Business & Startup Terms

With #sharktankindia season3 starting today, a know how of terms used during pitches. Got to learn a lot - it is the hard work by both judges and contestants. It takes a lot to be shortlisted, invited and present ideas to the panel.

No matter how fancy it is presented, what counts is how the business impacts, revenues generated and forecasts. It's a myth that making high quality presentations with chunk of information & graphics may get a good business. This could be true but not. Remember Amazon banned powerpoint and took an alternative method !!!

In the previous season some participants got blank cheques and it was a competitive atmosphere for a while. The business idea was brilliant and so the results. Some businesses with unique ideas failed to impress the panel. Wishing good luck to all the participants this time.

It's a great learning every show, every season.

1. Footfall - The number of people entering a shop or shopping area in a given time

2. Foothold: The authors define a foothold as a tactical or strategic move in which a firm purposefully establishes a small position in a market.

3. Pivot - A pivot means fundamentally changing the direction of a business when you realise the current products or services aren't meeting the needs of the market. (shift to a new strategy - in startup [When a startup is ‘Pivoting’ it means that they may be using the established tech for an entirely new purpose. Changing directions of the company entirely or it can also mean doing business in a different market segment]

4. White Label - This refers to a product that is produced by one company and then rebranded by another company to make it appear as if they had manufactured it themselves. The term "white label" originates from the practice of placing a label with a white background on the product, allowing the rebranding company to easily replace it with their own branding.

5. Private Label - "Private label" is a similar concept to "white label" in the manufacturing context, but there are some distinctions between the two. In private labelling, a company produces goods and sells them under the brand name of a retailer or another business, as opposed to the manufacturer's brand. This is a strategy often employed by retailers who want to offer their own branded products without investing in the entire manufacturing process. The products are specifically produced for that retailer and carry their branding.

6. USP - USP stands for "Unique Selling Proposition" or "Unique Selling Point." It is a marketing concept that highlights a distinctive aspect or feature of a product or service that sets it apart from competitors in the minds of consumers. The USP is the reason why customers should choose a particular product or service over others in the market.

7. Pipeline - In sales and marketing, a sales pipeline refers to the stages that a potential customer goes through from the initial contact to making a purchase. It typically includes stages like lead generation, qualification, proposal, negotiation, and closing.

8. Niche market - A niche market refers to a specific, defined segment of the market that is addressed by a particular kind of product or service. Niche markets are characterized by their narrow focus, catering to the unique needs, preferences, and interests of a specific group of customers. These markets are often smaller and more specialized than broader markets.

9. Accelerator - Accelerator or AKA Incubator is a centre where startups are incubated, mentored and sometimes funded

10. Boot-Strapping: Boot-Strapping literally means a startup surviving on Maggi Noodles. In other words, it means a startup which is using personal cash or cash from friends and family to run its operations.

11. B-to-B: B2B means Business to Business which means your startup business model is to sell products or services to other companies. B2C means Business to Consumer, it simply means you sell products and services to the public.

12. B-to-C: B2C stands for "Business to Consumer," and it refers to the type of commerce where businesses sell products or services directly to individual consumers. In a B2C transaction, the business is the seller, and the end consumer is the buyer. This model involves businesses marketing and selling products or services directly to individuals for their personal use.

13. Burn Rate (Run Rate): Investors are not very keen in putting their money where the burn rate is excessive. Burn Rate = (Starting Balance – Ending Balance) / # Months.

14. Run Rate: To calculate run rate, take your current revenue over a certain time period—let's say it's one month. Multiply that by 12 (to get a year's worth of revenue). If you made $15,000 in revenue for each month, your annual run rate would be $15,000 x 12, or $180,000

15. FMA (First Mover Advantage): In marketing strategy, first-mover advantage (FMA) is the competitive advantage gained by the initial ("first-moving") significant occupant of a market segment. ... First movers in a specific industry are almost always followed by competitors that attempt to capitalise on the first movers' success. Not every startup that you see is the first to market startup

16. Lean Startup: Lean startup is more or less similar to Growth Hacking. The ideology behind starting lean is to prove your business concept as you go. It's about understanding what is working best for your consumers in the cheapest and effective way via constant feedback.

17. Market Penetration: Market Penetration simply means what is the percentage of the potential market you are hoping or have captured. The VCs would also want to know how fast you can capture it.

18. ROI (Return On Investment): Simply put, it’s what investors expect to get for what they put in. It can also mean your returns over a particular marketing campaign.

19. Sweat Equity: As the word suggests ‘Sweat’ in other words Hard work Equity. What it means is that the Startups give an equity percentage to a person for his or her hard work in the company. This is an excellent recruiting tool to attract passionate employees.

20. Term Sheet: The Term Sheet is basically a document which tells what percentage of ownership and voting rights will the Investors get for putting funds in your business.

21. Break-even point : The break-even point is the point at which total cost and total revenue are equal, meaning there is no loss or gain for your small business. In other words, you've reached the level of production at which the costs of production equals the revenues for a product.

22. Gross Margin: is net sales less the cost of goods sold (COGS). In other words, it's the amount of money a company retains after incurring the direct costs associated with producing the goods it sells and the services it provides.

23. ARR: Accounting Rate of Return (ARR) is the average net income an asset is expected to generate divided by its average capital cost, expressed as an annual percentage. (Average Net Profit / Average Investment)

24. Hypothetical: supposed but not necessarily real or true.

25. ARPU - ARPU stands for "Average Revenue Per User." It is a key performance indicator (KPI) used in business to measure the average revenue generated by a single customer or user within a specific timeframe. ARPU is commonly used in industries such as telecommunications, subscription-based services, and online platforms.

26. Acqui Hired - Acqui-hiring or Acq-hiring (combination of words "acquisition" and "hiring") is a relatively new phenomenon in tech industry which stands for purchasing companies in order to recruit and acquire its employees, while the product of the company becomes secondary.

27. Bootstrapping - In a business or financial context, "bootstrap" can refer to a method of starting and running a business with minimal external capital. Entrepreneurs who bootstrap their businesses often rely on personal savings, revenue generated by the business, and cost-cutting measures instead of seeking external funding from investors or loans.

28. Burn rate - "Burn rate" typically refers to the rate at which a company is using or "burning" through its available cash or capital over a specific period. It is a financial metric that is often used in the context of startups, particularly in the technology and venture capital industries. The burn rate is an indicator of how quickly a company is spending its capital to fund operations and development activities. [The amount of money lost (BR=revenue - total cost spent)]

29. Churn - "Churn" refers to the rate at which customers or subscribers stop using a product or service over a given period. It is a key metric in business, particularly in industries that rely on subscription models or recurring revenue. Churn is also known as customer attrition or customer turnover.

30. Churn rate vs Retention rate: Customer churn rate is the percentage of customers that sign up and then leave within a given amount of time. Whereas customer retention rate is the percentage of customers that sign up and stay with you.

31. Cliff - In the context of stock options or other equity-based compensation plans, "cliff vesting" refers to a vesting schedule where employees become fully vested in their stock or options after a certain period, often all at once. Before reaching the cliff date, employees may have no vesting rights, and after that date, they become fully vested.

32. Convertible Note - A convertible note is a financial instrument used by startups to raise capital, particularly in the early stages of their development. It is a form of debt that has the option to convert into equity under specified conditions. Convertible notes are commonly used in seed funding or initial rounds of financing when the valuation of the company may not be well-established.

33. Conversion Funnel - A conversion funnel, often referred to simply as a "funnel," is a marketing and sales model that represents the stages that a potential customer goes through before making a purchase or completing a desired action. The funnel concept is used to visualize the customer journey from initial awareness to the final conversion.

34. Customer Acquisition Cost (CAC) - Customer Acquisition Cost (CAC) is a metric that measures the average cost a business incurs to acquire a new customer. It is an essential key performance indicator (KPI) for companies, especially in marketing and sales, as it helps assess the effectiveness of their customer acquisition strategies.

35. Daily Active Users (DAC) - Daily Active Users (DAU) is a metric commonly used in the context of online platforms, mobile apps, and digital services to measure the number of unique users who engage with a product or service on a daily basis. DAU is a key performance indicator (KPI) that helps companies assess the popularity, engagement, and overall success of their digital offerings.

36. A "decacorn" is a term used to describe a privately held startup company with a valuation of over $10 billion. This term is a play on the more commonly used term "unicorn," which refers to a startup with a valuation exceeding $1 billion.

37. Dragon - The term "dragon" can refer to a company that has achieved a valuation of $1 billion or more. This is akin to a "unicorn" but typically used in the Asian business landscape.

38. ESOP - ESOP stands for "Employee Stock Ownership Plan." It is an employee benefit plan that allows employees to become partial owners of the company by acquiring shares of the company's stock. ESOPs are a form of employee ownership where employees gain a financial stake in the company, typically through contributions made on their behalf by the employer.

39. Exercise Period - The "exercise period" typically refers to a specific timeframe during which stock options can be exercised by the option holder. Stock options are financial instruments that give an individual the right, but not the obligation, to buy a certain number of shares of company stock at a predetermined price, known as the exercise or strike price.

40. Exercise Price - The "exercise price," also known as the "strike price," is the predetermined price at which the holder of a financial derivative, such as stock options or warrants, can buy or sell the underlying asset. It is the price at which the option holder can exercise their right to buy (in the case of a call option) or sell (in the case of a put option) the underlying asset.

41. Exit - The term "exit" in business and investment contexts generally refers to the strategic move by an investor or company to liquidate or sell its investment in a particular asset or business. An exit is often seen as a way for investors to realize returns on their investment or for entrepreneurs to monetize their efforts and investments in a business.

42. Freemium - "Freemium" is a business model in which a company offers both free and premium (paid) versions of its product or service. The basic version is provided for free, and users have the option to upgrade to a premium version with additional features, enhanced functionality, or other benefits for a fee. The term "freemium" is a combination of "free" and "premium."

43. Gross Merchandise Value (GVM) - Gross Merchandise Value (GMV) is a financial metric commonly used in e-commerce and marketplace businesses to measure the total value of merchandise sold through the platform over a specific period. GMV represents the total sales volume transacted by all sellers on the platform, regardless of whether the transactions were profitable for the platform itself.

44. Go To Market Strategy (GTM) - A Go-To-Market (GTM) strategy is a comprehensive plan outlining how a company will bring its products or services to market and reach its target customers. It encompasses various elements, including marketing, sales, distribution, and customer support.

45. Incubator - An incubator, in the business context, typically refers to an organization or program that provides support, resources, and mentorship to early-stage startups to help them grow and succeed.

46. IPO - IPO stands for Initial Public Offering. It is a significant financial event in which a private company offers its shares to the public for the first time, transforming from a privately held company to a publicly traded one.

47. Life Time Value (LTV) - Customer Lifetime Value (CLV or LTV) is a key metric in business that represents the total predicted revenue a business can expect to earn from a customer over the entire duration of their relationship.

48. Minimum Viable Product (MVP) - A Minimum Viable Product (MVP) is a version of a product with just enough features to satisfy early users and gather feedback for further development. The concept of an MVP is closely associated with the lean startup methodology and emphasizes the importance of quickly bringing a product to market with minimal features, allowing the development team to learn from user interactions and iterate on the product based on real-world feedback.

49. Pre Money Valuation - Pre-money valuation refers to the estimated value of a company before any external financing or capital injection, such as an investment from venture capitalists or angel investors. It represents the valuation of the company prior to the infusion of additional funds.

50. Revenue Model - A revenue model outlines how a business generates income and makes money. It provides a structured framework for understanding and articulating the various ways a company plans to earn revenue from its products, services, or other offerings. Revenue models are essential for business planning, financial forecasting, and overall strategy.

51. Run Rate - Run rate is a financial metric that extrapolates a company's current financial performance to estimate its future performance. It is often used to annualize or project financial figures based on a shorter period, such as a month or a quarter. Run rate provides a simplified way to assess performance trends and make projections without waiting for a full year's data.

52. Seed Fund - Seed funding, often referred to as "seed capital" or simply "seed money," is the initial capital provided to a startup company to support its early development and operations. This funding is typically used to cover initial expenses such as product development, market research, and building a founding team. Seed funding is crucial for startups in their early stages when they are working to validate their business concept and attract further investment.

53. Series of Funding - In the startup and venture capital ecosystem, funding rounds are categorized into series, each denoted by a letter (e.g., Series A, Series B) and representing a different stage of a company's growth. Each funding round typically corresponds to a specific level of development, milestones achieved, and funding needs.

54. Soonicorn - A soonicorn refers to a startup that is rapidly growing and has the potential to reach a valuation of $1 Bn in the near future.

55. Sweat Equity - "Sweat equity" refers to the non-monetary contribution made by individuals to a project or business, typically in the form of time, effort, skills, or expertise. In entrepreneurial and business contexts, sweat equity represents the value created through hard work and dedication rather than a direct financial investment.

56. Term Sheet - A term sheet is a non-binding document that outlines the key terms and conditions of a potential investment or business deal. It serves as a preliminary agreement that highlights the fundamental terms that will govern the transaction.

57. Value Proposition - A value proposition is a clear and compelling statement that communicates the unique benefits and value that a product or service provides to its customers. It answers the fundamental question: "Why should customers choose your product or service over alternatives in the market?"

58. Venture Capital (VC) - Venture capital (VC) refers to a type of private equity financing that investors provide to startups and small businesses with high growth potential. In exchange for their investment, venture capitalists typically receive equity in the company, allowing them to share in the success of the business.