Startup Jargon

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Pitch Pitch Deck Elevator Pitch Pitch Competition Business Plan Business Model Canvas AARRR Model (Acquisition, Activation, Retention, Referrals, Revenue)

Value Prop Roadmap Distrupt Intellectual Property & Copyright & Patents Open Source & Copyleft Commercialize B2B & B2C & B2B2C SME & Enterprise Cottage Business SaaS Licensing Franchising Scaling Economies of Scale TTO University/Academic Spin-Out/Spin-Off Moonshot Risk (Tolerance, Above-Ground) Market Cost (Above, Below) Absolute Advantage

Valuation (Pre- and Post-Money) NPV Unicorn, Unicorpse, Decacorn Camel Dragon ROI Advance Assurance

Founder (Cofounder, Technical & Non-Technical) Entrepreneur Serial Entrepreneur Solopreneur End-User (User) Early Adopter, Early Majority, The Chasm Evangelist Advisors Angels VCs Accredited Investor Shareholder, Stockholder vs. Stakeholder Board (of Directors) Cap Table Dilution

3 F’s (aka Friends, Family, and Fools) Bridge Loan (aka Swing Loan) Debt Financing Seed Funding (aka Round, Stage) (Priced) Series A, B, C, etc. Letter of Intent Term Sheet Convertible Note SAFE Note Due Diligence Data Room Blind (aka Anonymous Application) Follow-on Funding Sweat Equity Vesting & Cliffs (Accellerated) Option Pool

Exit Acquisition Acqui-Hire Joint Venture Merger IPO (aka “Going Public”) SPAC Liquidate (Liquidation Preference) Waterfalls

Accellerators Incubators Coworking Spaces In-kind support

Bootstrapping Crowdfunding Freemium Pricing Loss-Leader Pricing

Lean Revenue (ARR, MRR, RRR) Cash Flow (Positive, Negative) Ramen Profitable Profit, Net Income Revenue, Net Revenue Gross Margin, Operating Revenue AP, AR Accrual Basis (Cash) Runway & Burn Rate & Run Rate Curn Rate KPI Key Metrics Pivot Sprint A/B Testing Bounce Rate CAC LTV Engagement Traction Retention Inbound/Outbound Marketing Guerilla Marketing Organic/Inorganic Traffic SEO CRM Target Market SAM, SOM, TAM (Addressable Market, Market Penetration) Segment Leads, Prospects (Marketing Qualified, Sales Qualified)

Building in Public Stealth Mode GTM (Go-To-Market) Launch First-Mover Advantage (Second-Mover Advantage) Iteration PoC Prototype Wireframe UI, UX MVP Validation Product-Market Fit Hockey Stick Growth Hacking R&D Pivot Low Hanging Fruit The Valley of Death (aka Death Valley Curve) To Dogfood To Piggyback Supply Chain (Suppliers) To Outsource Flywheel Network Effect