Know Your Customer (KYC)

The body of laws, regulations, and procedures designed to prevent criminals from disguising illegally obtained funds as legitimate income. AML compliance requires financial institutions to implement customer due diligence, transaction monitoring, suspicious activity reporting, and record-keeping.

The total cost of acquiring a new customer, including marketing, sales, and onboarding expenses. Optimising the ratio of customer lifetime value to CAC (LTV:CAC) is a central challenge for growth businesses and a key metric scrutinised by investors.

The rate at which a company's existing customers cease doing business with it over a given period, typically expressed as an annual percentage. Customer attrition rate is a critical input to the valuation of customer relationship intangible assets under both the multi-period excess earnings method and the distributor method.

The total net revenue a business expects to earn from a single customer over the entire duration of the relationship. LTV is driven by average revenue per user, gross margin, and retention rates, and is directly influenced by brand and relationship intangibles.

A regulatory authorisation granted to financial technology companies permitting them to offer specific financial services such as payments, lending, investment management, or insurance. Licencing requirements vary by jurisdiction and activity — in the UK, the FCA regulates fintech firms under frameworks including the Payment Services Regulations, the Electronic Money Regulations, and the FCA Regulatory Sandbox.

The minimum amount of capital that financial institutions must hold as required by regulators, serving as a buffer against potential losses. Regulatory capital requirements influence how intangible assets — particularly goodwill — are treated on bank balance sheets and affect the valuation of financial services businesses.

A public or restricted-access registry identifying the natural persons who ultimately own or control legal entities such as companies, trusts, and partnerships. In the UK, the People with Significant Control (PSC) register is maintained at Companies House, while the EU's Anti-Money Laundering Directives require member states to maintain central beneficial ownership registers.

The body of laws and corporate policies designed to prevent the offering, giving, soliciting, or accepting of bribes in commercial and public transactions. The UK Bribery Act 2010 is among the strictest globally, creating a corporate offence of failing to prevent bribery with a defence only for organisations that can demonstrate adequate procedures.

What is Customer Lifetime Value (LTV)?

LTV is the total profit a company expects to generate from a customer relationship over its lifetime — calculated as (ARPU × Contribution Margin) / Monthly Churn.

What key metrics do Series A investors evaluate before investing?

Series A investors focus on monthly recurring revenue (typically £50-200K+), revenue growth rate (15-20% month-on-month), unit economics (LTV:CAC > 3:1), retention rates, and evidence of product-market fit.

How do you achieve and measure product-market fit?

Product-market fit is achieved when a product satisfies strong market demand — measured by retention rates, organic growth, the Sean Ellis survey (40%+ 'very disappointed'), and customers actively recommending the product.