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Afee is a powerful tool for keeping your computer safe against multiple Internet threats and your children away from inappropriate websites. ![]() See Also: Expanded History Charles Francis Xavier was the mutant son of wealthy nuclear. Since the dawn of civilization, he was worshiped as a god. Apocalypse, the first and most powerful mutant from Marvel’s X-Men universe, amassed the powers of many. From Cyclops to Jean Grey, here's who comes out on top -- and bottom -- in "X-Men: Apocalypse". Since the dawn of civilization, he was worshipped as a god. Apocalypse, the first and most powerful mutant from Marvel's X- Men universe, amassed the powers of many other mutants, becoming immortal and invincible. Upon awakening after thousands of years, he is disillusioned with the world as he finds it and recruits a team of powerful mutants, including a disheartened Magneto (Michael Fassbender), to cleanse mankind and create a new world order, over which he will reign. 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What Are the Best Life Hacks You've Learned From Fiction? One of my favorite psychological tricks comes from a novella by comedian Steve Martin, Shopgirl. It’s a guide to telling lies. There are three essential qualities to an effective lie, says the protagonist Mirabelle at a party: “First, it must be partially true. Second, it must make the hearer feel sorry for you, and third, it must be embarrassing to tell,” says Mirabelle.“Go on,” the room implies.“It must be partially true to be believable. If you arouse sympathy you’re much more likely to get what you want, and if it’s embarrassing to tell, you’re less likely to be questioned.”For example, Mirabelle says, she wanted to skip work, so she told her boss she had to go to the doctor (which she sometimes did, after all), won his sympathy for her pain, and intimated, embarrassingly, that it was a “gynecological problem.”By this point in Shopgirl, we know Mirabelle is sad, shy, and lonely, which makes her advice either suspect or authoritative. One of my favorite psychological tricks comes from a novella by comedian Steve Martin, Shopgirl. It’s a guide to telling lies. The Beginning : JCT Limited, one of the leading manufacturer of textiles and filament yarn, is the. Torrentz will always love you. Webmaster : Well, this RequestCracks.Com are sure good. I got my SEO Elite within 24hrs and it is working good, why waste all the energy. And you just know Steve Martin must have tried this one in real life. ![]() ![]()
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Where To Buy Whirlpool – Stores & Retailers. All rights reserved. This online merchant is located in the United States at 6. West Main Street, Benton Harbor, MI 4. Nest. All other trademarks are owned by their respective companies. MSRP is Manufacturer's Suggested Retail Price and may not necessarily be the price at which the product is sold in the consumer's area. Dealer alone determines actual price. ![]() I have a new Redfyre range with induction hob, the display is showing 'Er 22'this cooker has been nothing but trouble, and now they have been taken over by aga we are. ![]() Job Interview Practice Test Why Do You Want This Job? Answer this job interview question to determine if you are prepared for a successful job interview. Se balader à vélo avec son jeune enfant comme deuxième passager peut être pratique dans bien des situations, mais encore faut-il le faire en toute sécurité. MCI Specifications. MCI. Specifications Sheets Below are from MCI Website. These Images below will take you directly to the MCI. Website of that Coach Other Specification Sheets Below these images. Back to Menu Top Line. DIMENSIONS. Overall Length: 4. Overall Width: 8 ft. Overall Height: 1. Wheelbase: 2. 85. Read our Bike Trailer Buying Guide from the experts at Consumer Reports you can trust to help you make the best purchasing decision. Manuals Warehouse is your source for copies of owners manuals, service manuals and other documentation on audio, music, stage and studio equipment. Torrentz will always love you. Considering an influential YouTube car guy was just talking about how underrated the 997 is, and the fact that I only had a grand total of two options to choose from.
Home Interior Galley: Slide Outs Cabinet work Limo -Party Buses : Open Top Double Decker'.Approximate Vehicle Weight. SPECIFICATIONS. Engine : Eight. DDC 8. V- 7. 1 two- cycle diesel developing 2. HP at 2. 15. 0. Transmission: Manual: Dana Model. A (four forward and one reverse)Automatic: Allison HT7. Brakes: Service: Air. Emergency: Air operated Bendix- Westinghouse. DD- 3 emergency and parking brakes are used at rear driving axle. Two heavy duty 2. Air. Conditioning: 3. Parcel Racks. Inside parcel racks - 1. Fuel. gallon capacity. Suspension: Air. ride type, which operates automatically and maintaines a. Hydraulic - power steering is standard. Back to Menu Top Line. MCI 9 1. 97. 9 - 1. MCI 1. 2 1. 99. Clutch: Two plate dry disc type, 1. Two heavy duty 2. Air Conditioning: 6 cylinder compressor, belt driven oby self adjusting. Seats: 4. 3, 4. 7 or 4. Parcel Racks: Inside parcel racks - 1. Luggage Compartments: Underfloor enclosed compartments - 3. Fuel Tank: 1. 40 gallon capacity or 1. Suspension: Air ride type, which operates automatically and maintains. Steering: Hydraulic - power steering is standard Specifications may vary based on month and. Coach appearance may change. Photo is for illustrative. Clutch: Self- adjusting, dry disc type, 1. Two heavy duty 2. Air Conditioning: 6 cylinder compressor, driven by a self adjusting belt. Seats: 4. 3, 4. 7 or 4. Parcel Racks: Inside parcel racks - 1. Luggage Compartments: Underfloor enclosed compartments - 3. Fuel Tank: 1. 44 gallon capacity or 1. Suspension: Air ride type, which operates automatically and. Steering: Hydraulic - power steering is standard Specifications may vary based on month and year of coach build. Coach. appearance may change. Photo is for illustrative purposes. Back to Menu Top Line. MCI 1. 02. A3 1. 98. DIMENSIONS Overall Length: 4. Overall Width: 1. Overall Height: Approximately 1. Clutch: Self- adjusting, dry disc type, 1. Two heavy duty 2. Air Conditioning: 6 cylinder compressor, driven by a self adjusting belt. Seats: 4. 3, 4. 7 or 4. Parcel Racks: Inside parcel racks - 1. Luggage Compartments: Underfloor enclosed compartments - 3. Fuel Tank: 1. 48 gallon capacity or 1. Suspension: Air ride type, which operates automatically and. Steering: Hydraulic - power steering is standard Specifications may vary based on month and year of coach build. Coach. appearance may change. Photo is for illustrative purposes. Back to Menu Top Line. MCI 1. 02. C3 1. 98. DIMENSIONS Overall Length: 4. Overall Width: 1. Overall Height: Approximately 1. Clutch: Self- adjusting, dry disc type, 1. Two heavy duty 2. Air Conditioning: 6 cylinder compressor, driven by a self adjusting belt. Seats: 4. 7 or 4. Parcel Racks: Inside parcel racks - 1. Luggage Compartments: Under floor enclosed compartments - 3. Fuel Tank: 1. 56 gallon capacity or 1. Suspension: Air ride type, which operates automatically and. Steering: Hydraulic - power steering is standard Specifications may vary based on month and year of coach build. Coach. appearance may change. Photo is for illustrative purposes. Back to Menu Top Line. MCI D Series 1. 99. Present. DIMENSIONS Overall Length: 4. Overall Width: 1. Overall Height: 1. Wheelbase: 4. 0': 2. Approximate Vehicle Weight: 4. GVWR: 4. 0': 4. 6,0. SPECIFICATIONSEngine : Detroit Diesel. Series 6. 0, 4. 00 hp, DDEC IV, 1. Caterpillar: C- 1. Transmission: Automatic: Allison. B5. 00, 6- speed with optional retarder Brakes: Service: Meritor Q. Plus. Two heavy duty 2. Air Conditioning: 6 cylinder compressor, driven by a self adjusting belt. Seats: 4. 0': 4. 7 passenger. Parcel Racks: 4. 0': Inside parcel. Inside parcel racks - 1. Luggage Compartments: 4. Underfloor. enclosed compartments - 3. Underfloor enclosed compartments - 4. Fuel Tank: 1. 92 gallon capacity. Suspension: Air ride type, which operates automatically and maintains. Steering: Ross integral power steering; trailing tag axle on 4. Specifications may vary based on month and year of coach build. Coach. appearance may change. Photo is for illustrative purposes. Jacobs in a. registered trademark of Jacobs Vehicle Systems. Back to Menu Top Line. MCI E Series 1. 99. Present. DIMENSIONS Overall Length: 4. Overall Width: 8. Overall Height: 1. Wheelbase: 3. 15 in. Approximate Vehicle Weight: 3. GVWR: 5. 4,0. 00 lb. SPECIFICATIONSEngine : Detroit Diesel. Series 6. 0, 4. 35 hp, DDEC, 1. Jacobs. Two heavy duty 2. Air Conditioning: 6 cylinder compressor, driven by a self adjusting belt. Seats: 5. 5 passenger Amaya Brasil w/chemical lavatory Parcel Racks: Inside parcel racks - 1. Luggage Compartments: Underfloor enclosed compartments - 4. Fuel Tank: 1. 82 gallon capacity w/o wheel- chair lift, with single or. Suspension: Electronically controlled air suspension (ECAS) with. Steering: Leather- wrapped tilt and tele scoping steering wheel with. ZF variable ratio and steerable tag axle. Specifications may vary based on month and year of coach build. Coach. appearance may change. Photo is for illustrative purposes. Jacobs in a. registered trademark of Jacobs Vehicle Systems. Back to Menu Top Line. MCI G4. 50. 0 2. Overall Length: 4. Overall Width: 1. Overall Height: 1. Wheelbase: 3. 36 in - 8. Approximate Vehicle Weight: 3. GVWR: 4. 8,0. 00 lb - 2. SPECIFICATIONSEngine : Detroit Diesel Series 6. DDEC IV with Jacob's. Transmission: Automatic: Allison B5. Brakes: Service. Meritor Q Plus. Coach. appearance may change. Photo is for illustrative purposes. Back to Menu Top Line. DIMENSIONS. Overall Length(bumper to bumper): 4. Steerable. tag axle (turning radius of 4. Improved. Wi. Fi system. Saucon asset. tracking system & cellular Drive Cam. INTERIOR DESIGN & OTHER FEATURESStandard. Download- Theses. Mercredi 1. 0 juin 2. Download – Theses. Kaspersky vs Bitdefender . Probably a firewall setting, or there's some incompatibility with the software combination. Bought Bitdefender Total Security one and a half years ago with a 2- year license. With still six months on my license I have decided I will pay for another suite. One that doesn't reduce my laptop boot speed to a crawl (from 1 minute to 4), one that doesn't always have freaking issues with Steam (every Steam update I have to delete the old rule and make a new one, on two computers, and off late, my desktop won't even run Steam properly with the rule, it will only connect to my profile and the store if I disable the firewall), over the past two weeks it has been blocking my email client on my desktop computer (despite a rule) AND on both computers it constantly whines about safety problems, because my definitions haven't been updated, despite it being on auto- update. Kaspersky vs Bitdefender. Which one should I get. I am running windows 8.1 Thanks in advance. Bitdefender Total Security 2017 is an antimalware suite that protects your Windows, Mac, and Android devices against viruses and a variety of other software. I recently purchased Bitdefender Total Security 2016 and ran into some major issues and was wondering if any of the Tom's Users/Moderators that use/recommend that. So I have to manually update the virus defs on two computers. I REALLY don't know how BD gets all the high scores. Maybe the reviewers should actually try using the products they review for a while. It is a stinker of a product. I'm actually running Webroot right now. Also, I have one basic question: with all your problems, have you contacted the BD customer support for help with your problems? The reason I ask is because it all sounds extremely basic, and your problems sound like a software configuration problem. Unless BD did the installation themselves, then it's possible you might have tweaked the settings in a way that might have caused your problems. Just a thought. Also, take note that a number of independent labs actually do real world testing; however, simulating every individual's experiences are impossible. You may have something going on that is relatively unique in a few ways? I wouldn't know, and I'm sure you wouldn't know either, but there are thousands of situations possible, and a lab won't be able to cover them all. The vast majority of users with BD seem to be pleased, and have no significant complaints. Depending on how you've handled the troubleshooting of your issues, I'd say there are a number of possibilities for what the cause is. Why do I defend BD? Because I've actually used it, under a pretty good real- world simulation for my own testing purposes, and even with highly problematic circumstances it didn't cause a real problem. I also know that when previous installations of AV software are improperly uninstalled, it can easily cause the new install to have some serious problems. Melih's Corner - CEO Talk/Discussions/Blog. Discuss Comodo and its products with the CEO of Comodo. Check your hosts file to make sure that it's not blocking iTunes from communicating with Apple's servers. If you’re having issues. If you know how AV's work, you'd understand why I would naturally think a previous AV de- installation caused your issues, and possibly caused Welsh Dragon's issues. I've been working with computers that have had various numbers of previously installed AV's causing problems, and the problems range in severity; many times, it causes similar problems to what Welsh Dragon had (yours, not so likely). As someone who has done computer clean up, virus removal, and OS optimization, freelancing for a number of years, I have enough experience to say it looks likes a similar problem. Unless I had your computer directly in front of me, there's no exact way to determine the problem, as computers have a near infinite amount of possibilities to create very similar problems; but my personal opinion on what the cause is shouldn't be tossed aside because you've developed a distaste for the software under less than ideal circumstances. When someone has nothing but problems, and doesn't figure out exactly what the cause is, that shouldn't mean the software is automatically junk; it just was incorporated under poor circumstances (which is not what any software is designed for). The reason BD has a good rating with independent testing companies is because lab computers that do the testing have been thoroughly checked over, and the software installs are closely monitored (at least, that's how it's supposed to be done). If I can scrounge the money up for my own AV testing company, you bet I'll release every spec imagined with the reports.. Also, BD gains a good reputation because of the way it's designed, how effective it is with test batches of viruses, and overall user- friendly GUI; it is rarely graded under many other circumstances, and I've yet to see any graded on performance with gaming- specific applications, because that isn't the only market they want to appeal to. Lee- 1. 99. 2 said: You obviously didnt get the memo that Viruses are under the ? Malware is a shorthand for malicious software - viruses, trojans, worms, keyloggers, Registry hacks, hack tools all come under the malware umbrella title. However, using the term . While viruses are a part of that eqaution, most people don't entirely associate that as such. In fact, many of the security guys I've chatted with don't use the terms malware and virus synonymously; although, that is just my personal informal experience. It's one of those terms that has been twisted enough to affect the professional lingo as well, for better or worse. ![]() Speedup and clean-up tools might not be for everyone (not present in Essentials version) Bitdefender or Avira engines not enabled by default. Before you install Kaspersky Internet Security 2016, make sure there is no incompatible software installed on your computer. Tabtight professional, free when you need it, VPN service. Bitdefender Total Security 2018. This is the best choice for you because: You get complete protection for Windows, Mac OS, iOS and Android; Your privacy is ensured. It's kind of adopted a new definition, which basically just excludes viruses. I'd think it's due to people being so focused on viruses over the years, and the rest of the malware tools were dumped into another category called . Whatever the case, that's what I've encountered with informal discussion. Also, when talking about . The same goes for the majority of AV software; it typically focuses on viruses, and malware is just a secondary thing that kind of takes the back seat for importance. If you used only MBAM, there are pretty good chances you will not catch all viruses, even if viruses fall under the technical title of . This is because it's focused on other types of malware, in a similar way to how most AV's handle viruses. Sure, you could try to find a product that handles the real, technical definition of malware, but typically those wares don't have enough resources to handle that kind of protection. It's a lot of work to cover everything, hence the faulty discrimination between AM and AV software. BRASS CAR SIDES Passenger Car Parts for the Streamliners since 1978. Updated August 6, 2017. A business case is an argument, usually documented, that is intended to convince a decision maker to approve some kind of action. The document itself is sometimes. Nebraska Cornhuskers football - Wikipedia. Nebraska Cornhuskers football. First season. 18. Athletic director. Shawn Eichorst. Head coach. Mike Riley. 3rd season, 1. Other staff. Danny Langsdorf. Bob Diaco. Trent Bray. Reggie Davis. Stadium. Memorial Stadium(Capacity: 8. Recruitment, Result, Application Form, Admit Card. RecruitmentResult.com Provides latest Government Job Notifications, and help you to Apply for various Recruitments. A new time table has been updated as Shivaji University Time Table 2016. Techniques used to Enhance Bioavailability of BCS Class II Drugs: A Review, Honey Kansara, Riddhi Panola, Amul Mishra. Should college football replace the Bowl Championship Series with a playoff system? Read pros and cons in the debate. Among the 1. 28 Division I- A teams, Nebraska is one of ten football programs to win 8. Nebraska also has the most wins and the highest winning percentage of any program over the last 5. Also, the 2. 01. 1–2. Alabama Crimson Tide, the 1. Nebraska Cornhuskers, and the 1. BCS, The Chartered Institute for IT. BCS, The Chartered Institute for IT, promotes wider social and economic progress through the advancement of information. Learn about Vasotec (Enalapril) may treat, uses, dosage, side effects, drug interactions, warnings, patient labeling, reviews, and related medications. Oklahoma Sooners are the only Division I- A teams to win consensus back- to- back national titles. Nebraska also has had five undefeated seasons in which they were not the national champions: 1. Between 1. 91. 2 and 1. Ewald O. Rodgers was inducted into the College Football Hall of Fame and for the new millennium he was voted the team's . Rozier was likewise inducted into the hall in 2. ![]() Other Cornhusker players and coaches who are members of the College Football Hall of Fame include: Forrest Behm, Bob Brown, Guy Chamberlin, Sam Francis, Tommie Frazier, Rich Glover, Wayne Meylan, Bobby Reynolds, Dave Rimington, George Sauer, Will Shields, Clarence Swanson, Ed Weir, Grant Wistrom, and coaches Gomer Jones, Pete Elliott, Francis Schmidt, Dana X. Bible, Bob Devaney, Biff Jones, Tom Osborne, Eddie . The Cornhuskers are currently positioned in the Big Ten West Division, along with the Illinois Fighting Illini, the Iowa Hawkeyes, the Minnesota Golden Gophers, the Northwestern Wildcats, the Purdue Boilermakers, and the Wisconsin Badgers. History. The name Cornhuskers first appeared in the school newspaper as . Until the 1–7–1 losing season in 1. A. Edwin Branch's only year at the helm, Nebraska had compiled a 4. George Flippin was the first African- American athlete at Nebraska and only the fifth black athlete at a predominantly white university. ![]() Because of Flippin's presence on the roster, Missouri refused to play a scheduled game with Nebraska at Omaha in 1. The result was a 1–0 forfeit. Nebraska's 4th coach, Frank Crawford (1. Nebraska. Yost (1. Nebraska coaches to eventually be inducted into the College Football Hall of Fame. Booth (1. 90. 0–0. His 1. 90. 2 team went undefeated, untied and unscored upon. Booth's teams produced a 2. Ewald O. Stiehm (1. His winning percentage as Nebraska's 1. The Cornhuskers were considered to play in the Rose Bowl game after the 1. Stiehm left NU after the 1. A brief slump (1. In addition, travel was severely restricted, causing the cancellation of numerous scheduled football games. Further complicated by the effects of the 1. William G. Kline led Nebraska through the stunted 1. Henry Schulte (1. Nebraska, managed over the next two years to barely attain a winning record as the program recovered from the war and aftermath. Although Schulte stepped down as head football coach after 1. Nebraska to coach other sports and as an assistant football coach through 1. Climb back to dominance (1. During the entire three- year tenure of Knute Rockne's Four Horsemen, Notre Dame lost only two games; one each in 1. Nebraska in Lincoln before packed houses. In his four years he won three conference titles and compiled the best record from this era, though it was nearly matched by the two coaches to follow him. First- time head coach Ernest E. Bearg (1. 92. 5–2. Dana X. Bible (1. Bible had an established reputation after fifteen years of experience as head coach, bringing in five Southwest Conference titles for Texas A& M, and his success continued as he led Nebraska to six more conference titles in his eight seasons. Biff Jones (1. 93. Nebraska to their first ever bowl game, a loss to Stanford in the 1. Rose Bowl. The following year, as the nation began to more fully be drawn closer to involvement in World War II, the program set a new record low with five straight midseason losses. One week after the final game of the season, Japan carried out the attack on Pearl Harbor. The country was again at war. Many thousands of young men joined the armed forces and were soon shipped abroad, as Nebraska's fortunes once again headed into a downturn. Slide into obscurity (1. By 1. 94. 5, the year the war ended, the Cornhuskers recorded a losing 1. The situation did not improve after the war, as Bernie Masterson (1. Nebraska in his first and only head football coaching appointment. Previous head coach George Clark (1. Nebraska in the final war season of 1. Nebraska's coach for 1. Athletic Director at Nebraska. Clark hired Bill Glassford (1. Nebraska's performance improved somewhat over previous years, especially after the 6–2–1 1. Nebraska's second- ever bowl appearance, a 3. Duke in the 1. 95. Orange Bowl. Following Glassford, Pete Elliott, a star quarterback who led Michigan to the 1. Nebraska for his first ever head coaching appointment. Although he would go on to achieve successes later in his career, he recorded a 4–6–0 (0. Nebraska. His replacement, Bill Jennings (1. Cornhuskers being the lowest of all but three of Nebraska's coaches. Prior to 1. 94. 1, Nebraska had an all time . This winning percentage was the 1. Division I teams at the time, and was the second lowest of a team in any major conference. The only major conference team with a worse winning percentage than Nebraska from 1. Big 6/7/8 member Kansas State. The Devaney and Osborne dynasties (1. He led Nebraska to a 9–2 record in his first season, including Nebraska's first ever bowl win against Miami in the 1. Gotham Bowl. This was the first of what would eventually be 4. Nebraska's NCAA- record ongoing sellout streak began in the seventh game of this season. After five straight bowl game seasons, Devaney's squad suffered two 6–4 years in a row in 1. Tom Osborne, who would also advance to Offensive Coordinator the following season. Over the next four seasons, Nebraska suffered just four losses, amassed an overall 4. Nebraska's first and second national championships. The first championship season, in 1. Louisiana State in the Orange Bowl. Nebraska went into the game ranked No. Associated Press poll, but both teams (Texas and Ohio State) ahead of the Cornhuskers lost that day. There was no such suspense in 1. Nebraska began the season ranked No. Associated Press and moved up to No. Oregon. The Cornhuskers remained atop the AP poll all season, as they defeated second- ranked Oklahoma 3. Among the 1. 8 who received such recognition were Johnny Rodgers, who won the Heisman Trophy in 1. Rich Glover, who won the Outland Trophy and Lombardi Award that same season. Devaney stepped down after the 1. Nebraska's Athletic Director. Osborne (1. 97. 3–9. Nebraska's longest- tenured coach and won more games than any other coach in the team's history. He also became the NCAA's fifth most winning Division 1- A coach in history over the course of his 2. Osborne never won fewer than nine games in any of his seasons, and secured thirteen conference titles. An undefeated regular season earned the 1. The Cornhuskers got off to a shaky start in the Orange Bowl, trailing Miami 1. Early in the second quarter, Nebraska coach Tom Osborne called for the fumblerooski, wherein Nebraska quarterback Turner Gill . But Nebraska famously went on to lose the game 3. Although this is widely regarded as the most first occurrence of this famous play, it was actually not the first time that Nebraska ran it, having first tried it twice in a 1. Oklahoma in 1. 97. The latter was picked up by All- American guard Randy Schleusener for a touchdown. The 1. 99. 4 team was Osborne's first national championship team but were even better the next season. ESPN. com has named the 1. Nebraska Cornhuskers the greatest team of all time. The 1. 99. 4 and 1. Nebraska teams, which went a combined 2. Oklahoma in 1. 95. The Cornhuskers entered the Big 1. Big Eight titles under the old round- robin format (the Big Eight had added four schools from the Southwest Conference, necessitating the adoption of the divisional format as the Big 1. Big 1. 2 Championship Game in St. ![]() Saa. S Metrics - A Guide to Measuring and Improving What Matters. This blog post looks at the high level goals of a Saa. S business and drills down layer by layer to expose the key metrics that will help drive success. Document Management and Record Management Software that is enterprise grade. FileHold makes documents and records secure compliant and searchable. Software as a Service (SaaS) is a software delivery method that provides access to software and its functions remotely as a Web-based service. Metrics for metric’s sake are not very useful. Instead the goal is to provide a detailed look at what management must focus on to drive a successful Saa. S business. For each metric, we will also look at what is actionable. There is an updated (re- written) version of this post available here: Saa. S Metrics 2. 0. Before going any further, I would like to thank the management team at Hub. Spot, and Gail Goodman of Constant Contact, who sits on the Hub. Spot board. A huge part of the material that I write about below comes my experiences working with them. ![]() Presentation software (sometimes called "presentation graphics") is a category of application program used to create sequences of words and pictures that tell a story. In particular Hub. Spot’s management team is comprised of a group of very bright individuals that are all very metrics driven, and they have been clear thought leaders in developing the appropriate tools to drive their business. I’d also like to thank John Clancy, who until recently was President of Iron Mountain Digital, a $2. Saa. S business, and Alastair Mitchell, CEO and founder of Huddle. Let’s start by looking at the high level goals, and then drill down from there: Key Saa. S Goals. Profitability: needs no further explanation. It is likely a key contributor to Profitability. Cash: very critical to watch in a Saa. S business, as there can be a high upfront cash outlay to acquire a customer, while the cash payments from the customer come in small increments over a long period of time. This problem can be somewhat alleviated by using longer term contracts with advance payments. In businesses such as banking and wireless carriers, where capital is cheap and abundant, they can afford a long payback period before they recover their investment to acquire a customer (typically greater than one year). In the startup world where capital is scarce and expensive, you will need to do better. My own rule says that startups need to recover their cost of customer acquisition in less than 1. Note: there are other web sites and blogs that talk about the CAC ratio, with a complex formula to calculate it. This is effectively a more complicated way of saying the same thing. However I have found that most people cannot relate well to the notion of a CAC ratio, but they can easily relate to the idea of how many months of revenue it will take to recover their investment to acquire a customer. Hence my preference for the term Months to Recover CAC.)Growth: usually a critical success factor to gaining market leadership. There is clear evidence that once one company starts to emerge as a market leader, there is a cycle of positive reinforcement, as customers prefer to buy from the market leader, and the market leader gets the most discussion in the press, blogosphere, and social media. Two Key Guidelines for Saa. S startups. The above guidelines are not hard and fast rules. They are what I have observed to be needed by looking at a wide variety of Saa. S startups. As a business moves past the startup stage, these guidelines may be relaxed. In the next sections, we will drill down on the high level Saa. S Goals to get to the components that drive each of these. Three ways to look at Profitability. Micro- Economics (per customer profitability): Micro- economics is the term used to describe looking at the economics of your business on a single customer level. Most business models (with a few exceptions such as marketplaces) are based around a simple principle: acquire customers and then monetize them. Micro- economics is about measuring the numbers behind these two essential ingredients of a customer interaction. The goal is to make sure the fundamental underpinnings of your business are sound: how much it cost to acquire your customers, and how much you can monetize them. CAC and LTV (cost of acquiring a customer, and lifetime value of the customer). In a Saa. S business, you have a great business if LTV is significantly greater than CAC. My rule of thumb is that LTV must be at least 3x greater than CAC. See Startup Killer: The cost of acquiring customers.)Overall profitability (standard accounting method): This looks a the standard accounting way of deriving profitability: revenue – COGS – Expenses. Since MRR is such a critical element, there will be a deeper drill down to understand the key component drivers. Profitability per Employee: it can be useful to look at the factors contributing to profitability on a per employee basis, and benchmark your company against the rest of the industry. Expenses per Employee is usually around $1. US. This increases with new additions coming out the bottom of the sales funnel, and decreases by the number of customers that churn. Both of these are key metrics, and we will drill down into them later. ARPU – average monthly revenue per customer: (The term ARPU comes from the wireless carriers where U stands for user.) This is another extremely imporant variable that can be tweaked in the Saa. S model. If you read my blog post on the JBoss story, you will see that one of the key ways that we grew that business was to take the average annual deal size from $1. As an example, if a you have a 5. In most companies that I work with, they ignore tracking the average lifetime, but instead track the monthly churn rate religiously. The importance of a low churn rate cannot be overstated. If your churn rate is high, then it is a clear indication of a problem with customer satisfaction. We will drill down later into how you can measure the factors contributing to Churn Rate, and talk about how you can improve them. Drill down on CACThe formula to compute CAC is: CAC = Total cost of Sales & Marketing / No of Deals closed. It turns out that we are actually interested in two CAC numbers. One that looks purely at marketing program costs, and one that also takes into consideration the people and other expenses associated with running the sales and marketing organization. The first of these gives us an idea of how well we could do if we have a low touch, or touchless sales model, where the human costs won’t rise dramatically over time as we grow the lead flow. In those situations the human costs will contribute greatly to CAC, and need to be taken into consideration to understand the true micro- economics. I am often asked when it is possible to start measuring this and get a realistic number. Clearly there is no point in measuring this in the very early days of a startup, when you are still trying to refine product/market fit. However as you get to the point of having a repeatable sales model, this number becomes important, as that is the time when you will usually want to hit the accelerator pedal. It would be wrong to hit the accelerator pedal on a business that has unprofitable micro- economics. We will drill down into the Sales Funnel conversion rates next. Marketing Program Costs: driving leads into the top of your sales funnel will usually involve a number of marketing programs. These could vary from pay per click advertising, to email campaigns, radio ads, tradeshows, etc. We will drill down into how to measure and control these costs later. Level of Touch Required: a key factor that affects CAC is the amount of human sales touch required to convert a lead into a sale. Businesses that have a touchless conversion have spectacular economics: you can scale the number of leads being poured into the top of the funnel, and not worry about growing a sales organization, and the associated costs. Sadly most Saa. S companies that I work with don’t have a touchless conversion. However it is a valuable goal to consider. What can you do to simplify both your product and your sales process to lower the amount of touch involved? This topic is covered at the bottom of a prior blog post: Startup Killer: the cost of acquiring customers. Personnel costs: this is directly related to the level of touch required. |
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