Steve Blank

MARCH 17, 2020

And how much are variable expenses (salaries, consultants, commission, travel, AWS/Azure charges, supplies, etc.?). Next, take a look at your actual revenue each month – not forecast, but real revenue coming in each month. If you’re an early stage company, that number may be zero. The World Turned Upside Down.

Burn Rate 436

Burn Rate Startup Valuation Sales Cycle 436

ConversionXL

MAY 27, 2022

Marketers raise brand awareness to capture leads that are handed to sales teams to convert into customers. DGMs see that demand is maintained throughout the sales cycle. 70% of buyers are already clued up on a product before they talk to sales, if they talk to sales at all.

Demand 95

Demand Management B2B Campaign 95

www.forentrepreneurs.com

FEBRUARY 2, 2010

To compute the cost to acquire a customer, CAC, you would take your entire cost of sales and marketing over a given period, including salaries and other headcount related expenses, and divide it by the number of customers that you acquired in that period. (In For example: Create demo videos that answer every likely sales question.

Acquisition 103

Acquisition Cost Customer Entrepreneur 103

YoungUpstarts

SEPTEMBER 7, 2014

Revenue Growth. Enterprise startups must have processes in place to monitor revenue growth. According to a Pacific Crest survey , the average year-over-year revenue for enterprise startups is 89 percent. If you’re doubling revenue every year, you’re in great shape. Payback Period. Follow the company on Twitter.

Metrics 219

Metrics Churn Rate Startup Acquisition 219

Cracking the Code

OCTOBER 10, 2008

Be prepared to cross the desert - SaaS requires R&D and sales expense up front for a multi-year stream of revenue, so it demands enough investment capital to fund 4+ years of runway. Farming is also often overlooked, but can help grow customer accounts and revenues from 30% upwards (if successful). Great list!

Software Review 48

Software Review North America Europe Metrics 48