The Dangerous Seduction of the Lifetime Value (LTV) Formula

Many consumer Internet business executives are loyalists of the Lifetime Value model, often referred to as the LTV model or formula. Lifetime value is the net present value of the profit stream of a customer. This concept, which appears on the surface to be quite benign, is typically used to compare the costs of acquiring [.]. advertising Internet Uncategorized Venture Capital Web/Tech LTV

6 Demand Generation Metrics To Quantify Marketing ROI

Startup Professionals Musings

Individual measurements should include pipeline value by lead stage, closed revenue by program, pipeline growth, and overall win rate.

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6 Critical Marketing Metrics To Nail Today’s Buyers

Startup Professionals Musings

Individual measurements should include pipeline value by lead stage, closed revenue by program, pipeline growth, and overall win rate.

Performance Round-Up: 11/23/2014

Leveraging Ideas

A refresher on net present value [ ]. Q4 has been busy, so I slipped with link updates for a couple weeks. Here are some of the best items I’ve read related to performance over the last few weeks: Welcome to the failure age [ NYTimes ].

What If Web And Mobile Apps Are Like TV Shows?

A VC : Venture Capital and Technology

Companies are worth the net present value of their future cash flows. I was having lunch with a veteran of the entertainment and the video game business this past week. It was an interesting and wide ranging chat. One of the things we discussed that stuck in my mind was the thought that web and mobile apps might behave more like TV shows than traditional software applications. I've watched my kids go from myspace to facebook to instagram over the past seven years.

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Forecasting ecommerce multiples at exit

The Equity Kicker

1-800 Flowers, meanwhile is valued at 0.6x At the end of the day a business is worth the net present value of future cash flows, EBITDA is a good proxy for cashflows, and future EBITDA is a function of revenues today, revenue growth and EBITDA margin.

Twitter Link Roundup #246 – Small Business, Startups, Innovation, Social Media, Design, Marketing and More

crowdSPRING Blog

A Refresher on Net Present Value – Thanksgiving is past and Christmas, Hannukah, Kwaanza and New Years are fast upon us, so what better way to prepare than with a taste of the toally bizarre.

Twitter Link Roundup #247 – Small Business, Startups, Innovation, Social Media, Design, Marketing and More

crowdSPRING Blog

8 Qualities of Leaders Who Deliver Value Every Day – A Refresher on Net Present Value – “Make it snow,” says Captain Picard!

10 Things I hated About Your Business Pitch

Up and Running

I’m talking about the 10-20 minute slide presentations and accompanying questions and answers. . Read Resonate (better yet, get the new iBook version , which is sensational), or Presentation Zen , or just at least the blog post Really Bad Powerpoint. Internal rates of return and net present value. ” I hate hearing about a $43 billion market, and even more so when you present a sales forecast validated by getting some percentage of that market.

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From the Vault: 7 biases that can effect your decision making

crowdSPRING Blog

Remember that your counterpart in any negotiation may present information that is self-serving, so look skeptically at the particulars. ” Fill in the blank, then assess the value to your business based only on that information, and you are on your way down the road to rationality.

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No. 1 Reason Acquisitions Fail

Inc Startups

If you consistently overpay for a series of acquisitions, you will systemically destroy shareholder value. The value of a business is theoretically the sum of the net present value of all the future expected free cash flows generated.

Building a Growth Agenda? Keep It Simple

Inc Startups

A short list of high-value opportunities will keep you focused on what really matters. In the pursuit of growth and value, the best management teams try to focus on the few opportunities that will drive the most value in the business.

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8 Ways Managers Sabotage Themselves

Inc Startups

For example, when you grow incrementally and organically, standard ROI and net present value calculations work well. Help your employees realize their work''s value, even when a project must be scrapped.

Risky Business? Not So Much, It Turns Out

Inc Startups

Despite its negligible additional risk and clearly superior net present value, the second option is rarely pursued. Good risk-management strategies take into consideration two ingrained human tendencies: risk aversion and narrow framing.

Website Valuation Methods

Blogtrepreneur | Entrepreneur Blog

Website Valuation: How to determine Website Value. Perhaps you’re not sure how to go about determining your website’s value? Even the most traditional of assets – say, houses for example – are hard to properly value. I won’t go into depth about how the returns on websites compare to other asset classes – but basically, I think website values as a whole are lower than they should be ( read this article for more on this ). Fair Value Multiple.

Which Numbers Matter Most?

Inc Startups

The best rule of thumb is to use the net present value of your customer life time value (CLTV). Basically, that’s the gross profit generated by a customer across different periods in time, discounted to the present. Net sales figures account for any discounts.

Business Model Analysis, Part 6: LTV and CAC

Platforms and Networks

The first post in the series presents a comprehensive list of issues entrepreneurs should consider when designing a business model. Beyond the value-maximizing point, I*, it costs more to acquire additional customers than they are worth.

An Angel Investor’s Thoughts on Valuation

Ask the Angels

Lets start with the definition as presented at (one of my favorite resource sites). Typically, I hear the “multiple” referenced more than ROI in Investor presentations. Two other statistics that also come up are Net Present Value (NPV) and Internal Rate of Return (IRR). All Entrepreneurs say their projections (from revenue, to expenses to exit values) are conservative. sales – have the customers agreed the product has value.

Asset Management Is A Bizarre Industry Ripe For Disruption

David Teten

Disruptable Pattern #1: The asset management industry collectively adds minimal value to its clients above the option of investing in index funds. Of course, asset management firms also sell peace of mind, tax minimization, and other services besides just increasing the value of your assets.).

The art and science of valuing websites

The Next Web

In an online marketplace like Flippa , we’ve seen buyers and sellers try out the full gamut of approaches for valuing websites — some more creative than others. Once you decide to get your site in shape for a sale , it’s important to value it properly. What drives value?

Startup anti-pattern: platform risk

High Contrast

It’s rewarding work but it also usually is plumbing work that generated little business value. I knew a startup with a neat idea on how to provide significant value on top on the Salesforce platform APIs. Most companies choose to live with the risk, though very few fully use the diagnosis strategies to get an accurate handle of the net present value of the risk.

Look Inside MidwayUSA's Baldrige Award Application

Inc Startups

Baldrige focuses on process management rather than project management, the thinking being projects achieve their ends and expire, but key work processes produce ongoing internal value.

A Hedge or Bet? A Matter of Definition

Inc Startups

Suppose your company can invest $50,000 in return for an even chance of a payoff of $0 or $100,000 (all amounts are stated in net present value terms so that we can ignore the time value of money; let’s also ignore taxes).

Tips for small business: 7 biases that can effect your decision making

crowdSPRING Blog

Remember that your counterpart in any negotiation may present information that is self-serving, so look skeptically at the particulars. In economic valuation, past cost can never be a factor for arriving at a value, and formulas such as NPV (net present value) will never take into account money which has already been spent. Einstein once said, “Common sense is the collection of prejudices acquired by age eighteen.&#

Should I flip or should I build?


Usually at this point in time, an entrepreneur can maximize short-term value as acquirers will buy more on vision and technology than on business fundamentals. It seems that everyday there is a new annoucement of a tiny startup being bought by a large company.

eCommerce RULE #2: Customer Lifetime Value (CLTV) is your new pulse


As you build your direct response marketing campaign discussed in Rule #1, remember to focus on the lifetime value of your customer, or how much profit that customer will generate during the course of your relationship.

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Startup Blog: Getting Rights to the Technology

Taffy Williams

You are likely to have a few years before you obtain significant funding and that may only come after you have developed the product enough for partners or investors to assess the value of the technology and likelihood of success. Presentation 101 – Please do not do this!

eCommerce RULE #3: The 6 “Cs” are your vital signs: Ignore them at your peril!


Company Net Promoter Score , or NPS, is a customer loyalty metric developed by Satmetrix, Bain & Company, and Fred Reichheld. A company calculates its overall net-promoter score by subtracting its percentage of detractors from its percentage of promoters.

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We Will Be the Best-Run Business in America

Inc Startups

The gold one, presented to him by the National Rifle Association, honors decades of support for sports shooting. Over the course of a day, presenters laid out a methodology that Potterfield found at once intimidating and galvanizing.

Burnham's Beat: Vonage: It's All About Customer NPV

Burnham's Beat

As I outlined in a mid-2004 post , the key metric for Vonage is not current period Net Income, but Net Present Value (NPV) per customer. As long as the incremental customer NPV is sufficiently high, Vonage should not only continue running losses, but it may actually make sense to dramatically increase near term losses in order to create more long term value. Net acquisition costs per customer. Valuation: Measuring and Managing the Values of Companies.

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Professor Clayton Christensen and the job your product does at Business of Software 2011

Business of Software Blog

This is probably one of the most important talks you will ever see if you are an entrepreneur in any discipline. It was the opening talk at last year's Business of Software. Registration for  Business of Software 2012 , (October 1-3rd October) is now open! Hurry, not only do the EARLY BIRD rates save you $$$$$, the first 25 registrations for Business of Software 2012 will get a copy of Clayton's new book, 'How will you measure your life?' ' with our compliments.

Bill Janeway Warburg Pincus | Productive Bubbles | Video Slides Transcript | BoS Europe 2015

Business of Software Blog

What it leads to in is that locally rational behavior produces an incoherent systemic breakdown and particularly for a bank when asset prices increases the value of its asset rises. Finance theory tells you that there is a fundamental value of every share. It’s the expected net present value of the future cash flows. Morgan Stanley narrowed it down more and they still got a tripling in the value of the investments over this just twelve month period.

Cracking The Code: The Bessemer 10 laws of SaaS - Fall 2008.

Cracking the Code

For example, you can provide a solution to automate marketing, but if the customer doesnt know some key best practices for how to effectively market online, then its unlikely that theyll get a lot of value out of a marketing automation solution. 1st 2008 with a base value of 100.00