Management 160 Final UCLA
revenue
inflow of assets
beach head
initial most likely buyers
2 types of Multiple Fit
intermediary (wholesale clothing), platform (airbnb)
Industry life cycle
introduction growth shake out maturity decline death/reentrenchment
current investor ownership
investment amount/post money valuation
waterfall planning
product development in phases, completed by different organizational units
BMC: value proposition
products/services that create value for customer segment
Strategic orientation is a continuum from _ to _?
promoter to trustee
call to action definiton
prompts a subject to perform an action - used in experiments in order to test hypotheses (if customers are interested etc.)
types of donation crowdfunding
pure and reward
What is the quick ratio?
quick assets/current liabilities
scale
size of market
Business hypothesis
something that needs to be true for your idea to work but has not been validated yet
tax accounting
specific accounting requirements set by government
High Growth phases: 3rd round
steady increase in revenue to achieve profit
What is constrained functionality?
temporary or makeshift technology that delivers the MVP's functionality.
jobs
things customers are trying to get done in life
intellectual property
those rights which result from the physical manifestations of original thought
IPO
transition of private to public
3 core financial implications of business model
underlying profitability- value of output relative to input asset intensity - amount of assets that must be tied up in business to generate sales pace of growth - sometimes optional
managerial accounting
used by managers for planning, directing, controlling business
3 why questions answered by a good pitch
why this? why now? why this team?
incumbents
competitors
3D Business Landscape
conceptualizes a business' choices and strategy. How a firm engages with its environment
liabilities
creditors claims for funds
What is the current ratio?
current assets divided by current liabilities
gains
describe outcomes and benefits your customers want
3 types of crowdfunding
donation: no tangible return (pre startup) lending: repay supporters (startup) equity: ownership stake (growth)
promoter
driven by perception of opportunity
High Growth phases: startup
experiment to develop product, engage market
5 data traps to avoid
false positive (not actually there), false negative (overlooking), local maximum (missing out on real potential), exhausted maximum (overlooking limitations), wrong data (searching in wrong place)
financial accounting
formal, rule based accounting principles
What are the 4 stages in the get-customers pipe?
Awareness Interest Consideration Purchase
Types of customer jobs
functional jobs (to perform a specific task), social jobs (want to look good/gain status), emotional jobs (seeking a specific emotional state)
scope
geographic range of market
market
group of current/potential customers with willingness and ability to buy
incubators
help entrepreneurs launch by providing office space, business services assistance and funding
Competitive advantage defintion
Firm's ability to create a large gap between the amount it's customers are willing to pay and the costs it incurs
High Growth phases: mgmt buyout
acquire business or division
pass through taxation
business earnings distributed to owners who pay individual taxes on earnings
12 Basic accounting concepts: historical cost
business transactions are measured initially in terms of actual historical cost
convertible preferred stock
can be redeemed at face value of an investment plus accumulated dividends or converted into common stock for a pre-negotiated share of company
What are quick assets?
cash, short term investments, accounts receivable
debt vs equity fundraising
debt: fixed sum for fixed period of time at fixed interest; traditional bank; company profit equity: long term ownership in a venture in exchange for capital; angel investors; motivated by company success
Strategy canvas
diagnostic and action framework for a compelling blue ocean strategy captures current state of play in known markets line is value curve, shows company's relative performance horizontal axis is industry factors, vertical is offering level
BMC: customer segment
diff groups of people/orgs that enterprise seeks to serve
Business Plan
document that articulates proposed venture's business model and provides significant additional detail
trustee
driven by resources currently controlled
assets
economic resources with potential to provide future economic benefits to a firm
lean startup
follows principles of hypothesis driven entrepreneurship, refine along the way for success
types of lending crowdfunding
forgiveable loans (interest only if project has profit/revenue) presales (finished product) traditional (interest fixed)
bootstrapping
to achieve early cash flow and become profitable by drawing on personal resources without giving up equity to investors
Up round Down Round
when a value of a venture increases/decreases between financing events
3 criteria to choose legal form
who are investors? what are capital requirements and cash flow characteristics? what is the time frame for business life?
Liquidity Meaurements short term
working capital = current assets - current liabilities
Fit
you achieve fit when customers like your VP meaning you address important jobs, alleviate extreme pains and create essential gains
Dual aspect
Every transaction affects two accounts
What is the number one thing most likely to lead to a business idea
Experience in particular industry or market
Testing process
Extract hypotheses prioritize hypotheses design tests prioritize tests run tests capture learnings make progress
What are the 4 main areas of business
-Customers -Offer -Infrastructure -Financial Viability
What are two reasons crowdfunding has risen in popularity
-JOBS made it easier for small investors to participate in equity fundraising -Consumers familiarity with online payment system has risen
Critical Dimensions of Business Practice according to Stevenson
-strategic orientation -commitment to opportunity: willing to act in short time frame and chase opportunity quickly -commitment of resources: maximizes value by minimizing resource set and accepting risk -control of resources: use other's resources -management structure: need for coordination of uncontrolled resources, flexibility maximized, employees want independence -reward philosophy: focus on creation and harvest of value and base compensation on perfomance
What are the five phases of channels?
1) Awareness 2) Evaluation 3) Purchase 4) Delivery 5) After Sales
Two "schools of thought" for entrepreneurship definition
1) Entrepreneurship as an economic function -doesn't make sense to decide what economic functions are entrepreneurial 2) Entrepreneurship as a set of traits -single psychological profile of an entrepreneur doesn't exist *Both only focus on some aspects of some entrepreneurs
What are two benefits of using an MVP for testing?
1) Shortens product development because you can incorporate customer feedback from the beginning 2) Easier to interpret test results and diagnose problems because you can isolate features
Two types of pricing mechanisms
1) fixed menu pricing: predefined based on static variables 2) dynamic pricing: change based on market conditions (i.e. auctions)
What are the 4 steps in the learning test card
1. Hypothesis 2. Observations 3. Learning and Insights 4. Decisions and actions
What are the 4 steps in the experiment test card
1. Hypothesis 2. Test 3. Metric 4. Criteria
What are two major causal factors in a recession?
"Irrational exuberance" Asset Bubbles
What are 3 categories of ways to value a business?
-Asset-based -Earning value -Market value
Good Reasons to Burn Through Cash
-Building proprietary tech/regulatory hurdles -Social Network Effect -Building brand awareness
What is the equation for churn rate
1/average customer lifetime in months
TAM
100% of market for the type of product you sell
TSM: total servicable market
100% of market you could actually sell to
Number of months to recover CAC has to be less than
12
High Growth phases: 1st around
1st launch, develop marketing, sales, distribution
Typical length of financial forecast
3-5 years, longer if you need long term investments before profit
Strategy definition
An integrated set of choices that positions the business in its industry so it can generate superior financial returns in the long run
Three Core Financial Statements
Balance sheet: point in time, snapshot of investing and financing activities. portrays financial position of company Income statement: period, how company performed during presented periods, net profit or loss Statement of change in shareholder equity: period, reconciles activity in equity section of balance sheet
What kind of phenomenon is entrepreneurship?
Behavioral
Business Model Definiton
Business model describes the rationale of how an organization creates, delivers and captures value
What is convertible equity and how is different from convertible debt
Convertible equity is like a convertible note but with no interest and no maturity date
What are the 4 phases of customer development?
Customer Discovery, Customer Validation Customer Creation, Company Building
6 Strategies to gain customer insights
Data Detective, Journalist, Scientist, Impersonator, Anthropologist, Co creator
What equation to use to compare two company's liquidity measures?
Debt-to-Equity Ratio = Total Liability / Shareholders Equity
What are Porter's 3 generic strategies
Differentiation: creating something that is perceived industry wide as being unique. Overall Cost Leadership: offering a combination of cost benefits industry wide. Focus: targets a particular buyer group, segment of the product line, or geographic market with differentiation, cost leadership, or both
Integrated Suite of Tools
Environment map Business Model Canvas Value Proposition Canvas
3 Rewards of Entrepreneurship
Growth Reward: personal growth Income Reward Flexibility Reward: structure life in way that suites needs
Six types of stakeholders
Influencers (informal: groups whose opinions count/decision makers listen to), Recommenders (formal), Economic Buyers (controls budget and makes purchase), Decision Makers (responsible for choice of product), End Users (ultimate beneficiaries), Saboteurs (obstruct searching, evaluating and purchasing process)
What is the significance of the panic of 1873?
It illustrated how asset bubbles and irrational exuberance can lead to recession. Railroads were a promising technology but banks and companies had over-invested in them
whats the life time value rule for SAAS
Life time value > 3 * customer acquisition cost
What are 4 ways to keep customers?
Loyalty programs Customer satisfaction surveys Product updates Check-in programs
What are the West Coast Angel's 7Ps
Pitch People Product Pain Players Projections Proposition
7 Risks of Entrepreneurship
Market Risks Legal/Regulatory Risks Financial Risks People Risks Systematic Risks Competitive Risks Technology & Operations Risks
3 types of FIT
On paper (problem solution): have evidence that your customers care about certain jobs/pains/gains, designed a VP that addresses In the market (product market): have evidence that your products and services are creating customer value In the bank (business model fit): your value proposition can be profitable and scalable into business model
What are pros and cons of convertible notes?
Pros Quick and easy w/o negotiation of valuation Cons -Accumulation of interest and maturity that comes before seed function could bankrupt a start up -Puts a massive debt on the start-up balance sheet that could make it unattractive for bank loans
What are four ways to grow customers?
Referrals Cross-sell up-sell Un-bundling
What are Steve Blank's two categories of customer development
Search Execution
Entrepreneurship Definiton
The pursuit of opportunity without regard for resources currently controlled
2 types of Revenue streams in a business model
Transaction, Recurring
12 Basic accounting concepts: going concern
Unless evidence, those preparing and auditing financial statements assume that entity will continue operation to forseeable future
How is problem solution fit defined?
When customers get excited about your value proposition
Strategy is a firm's answer to two fundamental questions:
Where to compete How to compete
business pitch
a presentation that can be used to communicate business model to investors
12 Basic accounting concepts: Business entity
accountant's area of interest; separate and distinct from owners
12 Basic accounting concepts: reliability of evidence
accountants recording events should rely on objective, verifiable, documentary evidence
Advantages and Disadvantages of Sole Proprietorship
advantages: secrecy, unique tax advantage, no share of profit, freedom in action and control, simple to organize, operate, dissolve disadvantage: limited capital, difficulty obtaining credit, inadequate management, unlimited liability, limited legally
High Growth phases: expansion
aggressive growth, establish privately held company
Benefits of crowdfunding
alleviate capital crunch validate business idea refine product or service through feedback market validation/ accurate picture of performance marketing - providing backers with product to promote
shareholder equity
amount of funds owners have provided and their claims on the assets of a firm
pains
anything that annoys your customer/ prevents them from getting job done
liquidity measurements - long term
assets - liabilities = owners equity
Six Forces shaping industry competition
bargaining power of suppliers, intensity of rivalry, new entrants, bargaining power of buyers, substitutes, complements
accelerators
bootcamp intensive coaching/networking
structure of venture capital firm
money raised from limited partners like pension funds, endowments and wealthy individuals run by professional investors (VCs) new ventures attract VC firms if investments are larger than founders can obtain through angels, bootstrapping, bank loans. chance of very high return
How to calculate a customer's lifetime value with a subscription model?
monthly subscription rate * gross margin / churn rate
BMC: key partnerships
network of suppliers and partnerships to make business model work
insurgents
new entrants
3 patentability test
novelty, nonobviousness, usefulness
12 Basic accounting concepts: consistency
once an entity has decided on one accounting method, should continue unless sound reason to change
elevator pitch
one paragraph of new business/opportunity - to capture interest of someone unfamiliar w your idea
5 functions of formulating business plan
opportunity to test ideas and determine if viable business opportunities exist foundation for debating and analyzing key assumption, developing financial forecasts and designing early experiments Baseline to clarify future milestones as entrepreneur builds minimal viable product offering engaging with market clear statement of metrics to test assumptions and measure performance approach to communicating with others about the business while raising money, assembling team, attracting suppliers/customers/partners
expenses
outflow of asset
What is working capital a short hand for
A firm's ability to pay debts
What is a convertible note?
A loan typically issued to the start-up before it is valued in its seed round. The loan converts to equity during the seed round
A product that is truly minimal because it does not exist yet is called a _________ _________
A product that is truly minimal because it does not exit yet is called a smoke test
What equation to use to assess a firm's solvency?
Assets - debt = owners equity
Fundamental accounting equation
Assets = Liabilities + Stockholder Equity
12 Basic accounting concepts: monetary unit
accounting is a measurement process dealing with events in monetary terms
12 Basic accounting concepts: materiality
accounting standards apply only to material items
advantages and disadvantages of partnership
ad: easy to form, division of mgmt and labor, ideas/skills/plans of more than one person, raise more capital, obtain financial resources dis: limited, unliited liability, responsible for partner, incompatibility possibility
12 Basic accounting concepts: conservatism
added weight given to choice that leads to lowest asset or highest liability
partnership
business w 2+ owners
BMC: revenue stream
cash a company generates from each segment
industry
consists of sellers that offer products similar and substitutional
High growth vs low growth venture model
high growth, longer and steeper cash flow decline, later break even, slower growing revenue, extreme exponential growth low growth, smaller cash negative, sooner break even, shallow and even revenue growth
BMC: channels
how communicate with customer segment to deliver VP
gain creators
how product service creates customer gains
pain relievers
how your product services alleviate customer pains
High Growth phases: seed
identify opp and develop business model
BMC: key resources
important assets required to make business model work
BMC: key activities
important things company must do to make business model work
just do it ! (approach)
improvisational, adapting to feedback
12 Basic accounting concepts: matching
income or profit reported on a financial statement is result of matching of related costs and revenues in a period
types of equity crowdfunding
investor led- securities, revenue, profit sharing - profits accessible to accredited investors entrepreneur led- equity, bondlike, shares, securities, revenue, profit sharing- profits accessible to all investors
Four components of environment map
key trends, market forces, macro economic forces, industry forces
LLC
limited liability company
Key advantage of corporation
limited liability for shareholders
4 types of business plans
mini business plan (external): summary of essential components of new venture strategy, go to market and operating plans and how those translate to financial forecasts traditional business plan (external): contain detailed discussion of strategy, go to market, operating plans and how they become financial forecasts go to market (internal): unmet needs of early customers, product, service or solution that can be developed to address needs and value proposition operating plan (internal): define key activities and milessones that must be accomplished as founders develop, produce deliver first offering
crowdfunding
outsourcing of an organizational function to a strategically defined network of actors in the form of a platform open call
4 common types of intellectual property
patents: protection of commercial/industrial products (20y) trade secrets: ideas, information, routines used in one's business/not generally known/source of competitive advantage (indefinite) trademark: word, name, symbol, phrase, design used to identify/differentiate product (indefinite or until abandoned or generic) copyright: protects creative works fixed expression (author + 70y)
High Growth phases: 2nd round
penetrate initial markets, show ability to generate revenue
angel investors
people who invest own money in startups (business leaders, entrepreneurs, wealthy) motivated by economic returns and want to work with budding entrepreneurs
Operational Effectiveness
performing the activities of creating, producing, selling and delivering a product better than rivals
12 Basic accounting concepts: accounting period
periodically test readings of progress, breaks flow of business activities into a series of reporting periods
Sole propietorship
person who undertakes a business without any of the formalities associated w other forms of organization. individual = business for taxes/legal
six major factors in choosing a business form
personal liability of business owner taxation complexity and organizational costs control of business continuity of business ability to raise capital
High Growth phases: work out
plan for turnaround (troubled)
previous investor ownership
pre money amount/post money valuation
pre money valuation post money valuation link
pre money value = post money value - investment
venture capitalist
professional investors at firms who invest in new ventures using funds from limited partners such as pension funds, endowments and wealthy - angel investors invest personal money
Red oceans, blue oceans defintion
red oceans are all existing industries/known market blue oceans are all nonexisting industries/unknown market
Four Actions Framework
reduce, create, raise, eliminate allows company to systematically explore how to reconstruct buyer value
BMC: customer relationship
relationship between company and customer
build it and tey will come
relies on founder's vision, engineering dominated team delivers product
12 Basic accounting concepts: disclosure
reports should disclose enough information that they will not mislead careful readers who are reasonably well informed
Resource based view
resources are what the company has, capability is what company does w it ownership of resources is source of advantage market demand, scarcity, appropriability
Equity sources
revenue earned and expenses incurred result in profit or loss - go to dividends to pay shareholders who contribute funds or they are retained. contributed capital and retained earnings make up owner's equity
accrual accounting
revenues and expenses recorded when earned, not when money is received/paid
cash accounting
revenues when cash received/expenses when cash paid
S corp vs C corp
s corp has tax status of partnership (paid on personal level), protection from legal liability is same as corporation, *must have one class of stock and less than 75 stockholders c corp, firm does not get deduction for dividends paid and earnings are taxed twice
minimal viable product
smallest subset of features/activities needed to complete a build measure learn cycle and test business model hypothesis