How many contracts a year
How many contracts a year
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по разделам
Елена Вахрушева
Поздравляю всех с Рождеством Христовым! Желаю всем нам мира и добра! Пусть с каждым днём живётся только лучше! Ведь Рождество – чудесная пора, Чтобы открыть для счастья свою душу. Пусть больше будет преданных друзей И теплоты с любимыми в общении. Пускай на протяжении жизни всей Нас всех не покидает вдохновение! 
bolivarka
Большая благодарность админам сайта. Разобрались в сложной ситуации. К каждому вопросу подходят индивидуально. Процветания и всех благ.
linguist
У яндекса своя карта есть. Можно покупать продукты и другие товары без комиссии
Pyma
МОЛОДЕЦ! Достойный ответ, полностью поддерживаю. Удачи тебе на сайте veradip.
olga_1309
Елена Вахрушева,Согласна целиком и полностью. Тем более зная заказчика, не выкупленных работ за все время сотрудничества не было ни разу, да и с разблокировкой средств аналогично. Вообще можно было решить вопрос через личные сообщения (чат) или тех.поддержку, я считаю, а не устраивать истерику в отзывах
+ Английский
Письменное задание
Задание 1.
Напишите письмо (только английский вариант) своему деловому партнеру, поблагодарите его за помощь в организации конференции и сообщите о дате и месте предстоящих переговоров.
Письмо должно содержать:
— логотипы и адреса обоих компаний;
— дату;
— приветствие;
— вступительную, основную и заключительную части;
— прощальную фразу и подпись с указанием должности.
Постарайтесь четко и лаконично выразить свои мысли и намерения. Адреса и названия придумываете сами или берете реально существующие. Помните о разнице в оформлении адресов в русском и английском варианте. Текст письма должен быть написан в официально-деловом стиле.
Практическое задание
CASE 3.
1). You are the president of your own company. The scheme of the organization is in the scheme below. Answer the questions and tell about your company in the written form.
2). You are going to expand your business. But you are not sure if it is really necessary. Collect a meeting and discus the future of your business with one of your employees.
Research and Development
Manager
President Marketing Research
Manager
Chief of the
Credit
Department Executive
Vice-President
Product Research
Manager
SalesManager Production
Manager Controller
Answer the questions in order to make a story about your company.
1. How many departments are there at the company?
2. How many managers do work at the company?
3. What is your opinion the most important department?
4. What department of your company is responsible for the development?
5. What department do you plan to expand?
6. Why do you believe that it is really necessary?
ЗАДАНИЯ НА ЭТАПЕ ПРОМЕЖУТОЧНОЙ АТТЕСТАЦИИ
Промежуточная аттестация в 3 семестре по дисциплине «Иностранный (английский) язык» проводится в форме экзамена в виде тестирования.
ТЕСТ № 3
«Иностранный (английский) язык»
№ п/п Содержание вопроса Варианты ответа
1 He is good _____ math and physics.
a) in
b) about
c) at
2 Are you interested _____ music and arts?
a) by
b) in
c) with
3 My mother was born _____ April 30, 1960.
a) in
b) at
c) on
4 When is he coming back _____ home?
5 He was _________ and could hardly make both ends meet. a) unemployed
b) unattractive
c) universe
6 Princes Diana was deeply loved and __________ in Britain.
a) determined b) admired
c) desperate
7 How much ______ to study there?
a) costs it
b) it costs
c) does it cost
d) does cost
8 I’m very busy at the moment. I ______ for the business talks with our English partners. a) prepare b) am preparing c) am going prepare d) am prepare
9 How many contracts a year______?
a) sign you b) do you sign c) you sign d) are you signing
10 The new catalogue of our production ______ next month. a) publishes b) is published c) will publish d) will be published
11 Выберите соответствие: конкуренция
a) communication; b) competition;
c) consumption
12 I thought you … be interested to hear about a new amplifier that we are pro-ducing.
a) can;
b) may;
c) might;
d) have to
13 They can ensure economic security only if they ________effectively with other companies.
a) cooperate;
b) cooperated;
c) will cooperate;
d) would cooperate
14 Would you like _______ at our hotel again?
a) stay;
b) to stay;
c) stayed;
d) staying
15 It is _______ by our manufacturing enterprise in Pennsylvania.
a) produce;
b) produces;
c) produced;
d) production
16 __________ your delegation visited our plant yet? a) have
b) has
c) did
d) was
a) mustn’t
b) don’t have to
c) must
d) have to
20 My mother is a hairdresser by______.
a) profession
b) education
c) trade
21 He _______ Microsoft. a) works for
b) works in
c) works on
22 Tomorrow I’ll meet my ____ employer.
a) further
b) promissing
c) possible
23 All unemployed people are registered at the ______.
a) work center
b) job center
c) labour center
24 Peter Brown _______ a programmer.
a) works
b) works for
c) works as
25 Выберите английский эквивалент к слову:
благосостояние a) welth;
b) welfare;
c) well-paid
How many contracts a year
Facade without scaffolding
kept to schedule. Thanks to the contractor of the capital repair «StroyProekt» Ltd, FCD of Moscow and TU TDTNadzor of South-West Administrative District for the excellent teamwork and control of terms and quality at the complex and special house.
10.11.2021
The hydrophobization of the facade of the house will help it to get out of the rain dry
Overhaul has enriched our vocabulary with new words and in discussions between neighbors we often hear the word «hydrophobic. It is about hydrophobic impregnation, organorabotivated, silane / siloxane-based for silicate bricks, natural stone, concrete. After cleaning the facade of tiles, which faced Our House, was partially «shaved» the original protective layer that prevents moisture and dirt from penetrating inside. Now the walls of the facade are protected with scaffolding and construction mesh, but these attributes of repair will soon disappear.
The impregnation protects the facade from rain and dirt. Frost resistance, resistance to anti-icing agents is improved, sensitivity to ultraviolet light is reduced. The contractor of the capital repairs, the company StroyProekt uses Remmers Funcosil SNL impregnation, a recognized German manufacturer Remmers Gruppe AG. Remmers company since 1949 has conducted scientific and research activities in the field of impregnation for various building materials, the product Remmers Funcosil SNL has the necessary European certificates ECO. The hydrophobizing impregnation does not form a protective film, its effect is stronger, the liquid impregnates porous bricks and blocks by penetrating inside.
«Hydrophobic» is applied in two passes, through a standard sprayer. It is not necessary to dilute the product. Windows, frames, window sills in this case are covered with a film. The process is controlled by the foreman and a representative of the house.
On one floor of the site usually takes about 10 liters, the volume depends on the area of the site.
In the first half an hour after application of impregnation, there may be a specific smell at the window. Because of the smell, it is desirable not to open the window during the hydrophobization and within an hour after. The product is not dangerous (if not used internally and not set on fire), protection of the respiratory system (filter not lower than A / P 2) is needed only to those who directly sprays the impregnation.
22.10.2021
The right way to recycle electronics and plastics passed
The issues of competent waste management and respect for the environment are among the most pressing. Another collection of plastics and electronics, which require special recycling, was held.
From our house we took back mercury lamps, two bags of plastic lids and over 30 kilos of batteries. A trunk full of recyclable materials was collected. These materials are sorted and taken to specialized recycling plants. The plastic will go to the production of new things and materials, and the proceeds will go to needy children.
22.10.2021
The individual planes and balconies in our house are being done by a Hispanic crew of Cubans. It would seem that an overhaul is a common activity at home. The other day an amazing story happened to them.
While dismantling the niche for the drainpipe, the Cubans found a pole and the remains of a flagpole inside the low tide. Unsurprisingly, it was the flag of Cuba!
Such flags were issued to the residents of the house for the welcome ceremony for Commander Fidel Castro in 1963. The Brigadier of Cubans handed the well-preserved flagstaff to representatives of the House Social Council.
18.10.2021
Master class «Autumn Bouquet» for kids
On Saturday morning, the youngest residents of our house created their own fall bouquets. During an interesting class they enjoyed choosing materials and flowers. Under the guidance of an experienced florist from Flowers & Coffees, the kids learned how to properly arrange a bouquet and learned a lot about decorative flowers. Each of the kids was happy to give their relatives a gift they made with their own hands.
16.10.2021
The State Housing Inspectorate of Moscow has decided to go to court over the issue of building superstructures on the roof
In accordance with the request of deputy of the Moscow City Duma L.E. Nikitina, a member of the Commission on Urban Planning and Housing Policy of the Moscow City Duma, on September 27, 2021 the State Housing Inspection conducted an unscheduled on-site inspection of the superstructures on the roof of the apartment building at 70/11 Leninsky Prospekt.
The Moscow Housing Inspectorate drew up an act of failure to provide access of employees to the premises erected on the roof of the house, and the Housing Inspectorate decided to go to court with a statement of claim to compel the provision of access.
In order not to consider the attic was not self-construction, you must provide urban planning opinion on the draft superstructure, agree on a project in BTI, make room in the property and submit a draft of the superstructure.
The city does not welcome the construction of attics on residential buildings, as such structures are not characteristic of the capital’s architecture.
If the superstructure over the apartment is erected illegally, it is necessary not only to oblige to demolish the self-build, but also to compensate for the damage caused to the house.
The question remains under control of Moszhilinspectorate and Moscow City Duma deputy L.E.Nikitina
16.10.2021
veteran of the Great Patriotic War
The story of the man, who forged the Victory, becomes more valuable year by year.
Nikolai Ignatyevich Hotun, a veteran of the Great Patriotic War, was born in 1926. Since childhood he dreamed of becoming an officer. In 1943, at the age of seventeen, he went to the front and was enrolled in the regimental reconnaissance.
He took his first «tongue» in the winter of 1943. On the left bank of the Dnieper the Germans held a large bridgehead. Commanders needed information about the enemy. The scouts of two regiments sent for the «tongue» were killed. It was the turn of reconnaissance, where Nikolay Ignatyevich served.
The second medal «For Valor» was received by Hotun for the battle in the Dnieper river valley during the forcing of the river near Rogachyov bridgehead. In 1944 he was seriously wounded during the storm of Nikolayev town and was awarded the Order of the Red Star. Later he liberated Warsaw, took Koenigsberg. He fought on the 2nd Byelorussian front, was awarded with the Order of Glory and the Great Patriotic War, medals «For clearing of Warsaw» and «For capture of Koenigsberg».
When the Soviet offensive became stable, the functions of reconnaissance changed. Hotun’s platoon marched ahead of the regiment behind the retreating enemy, looking for ambushes, stragglers, and encircled men. Sometimes they went deep behind the front line, into the German rear. He captured his last, the thirteenth «tongue» in the spring of 1945.
After the war, Nikolai Hotun entered the higher military school. He graduated in 1949, and served in the Prikarpattya. In 1960, he graduated from the Military Academy, and received another dozen and a half medals for excellent service and performance of combat tasks during peacetime.
In 1981, he was discharged from the army with the rank of colonel because of length of service. He worked at OAO Gazavtomatika, retired as head of civil defense and emergency situations staff. Nikolay Ignatyevich successfully applied his experience of work with people, knowledge and skills accumulated during his military service in the civil sphere, conducting training sessions for employees of oil and gas industry enterprises.
When you meet him at the fountain, say «Thank you!» to Nikolai Ignatyevich and wish him good health.
SaaS Metrics 2.0 – Detailed Definitions
Posts
Categories
Intro
This page is a supplement to the the SaaS Metrics 2.0 blog post. It provides detailed definitions for each of the key metrics used in that post.
Calculating LTV and CAC for a SaaS startup
Unit Economics is a very powerful way to analyze the long term profitability of a SaaS business.
I am often asked for the details of how to compute the various elements, such as CAC and LTV. This post gives the formulae.
CAC – Cost to Acquire a Customer
CAC is defined as follows: 
There is a problem with using this formula in the early days, as you may several expensive people in the team that should scale to handle a far number of customers as you grow. In that case, your CAC will be too high. I suggest doing a very simple adjustment to the Sales & Marketing expenses to take only a portion of those salaries and expenses in the early days. That will give a better indication of how CAC will look in the future when you are at scale.
Customer Lifetime
If you start with a cohort of 100 customers and apply a constant churn rate every month, you’ll get an exponential decay, as shown in the following graph (which uses a 3% monthly churn rate): 
Mathematically this can be simplified to the following formula to find the average Customer Lifetime: 
Note that if the Customer Churn rate is a monthly % or yearly %, then the Customer Lifetime will be for the same time period. Here is a monthly and annual example to illustrate the point:
a) If the Monthly customer churn rate is 3%, then the Customer Lifetime will be 1/0.03 which is 33 months.
b) if the Annual customer churn rate is 20%, then the Customer Lifetime will be 1/0.20 which is 5 years.
Lifetime Value of Customer
For a more detailed blog post dedicated to the topic of how to calculate LTV, see the following blog post: What’s your TRUE customer lifetime value (LTV)? – DCF provides the answer. The following provides a simple intro to the topic:
In the situation where all customers have roughly the same ARPA, and where there is no expansion revenue expected over the lifetime of a customer, you can use this simple formula: 
which can also be expressed as follows: 
Once again if ARPA is monthly, the churn rate should be monthly.
However in situations where you have widely differing ARPA across the customer base, this would not take into consideration the difference between losing a high value customer versus a low value customer. So a more accurate formula would be:
To truly get an accurate picture of LTV, it is important to also take Gross Margin into consideration. i.e.
Ron Gill, NetSuite: I’m surprised at how often I see a SaaS product architected in a way that means they’ll never clear a decent gross margin. Including GM in the calc is a great way for you to see there is a big lever on LTV/CAC that is worth focusing on.
For NetSuite, we’ve not only calculated LTV/COCA, but also calculated r-squared of each of the components (to see what has driven improvement) and sensitivity analysis on them (to see what might drive it in the future). GM is an important component.
More complex case
In the specific situation where you expect ARPA to change over the lifespan of the customer due to expansion revenue, this simple version of the formula will not work. We ran into this situation with ZenDesk, where there is a pretty reliable increase in revenue over the life of a customer.
As you can see the expansion revenue initially is greater than the losses from churn, but over time the churn takes over and brings down the value of that cohort.
I asked my partner, Stan Reiss, to help with the math to calculate LTV in this more complex situation. Here is what he came up with:
(This formula makes an assumption that revenue increases at a roughly fixed rate every month for the entire lifetime of the customer. That probably doesn’t hold true for many SaaS businesses, but the goal is to get a rough idea, not to have the absolute perfect answer.)
But there are other complexities such as as the following:
To handle these more complex cases, please refer to this more detailed post on how to calculate LTV: What’s your TRUE customer lifetime value (LTV)? – DCF provides the answer.
LTV : CAC Ratio
Our guideline for a successful SaaS business is that this number should be higher than 3.
Ron Gill, NetSuite: It is most important to track this metric over time to make sure you’re driving improvement. And, look at investment and how it will impact.
(The guideline assumes you are using the simpler LTV formula that does not include a Gross Margin adjustment, and that you have a Gross Margin of 80% or higher.)
Months to recover CAC
To be perfectly accurate, this should include a Gross Margin adjustment as follows:
Months to recover CAC gives you a very good sense of how much capital you will burn if you start growing the business. The lower this number, the less capital you will consume. In our guidelines provided in the SaaS Metrics 2.0 Blog post, we suggest that Months to Recover CAC should be less than 12 months. That guideline was written back in 2011, when it was hard to raise capital. Since then the investment community has realized the power of the SaaS business model, and many SaaS companies have gone public and performed well. As a result, it is now possible to raise much larger amounts of capital, and therefore you can afford to have a longer time to recover CAC than just 12 months. In many enterprise businesses, where there is a Land and Expand model, Months to recover CAC can be around 20 months, and the model works fine. In practice, it is very rare to find Months to recover CAC as less than 12.
Months to recover CAC is one of the four key metrics to evaluate the health of a SaaS business. The other three are Growth rate for Net New ARR, Burn Rate and Net Retention Rate, NRR). If you are able to manage the business to have good values for these metrics, you will know that you are building a healthy SaaS business.
Sales Efficiency
Sales Efficiency and the “Magic Number” metrics are different ways of evaluating pretty much the same thing as Months to Recover CAC. The thought process behind both of these metrics is to figure out how efficient is a business’s sales and marketing spend. To do that these metrics ask the question: for every dollar of spend on sales and marketing, how much new revenue does that bring in?
There are two versions of Sales Efficiency, Gross and Net. Gross Sales Efficiency simply looks at Gross New ARR (which does not include churn), while Net Sales Efficiency measures Net New ARR, which is reduced by Churn. Here are the two formulae:
Gross New ARR = New ARR from new customers + Expansion ARR from existing customers.
You could think of this as the output from sales and marketing without paying any attention to how well the company does at retaining and growing those customers.
We use the prior quarters spend on sales and marketing with the thought that there is likely to be a delay between the spending of money and effort on sales and when the deal closes. However if your business has a short sales cycle you could use the same quarter’s sales and marketing spend.
Net New ARR = New ARR from new customers + Expansion ARR from existing customers – Churned ARR.
So Net Sales Efficiency measures not just Sales and Marketing, but also how effective the company is at retaining and growing those customers.
The shortcoming of Sales Efficiency is that it does not take into consideration Gross Margin %. A business with a high gross margin of say 80% is a dramatically better business than a business with the same Sales Efficiency number but a Gross Margin % of only 40%.
The Relationship between Sales Efficiency and Months to recover CAC
If we ignore Gross Margin, a Sales Efficiency of 1, implies that Months to recover CAC is 12 months. As Sales Efficiency drops to 0.5, your Months to recover CAC increases to 24 months.
I tend to prefer “Months to recover CAC” as the name of the metric is self-explanatory, which makes everyone clear what it is that you are measuring. It also has one other advantage, which is that it takes into consideration Gross Margin %
Magic Number
The one problem with both Months to recover CAC and Sales Efficiency is that public SaaS companies do not reveal these metrics. Given that it would be nice to find a way to create a standardized metric that could be used to benchmark all SaaS companies, Scale Ventures came up with the idea of modifying Sales Efficiency to create what they called the Magic Number.
This is very similar to Net Sales Efficiency. It replaces Net New ARR in the current quarter, with the increase in GAAP Revenue in the current quarter multiplied by 4 to bring it closer to ARR (which is an annual number, not a quarterly number). Anyone is now able to compute a metric that is now very close to Net Sales Efficiency using data that all public SaaS companies report, and therefore we have a standardized benchmark.
There are two shortcomings of the Magic Number that are worth knowing:
The Metrics to help understand Bookings
An interesting thing can happen with those same two customers: the customer who signed up for only one month at a time, might stay with you for four years, but the customer who signed up for one year, might leave at the end of that one year. So what initially looked like the more valuable booking turns out over time to be the less valuable booking.
The answer is that we need to stop looking at Bookings in the old way, and replace it with Net New ARR. This is the most important metric to run a SaaS business by from month to month, quarter to quarter. It takes in to consideration most of the key elements that you need to drive to grow your business:
Net New ARR is the sum of the following three components:
If your Dollar Renewal Rate is greater than 100%, you have negative churn, which is a very good thing to have achieved.