Burn rate
Burn rate is how much cash your company spends each month. Gross burn is total monthly spending. Net burn is spending minus the cash that comes in.
Read more →Glossary
Startup glossary
The terms every founder hears, explained in plain language. Each entry shows a real example, the mistake to avoid, and how to work it out for your own business.
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C
Competitive analysis
A competitive analysis maps every option your customer could choose instead of you: direct competitors, solutions from other categories, workarounds, and doing nothing. It shows where alternatives fall short and where you can win.
Read more →G
Go-to-market strategy
A go-to-market strategy is your plan for which customers you reach first, through which channels, with what offer, and in what order. It turns a good product into repeatable sales.
Read more →I
Ideal customer profile (ICP)
An ideal customer profile (ICP) is a specific description of the customer who gets the most value from your product: the one most likely to buy quickly, stay long, and refer others.
Read more →J
Jobs to be done
Jobs to be done is a way of understanding customers by the progress they are trying to make. People "hire" a product to get a job done in a specific situation, and they fire it when something does that job better.
Read more →P
Positioning statement
A positioning statement is an internal sentence that defines who your product is for, what category it competes in, what makes it different, and which alternative it beats. It guides decisions. It is not a tagline.
Read more →Product-market fit
Product-market fit is the point where a clearly defined group of customers buys your product, keeps using it, and recommends it, without you having to push. Demand starts to pull instead of you pushing.
Read more →R
Runway
Runway is the number of months your company can keep operating before it runs out of cash, at its current net burn rate.
Read more →T
TAM, SAM, SOM
TAM, SAM and SOM size your market in three steps. TAM is the total revenue if every possible customer bought. SAM is the part you can reach today. SOM is the part you can realistically win in the next one to two years.
Read more →V
Value proposition
A value proposition is a clear statement of the result a customer gets from you, why they can believe it, how quickly it happens, and how much effort it takes. It explains why someone should choose you.
Read more →Related tools
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