Jul 18

What Is the Business Model Canvas and How to Use It

By Eckhard Ortwein | Business Model , Business Models Essentials , Lean-Case

Business model canvas

Business Model Canvas is a strategic management template for developing new business models or documenting and improving the existing ones. It’s a visual chart that helps companies align their activities by illustrating the potential trade offs. This visualization method is applied in leading companies and startups worldwide and you can also use this great tool to improve the focus and clarity of what your business is trying to achieve.

You don’t need tens of pages of a traditional business plan to understand the intricacies of your specific business. Instead, you can create the Business Model Canvas that will explain the core elements that drive your business in a single page. In this article, we’ll dive into details of this visualization method and compare it with Lean Canvas template.

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Jul 18

SWOT Analysis and its Use in Business Planning

By Eckhard Ortwein | Business Model , Business Models Essentials , Lean-Case

SWOT analysis

A SWOT analysis is a powerful tool that can help you develop a strong business strategy. Doing a SWOT analysis doesn’t take much time, but it allows you to think about your business in a new way – discover new opportunities, manage and eliminate threats. It’s actually a plan of action for moving forward, in the context of the current situation of your business in the changing environment.

In this article, we will explain what a SWOT analysis is, and give you some tips on how to do a SWOT analysis.

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Jul 10

What Is Customer Lifetime Value (CLTV) and How to Measure It

By Eckhard Ortwein | Lean-Case , Metrics , SaaS

Customer lifetime value

CLV, CLTV or LTV is one of the most important metrics for growing companies which can help you understand a reasonable cost of customer acquisition. Roughly defined, customer lifetime value (CLTV) indicates the total revenue minus rlated cost a business can expect to generate from a customer in the course of business relationship. CLTV compares customer’s revenue value to the company’s predicted customer lifespan and allows businesses to identify significant customer segments that are the most valuable to them. Whether you have a traditional offline business, a fully digital business like SaaS or some combination of the two, calculating your CLV can help you make smarter decisions about your marketing and sales budgets and bring better returns on your investments.

In this article, we’ll briefly cover how to calculate CLTV and how to get started with CLTV analysis.

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Jun 30

Series A funding: a Guide to Help You Succeed in Raising Capital

By Eckhard Ortwein | Investor , Lean-Case

Series A funding

Every new business needs money to get it off the ground and to grow. So a significant part of your effort as a startup owner will be raising funds. That’s why understanding the basics of raising capital will be critical to your success. In this article, we will discuss startup funding stages that every entrepreneur should know. You will learn about the specifics of series A funding and the difference between angel investing vs venture capital.

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Jun 30

Direct Cost and Cost of Goods Sold (COGS)

By Eckhard Ortwein | Investor , Lean-Case , Metrics

direct cost

Tracking business expenses is very important for business owners. It allows you to improve money management and monitor the growth of your business, plays a crucial role in calculating profitability, and can help you attract investors. This article covers two key metrics which you should track on a regular basis – direct cost and cost of goods sold (COGS).

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Jun 30

Cash Burn Rate – a guide to use this metric in business planning

By Eckhard Ortwein | Investor , Lean-Case , Metrics

cash burn rate

Burn rate is a simple metric that every entrepreneur must be familiar with because, if calculated correctly, it’s crucial for planning, growth, and the success of any business. It is used to measure sustainability or how long a company can operate until it runs out of money. But what exactly is cash burn rate and how can we calculate it? Keep reading this article and you will find answers to these questions.

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Jun 14

Sales Ramp Up – When Will Salespeople Start Making Quota?

By Eckhard Ortwein | Lean-Case

Sales Ramp Up – When Will Salespeople Start Making Quota?

Sales Ramp Up – When Will Salespeople Start Making Quota?

The more your SaaS or software company offers a more sophisticated, higher priced solution, the more likely it is you will use a salesforce – yes, one with real people! Their role is to help convince customers of your merits and bring in orders. Whether your salespeople are inside or field representatives will depend on your offering and your target customers. In either case, Sales Ramp Up is relevant – how soon will they generate the right levels of revenue?

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Jun 14

Finding the Sales Commission Sweet Spot for SaaS

By Eckhard Ortwein | Lean-Case

Finding the Sales Commission Sweet Spot for SaaS

Finding the Sales Commission Sweet Spot for SaaS

Which levels of Sales Commission will keep your SaaS salespeople motivated to sell more, without unduly eating into your profits? “Trial and error” is one way of answering this question. Hopefully, you won’t end up pushing too much sales talent into the arms of your competitors in the process. Alternatively, you can simply see what the going rate is, then match it. You’ll still need to figure out things like your value proposition and the best way to manage sales rep egos, but at least you won’t have to worry about insulting them about their compensation.

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Jun 13

How To Grow Your Startup To The Scaleup Phase In 2 Years

By Kayleigh Alexandra | Lean-Case

How To Grow Your Startup To The Scaleup Phase In 2 Years

Anyone can start a business — that part isn’t particularly complicated, and there are enough guides out there that you can follow a set procedure by rote and call yourself an entrepreneur. It’s everything after that point that’s complicated. Consider this: it’s been reckoned that the probability of a new business making it to a fifth year is only slightly higher than fifty percent.

Let’s say that you’re particularly ambitious: you not only plan for your new business to survive indefinitely, but also intend to hit the scaleup phase in just a couple of years. Plenty of startups that prove sustainable never achieve the kind of success needed to scale up significantly, so you’re clearly facing a major challenge.

Nothing is ever guaranteed, naturally, but how can you optimize your chances of reaching your goal? Here are some suggestions to help you navigate the choppy waters of startup growth:

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Dec 10

The SaaS Business Model – double revenues with incremental improvements

By Eckhard Ortwein | Business Model , Lean-Case , SaaS

LeanCase WinningbyDesign

The SaaS Business Model and the power of incremental improvements 

This post illustrates how incremental improvements along the Customer Lifecycle of a SaaS Business Model can result in massive changes of outcome for revenues as well as profitability.  In Customer Lifecycle models  revenues are not the sum of deals, but the product of conversion and expansion rates, creating "multiplicative" instead of "additive" impact. We describe which time, conversion, volume and financial metrics are required to capture all assumption for the business model. Learn how you can more than double your revenues by improving key metrics only between 10% and 15%.

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