Finance Revenue SEM Viral 
Cracking the Code
NOVEMBER 10, 2009
Get instrument rated, and trust the 6Cs of Cloud Finance (more.) Cloud accounting is all about matching revenue and costs to consumption…well, except for professional services! Your caution in Law 6 about over-estimating the impact of SEM and other lead-generation activity is particularly astute. Yahoo Finance.
Steve Blank
DECEMBER 7, 2010
Actually engage in “search engine marketing” (SEM)spend $20 as a team to test customer acquisition cost. If you’re assuming virality of your product, you will need to show viral propagation of your product and the improvement of your viral coefficient over several experiments. What types of revenue streams are there?
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! Philippe Botteri.
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