, 4) Stabilize operations, and 5) Play offense
Startup Revenue Models, Pricing and Enterprise ValueDave Parker
About Dave
Business model breakdown
Identify Key Inputs, Identify Unit Economics
Choose primary/secondary revenue models
Marketing and Sales
Pricing Mechanics
Enterprise Value
Driving Startup Valuations for Funding & Exit Dave Parker
About Dave Parker and NextPath Advisors
Market Valuation Driver
Company Valuation Drivers
Creating, Delivering, & Capturing Value
Revenue Models
The Data
Public Company multiples
Trajectory Series Startup Program Session 1 (Cairo Cycle 16)Dave Parker
Intro
Telling Your Story in 10/12 Slides
Research & Competitive Analysis
Markets
Value Propositions
Customer Development Data
Awkward Co-Founder Discussions
Trajectory Startup Program Session 2 (Cairo July 2021)Dave Parker
Flat6 Labs Cairo Bootcamp Program
Market Sizing
Customer Development Data
How Startups Make Money
Marketing/Sales/Business Development
Go-to-Market Planning
Pitch Reviews
Driving Startup Enterprise Value with Lighter Capital 2021.06.30Dave Parker
About Dave Parker
Startup Market Valuation Drivers
Company Valuation Drivers
Creating, Delivering, & Capturing Value
Revenue Models
The Data
The 14
Public Comps
Trajectory Startup Program Session 1 - Bahrain Cycle 7Dave Parker
April 2021
Intro
Telling Your Story in 10/12 Slides
Research & Competitive Analysis
Markets
Value Propositions
Customer Development Data
Awkward Co-Founder Discussions
Flat6 Labs Cairo Cycle 15 Bootcamp Day 2 with Dave Parker Dave Parker
19 July 2020. Flat6 Labs, Cycle 15 Bootcamp. Dave Parker
- How Startup Make Money
- 14 Revenue Models
- Pricing and Metrics that Matter
- Go-to-Market
- When, Why and How to Pivot
- Traction and Product / Market Fit
- Product and Company Roadmap
- Funding 101
KIC - Korean Innovation Center - WTIA Bootcamp Day 1Dave Parker
Intro
Telling Your Story in 11 Slides
Research & Competitive Analysis
Markets
Value Propositions
Customer Development Data
Awkward Co-Founder Discussions
How Startup Make Money –
Marketing
Sales
Business Development
14 Revenue Models
Pricing and Metrics that Matter
Go-to-Market
Traction and Product / Market Fit
Pitch Reviews
Startup Revenue Models, Pricing and Enterprise ValueDave Parker
About Dave
Business model breakdown
Identify Key Inputs, Identify Unit Economics
Choose primary/secondary revenue models
Marketing and Sales
Pricing Mechanics
Enterprise Value
Driving Startup Valuations for Funding & Exit Dave Parker
About Dave Parker and NextPath Advisors
Market Valuation Driver
Company Valuation Drivers
Creating, Delivering, & Capturing Value
Revenue Models
The Data
Public Company multiples
Trajectory Series Startup Program Session 1 (Cairo Cycle 16)Dave Parker
Intro
Telling Your Story in 10/12 Slides
Research & Competitive Analysis
Markets
Value Propositions
Customer Development Data
Awkward Co-Founder Discussions
Trajectory Startup Program Session 2 (Cairo July 2021)Dave Parker
Flat6 Labs Cairo Bootcamp Program
Market Sizing
Customer Development Data
How Startups Make Money
Marketing/Sales/Business Development
Go-to-Market Planning
Pitch Reviews
Driving Startup Enterprise Value with Lighter Capital 2021.06.30Dave Parker
About Dave Parker
Startup Market Valuation Drivers
Company Valuation Drivers
Creating, Delivering, & Capturing Value
Revenue Models
The Data
The 14
Public Comps
Trajectory Startup Program Session 1 - Bahrain Cycle 7Dave Parker
April 2021
Intro
Telling Your Story in 10/12 Slides
Research & Competitive Analysis
Markets
Value Propositions
Customer Development Data
Awkward Co-Founder Discussions
Flat6 Labs Cairo Cycle 15 Bootcamp Day 2 with Dave Parker Dave Parker
19 July 2020. Flat6 Labs, Cycle 15 Bootcamp. Dave Parker
- How Startup Make Money
- 14 Revenue Models
- Pricing and Metrics that Matter
- Go-to-Market
- When, Why and How to Pivot
- Traction and Product / Market Fit
- Product and Company Roadmap
- Funding 101
KIC - Korean Innovation Center - WTIA Bootcamp Day 1Dave Parker
Intro
Telling Your Story in 11 Slides
Research & Competitive Analysis
Markets
Value Propositions
Customer Development Data
Awkward Co-Founder Discussions
How Startup Make Money –
Marketing
Sales
Business Development
14 Revenue Models
Pricing and Metrics that Matter
Go-to-Market
Traction and Product / Market Fit
Pitch Reviews
Startup Revenue Drivers and ForecastingDave Parker
Flat6 Abu Dhabi Ignite Program July 2021
Outcomes for the day:
Telling a financial story
Key metrics
Templates with Key Inputs
Common mistakes
Rolling up your sleeves
Flat6 Labs Bahrain Cycle 5 Bootcamp Day 3Dave Parker
04.13.2020 Flat6 Labs Bahrain Cycle 5 Bootcamp with Dave Parker. How Startups Make Money
Marketing Sales
Business Development Revenue Models
Product Market Fit
Metrics that Matter
Financial Model Templates
Your startups is (hopefully) unique - but how you monetize your startup isn't. There are 16 startup revenue models - from simple (services and commerce) to complex (big data and panels). What to know how startups make money? PIck one or two... but you don't have to invent a new one.
Copyright DKParker, LLC 2018
ROTR/OHUB Program
Intro
Telling Your Story in 11/13 Slides
Research & Competitive Analysis
Markets
Value Propositions
Customer Development Data
Awkward Co-Founder Discussions
Intro
Telling Your Story in 10/12 Slides
Research & Competitive Analysis
Markets
Value Propositions
Customer Development Data
Awkward Co-Founder Discussions
Flat6 Labs Cairo Cycle 15 Bootcamp Day 1Dave Parker
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- Telling Your Story in 11 Slides
- Research & Competitive Analysis
- Markets
- Value Propositions
- Customer Development Data
- Awkward Co-Founder Discussions
Flat6 Labs Bahrain Cycle 6 Bootcamp Day 1 Dave Parker
Introductions, Telling your story in 10/12 Slide, Research, Market Sizing, Value Propositions, Customer Development Data, Awkward co-founder discussions.
Trajectory Startup Program Session One (Jordan Sept 2021)Dave Parker
Intro
Telling Your Story in 10/12 Slides
Research & Competitive Analysis
Markets
Value Propositions
Customer Development Data
Awkward Co-Founder Discussions
Building a Great Startup Culture - Flat6 Ignite Program, Abu DhabiDave Parker
How do you build a great startup culture? It starts with Vision, Mission, and Values. This workshop helps you put those pieces together.
Starting with Why?
Values
Vision
Mission
Personal Mission
Resources
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VAT Registration Outlined In UAE: Benefits and Requirementsuae taxgpt
Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
https://viralsocialtrends.com/vat-registration-outlined-in-uae/
Tata Group Dials Taiwan for Its Chipmaking Ambition in Gujarat’s DholeraAvirahi City Dholera
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Visit : https://www.avirahi.com/blog/tata-group-dials-taiwan-for-its-chipmaking-ambition-in-gujarats-dholera/
Memorandum Of Association Constitution of Company.pptseri bangash
www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
www.seribangash.com
Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
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Kseniya Leshchenko: Shared development support service model as the way to make small projects with small budgets profitable for the company (UA)
Kyiv PMDay 2024 Summer
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Youtube – https://www.youtube.com/startuplviv
FB – https://www.facebook.com/pmdayconference
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
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Discover the innovative and creative projects that highlight my journey throu...dylandmeas
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Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
What are the main advantages of using HR recruiter services.pdfHumanResourceDimensi1
HR recruiter services offer top talents to companies according to their specific needs. They handle all recruitment tasks from job posting to onboarding and help companies concentrate on their business growth. With their expertise and years of experience, they streamline the hiring process and save time and resources for the company.
The Parable of the Pipeline a book every new businessman or business student ...
PortGen Accelerator Program Seminar
1. Copyright, DKParker, LLC 2020
How Your Startup Makes $$
Dave Parker
@DaveParkerSEA
@DaveParkerSEA
https://www.dkparker.com/portgen-accelerator/
2. Copyright, DKParker, LLC 2020
Agenda
¤ Outcomes for this presentation:
¤ Business model breakdown
¤ Identify Key Inputs
¤ Identify Unit Economics
¤ Choose primary/secondary revenue models
¤ Go-to-Market – Marketing and Sales choices
3. Copyright, DKParker, LLC 2020
About Dave
¤ 5X founder, raised $12M, exited $85M
¤ Former SVP Programs at UP Global (Startup Weekend)
¤ Startup Next creator, Startup Week
¤ Author – ”Trajectory: Startup – Ideation to Product Market
Fit” shipping 3/2021
¤ 2X VC and random Angel
¤ 10 transactions – 8 sell side, 2 buy side now with NextPath
Advisors
5. Copyright, DKParker, LLC 2020
So, It All Matters!
¤ Great Team in Bad Market = Failure or meh result
¤ OK team + Great Market = could be great result
¤ Great Product + no path to revenue = failure
¤ OK product + great monetization = make $$
¤ Great market + great team + great product + solid
monetization + great execution = monster result
6. Copyright, DKParker, LLC 2020
Creating Value:
Product or Service,
Market, Team
Delivering
Value: Pricing,
Marketing &
Sales, Rev
Model
Capturing
Value
Reasonable to
Exceptional
Returns
Business Model Breakdown
7. Copyright, DKParker, LLC 2020
Creating Value
¤ Product or Service
¤ Cost to Build – Team
¤ Engineering
¤ Design
¤ Hosting
¤ Manufacturing
¤ Cost of Delivery & Support
8. Copyright, DKParker, LLC 2020
Delivering Value
¤ Pricing
¤ Revenue Model
¤ Cost of Selling
¤ Marketing Methods and Spend
¤ Sales Models
11. Copyright, DKParker, LLC 2020
The Data
¤ 2654 companies from Crunchbase
¤ 5+ year tracking
¤ Creates massive impact on valuation
¤ Surprises
¤ Seed 1-10
¤ Combinations models
¤ * on short time from Seed to A
¤ Failures
¤ Wayback Machine
¤ >80% lacked clear CTA and Value Prop
13. Copyright, DKParker, LLC 2020
1. Fee for Service
¤ Example: Consulting Services company
¤ Use: B2B & B2C
¤ Key Metrics
¤ Project Revenue
¤ Cost of delivering (usually time)
¤ Gross Margin
¤ Services are hard to scale because they require people
to deliver including Restaurant, Contractors, etc.
¤ Services include markup on cost of goods sold
14. Copyright, DKParker, LLC 2020
2. Commerce
¤ Example: Amazon, AmazonSupply
¤ Use: B2C & B2B
¤ Key Metrics:
¤ Wholesale or cost of goods sold
¤ Average Margin %
¤ Average Basket
¤ Commerce – Physical Goods- Wholesale, cost of goods,
retail, average margin, physical good
¤ Notes: Can mature into marketplace
15. Copyright, DKParker, LLC 2020
3. Subscription
¤ Example: Salesforce , Box, Spotify
¤ Use: B2C & B2B
¤ Key Metrics
¤ Average Revenue Per User (ARPU)
¤ Conversion ratio – e.g. trial to purchase
¤ Churn
¤ Challenges: MVP won’t be enough to be Kick Ass Product
¤ Notes: Highest multiple, forecastable revenue
16. Copyright, DKParker, LLC 2020
4. Metered Servcie
¤ Example: AWS, Splunk, Azure
¤ Use: Favors B2B
¤ Key Metrics
¤ Average Revenue Per User (ARPU)
¤ Usage growth over time
¤ Churn
¤ Challenges: infrastructure required at launch
¤ Notes: Highest multiple, forecastable revenue
17. Copyright, DKParker, LLC 2020
5. Transaction Fees/Rental
¤ Example: 99Designs, KickStarter, Elance, Chugg
¤ Use: B2C & B2B
¤ Key Metrics
¤ Average transaction revenue
¤ Fee % per transaction
¤ Number of transactions
¤ Challenges: Margins are small (15%), need efficiency
¤ Notes: Don’t start too low
18. Copyright, DKParker, LLC 2020
6. Productize a Service
¤ Your offerings is generally complex and requires services
to deploy
¤ Gross margin on Services >35%
¤ Product development comes with services
¤ Use: B2C & B2B
¤ Examples: Moz, service company convert to tools.
¤ Challenges – difficult to make the transition away from
services
19. Copyright, DKParker, LLC 2020
7. Combinations
¤ Combinations business models happen for two reasons
¤ You don’t know which model is right
¤ At scale you can expand revenue sources
¤ Examples: Hardware sensors + software services to create
data analytics
¤ Challenges – most require scale or at least traction
¤ Mature faster
20. Copyright, DKParker, LLC 2020
8. Marketplaces
¤ Example: eBay, Alibaba
¤ Use: B2C & B2B
¤ Key Metrics
¤ Average Transaction Amount
¤ Number of Monthly Transactions
¤ Commission %
¤ Challenges: two sided market places require you start
with one side, value to seller & Product market fit (x2)
¤ Notes: critical mass or marketplace required
21. Copyright, DKParker, LLC 2020
9. Lead Generation
¤ Example: Mint.com, AllStarDirectories, NetQuote
¤ Use: B2C & B2B
¤ Key Metrics
¤ Cost to generate traffic
¤ % conversion of form data
¤ Price per lead
¤ Challenges: Highly competitive, barrier of entry is low
¤ Notes: Conversion rates average 0.06%
22. Copyright, DKParker, LLC 2020
10. Gaming
¤ Example: King.com/Candy Crush
¤ Use: B2C Only
¤ Key Metrics:
¤ Downloads
¤ % play
¤ Average in app purchase
¤ Challenges – tends to be “hit driven business”
¤ Notes: use in first 21 days is a predictor of success
24. Copyright, DKParker, LLC 2020
12. New Media
¤ Example: SnapChat, WhatsApp
¤ Use: B2C only
¤ Key Metrics:
¤ K-Factor (Viral Co-efficient)
¤ Network effect of inviting others to join
¤ Challenges – K-Factor is hard. Little revenue until scale
¤ Notes: Everyone wants to! Not happening in B2B
¤ No revenue acutally required
25. Copyright, DKParker, LLC 2020
13. Big Data
¤ Examples: PatientsLikeMe
¤ Use: B2B
¤ Key Metrics:
¤ Per API Call
¤ Per record pricing
¤ Frequency/recency
¤ To monetize data, you need to have the data in
advance or massive cash
26. Copyright, DKParker, LLC 2020
14. Licensing
¤ Example: Think Microsoft office license or server license –
before subscription. Content Licensing
¤ Use: B2B
¤ Key Metrics:
¤ Duration of license
¤ Upgrades & maintenance (20-25% annually)
¤ Use can be based on vertical market or geography
27. Copyright, DKParker, LLC 2020
Revenue Models– Primary/Secondary
1. Fee for Service
2. Commerce
3. Subscription
4. Metered Service
5. Transaction Fee/Rental
6. Productize a Service
7. Combinations
8. Marketplace
9. Lead Generation
10.Gaming
11.Advertising/Search
12.New Media
13.Big Data
14.Licensing
29. Copyright, DKParker, LLC 2020
Marketing – Finding Customers
¤ Messaging/Value Proposition
¤ Does it resonate with the target customer segment
¤ They are the hero of the story
¤ Is it repeatable?
¤ Strategy
¤ Outbound first
¤ Inbound second
30. Copyright, DKParker, LLC 2020
Unit Economic Terms
¤ State your hypothesis
¤ CAC – customer acquisition cost
¤ LTV – lifetime value
¤ ARPU – average revenue per user
¤ ACV – annual contract value
¤ Churn – customers that leave monthly
¤ Net Negative Churn – increase in annual contract value
¤ Time to Close – in days
¤ Customer engagement – time on site, in app
31. Copyright, DKParker, LLC 2020
Organic
Search
Paid
Search
Word
of
Mouth
Sales
Calls
PR
Miracles!
Time
to
Close
Month
1
Month
2
Month
3
Month
4
$
Spen
d
#
Conv
#
Conv
#
MRR
Time
32. Copyright, DKParker, LLC 2020
Marketing Channels
¤ Paid Search
¤ Organic Search
¤ Word of mouth
¤ Sales calls
¤ Public Relations
¤ Affiliate
¤ Email marketing
¤ Social
33. Copyright, DKParker, LLC 2020
Marketing Qualified Leads
¤ Define qualified vs list
¤ Suspects
¤ Prospects
¤ Qualified Prospects
34. Copyright, DKParker, LLC 2020
Sales Qualified Leads
¤ Hand off to Sales
¤ Identify steps to close
¤ Number of calls
35. Copyright, DKParker, LLC 2020
Time to Close
¤ Lead attribution
¤ Source time
¤ Compressing or Expanding
¤ Trend by source
36. Copyright, DKParker, LLC 2020
Tracking
¤ Data allows you to know where to double
down and where to hold back
¤ Conversion ratios
38. Copyright, DKParker, LLC 2020
How will they buy?
¤ Web Direct – place the order to buy on the web
¤ Direct – outbound sales, inside/outside
¤ Indirect/Channel – fulfills demand, doesn’t generate
¤ Retail – BestBuy, etc
39. Copyright, DKParker, LLC 2020
Sales Model Hypothesis
Known
Market
Unknown
Market
Low
Price
Point
High
Price
Point
Known
Search
Words
Unknown
Search
words
Web Direct ✔ ✔ ✔
Direct ✔ ✔ ✔ ✔ ✔
Indirect ✔ ✔ ✔
Retail