# Glossary — Acquisition.com $100M Scaling Roadmap, Stage 3

Every defined term in this vault, alphabetized, with a one-line definition and link.

- **ACA** — Undefined sales close framework paired with CLOSER on p.12. See [[question-aca-framework]].
- **Acquisition.com** — Education and investment firm founded by Alex and Leila Hormozi; author of this source. See [[entity-acquisition-com]].
- **Angry Boat Method** — Acquisition.com's customer de-escalation framework; referenced but not defined in this PDF. See [[prereq-angry-boat-method]].
- **CLOSER Method** — Acquisition.com's structured sales conversation framework; referenced but not defined in this PDF. See [[prereq-closer-method]].
- **Doer** — The founder identity in [[concept-stage-2-advertise|Stage 2]] (headcount = 1); executes everything personally.
- **Epiphany Script** — Acquisition.com's testimonial-extraction script for happy customers; referenced but not defined. See [[prereq-epiphany-script]].
- **Feast-or-Famine Cycle** — The stop/start lead-flow pattern typical of [[concept-stage-2-advertise|Stage 2]], addressed by the [[concept-rule-of-100|Rule of 100]].
- **Google Suite / Google Workspace** — Google's cloud productivity suite (Gmail, Docs, Sheets, Drive); recommended free starter stack. See [[entity-google-suite]].
- **Ice Cream at 2 AM (Metaphor)** — Acquisition.com's canonical illustration of [[concept-unscalable-value|Unscalable Value Delivery]]. See [[quote-unscalable-way]].
- **Manager** — The founder identity in [[concept-stage-4-prioritize|Stage 4]] (5–9 employees); manages trainers and team leads.
- **Niche Down** — The Stage 4 strategic move of restricting the customer base to a focused ideal profile. See [[action-niche-down]].
- **Paying Customer Expectations** — The principle that paying strangers expect significantly more than free or friends-and-family users. See [[claim-paying-customer-expectations]].
- **QuickBooks** — Intuit's small-business accounting software; canonical Stage 2/3 tooling milestone. See [[entity-quickbooks]].
- **Rule of 100** — Discipline of spending 100 minutes daily on marketing. See [[concept-rule-of-100]].
- **Saying No** — The strategic capacity to reject misfit customers, off-strategy projects, and personal task-doing. Core Stage 4 move. See [[quote-stage-4-focus]] and [[contrarian-saying-no-to-money]].
- **Stage 2: Advertise** — Solo founder (Doer) advertising to strangers with inconsistent lead flow. See [[concept-stage-2-advertise]].
- **Stage 3: Stabilize** — 1–4 employees (Trainer) battling operational chaos. See [[concept-stage-3-stabilize]].
- **Stage 3 Graduation Checklist** — Four operational shifts to exit Stage 3. See [[framework-stage-3-graduation]].
- **Stage 4: Prioritize** — 5–9 employees (Manager) battling product sprawl and lack of focus. See [[concept-stage-4-prioritize]].
- **Stage 4 Graduation Checklist** — Four operational shifts to exit Stage 4. See [[framework-stage-4-graduation]].
- **Tool Bloat** — Stage 3 symptom of accumulating too many SaaS subscriptions without consolidation. Addressed in [[action-tool-audit]].
- **Trainer** — The founder identity in [[concept-stage-3-stabilize|Stage 3]] (1–4 employees); teaches others to run the business.
- **Unscalable Value Delivery** — Deliberately inefficient, manual customer service in early stages to guarantee satisfaction before systemization. See [[concept-unscalable-value]] and [[contrarian-unscalable-value]].