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A

Account Based Selling

Discover Account-Based Selling (ABS), a strategy focusing on high-value accounts, personalized efforts, and strong relationships to close more deals.

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Annual Recurring Revenue (ARR)

ARR represents the annualized revenue from subscription-based services.

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C

CAC-to-LTV Ratio

The Customer Aquistion Cost – Lifetime Value ration (CAC-to-LTV) compares the cost of acquiring customers to the value they bring in.

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Customer Acquisition Cost (CAC)

CAC measures the cost of acquiring new customers.

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Customer Advisory Board

Customer Advisory Boards (CABs) provide strategic advice, balance founder ideas, and enhance customer experience, crucial for understanding behavior and driving success.

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Customer Lifetime Value (LTV)

Customer Lifetime Value (LTV) estimates the total revenue a company expects to earn from a customer over their relationship with the company.

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Customer Success

Customer success ensures customers achieve their goals with your products. It includes roles like account management, renewals, and support to build long-term relationships.

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F

Founder Friendly Investing

True founder-friendly investing means being an active partner, supporting founders through new challenges, and providing solutions to ensure success.

What is a Founder Friendly Investor?

G

Gross Retention Rate

Gross Retention Rate measures the ability of a company to retain revenue from existing customers, without considering expansion.

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Growth Capital

Growth capital funds growing companies during transformative periods, supporting scaling, new products, market entry, and acquisitions while providing liquidity.

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M

Market Research

Pre-launch market research helps companies gain insights, refine strategies, and optimize products, leading to strategic growth and scalability.

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Monthly Recurring Revenue (MRR)

MRR tracks recurring revenue from subscriptions on a monthly basis.

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N

Net Promoter Score (NPS)

Net Promoter Score measures customer satisfaction by assessing the likelihood that customers will recommend the product.

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P

Payback Period for CAC

The Payback Period for CAC tells how long it takes for a company to recoup the cost of acquiring a customer.

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Pipeline Coverage Ratio

Pipeline coverage evaluates whether there are enough opportunities in the sales pipeline to meet future sales targets.

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Private Equity

Private equity involves funding companies outside the stock market, offering capital and support for mature companies with moderate growth prospects.

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Product Led Growth

Product leadership is crucial. High user expectations from top consumer apps set a high bar for enterprise software, making exceptional products essential.

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Product Market Fit

Product market fit ensures a product meets customer needs and solves pain points, boosting retention, loyalty, and growth for a successful SaaS business.

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Product Stickiness

Learn about product stickiness, its impact on customer retention, account expansion, and lifetime value, and how to calculate it for your SaaS products.

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S

Sales Conversion Rate

Sales Conversion Rate measures the percentage of leads or opportunities that result in closed deals.

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Sales Efficiency Metrics

Top sales efficiency metrics include Sales Quota Achievement, Sales & Marketing Payback Period, and Sales & Marketing Spend as a percentage of revenue. These metrics help measure and improve sales team performance and profitability.

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Sales Engagement Platforms

Sales engagement platforms help scale businesses, manage sales beyond spreadsheets, optimize growth, and make strategic decisions based on key metrics.

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Sales Motion

Sales motion involves strategies to drive sales. Startups often begin with a round-robin approach for prospecting and customer assignments.

What is Sales Motion?

Sales Operations

Sales Operations involves processes and tools to boost sales productivity. As sales teams grow, Sales Ops manage training, incentives, tools, territory planning, and performance analysis, easing the burden on sales leaders.

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Sales Quota Achievement

Sales Quota Achievement measures how much of a salesperson’s target has been achieved.

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U

Upsell Rate

Upsell Rate tracks the percentage of revenue generated from existing customers upgrading to higher-value products or services.

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