saas-metrics

仓库: claude-office-skills/skills
安装量: 172
排名: #5025

安装

npx skills add https://github.com/claude-office-skills/skills --skill saas-metrics

SaaS Metrics Comprehensive SaaS metrics analysis covering MRR, ARR, Churn, LTV, CAC, cohort analysis, and investor reporting. Essential for SaaS founders, finance teams, and investors. Overview This skill enables: Revenue metrics calculation (MRR, ARR, NRR) Churn and retention analysis Unit economics (LTV, CAC, LTV:CAC) Cohort analysis and forecasting Investor-ready reporting Core Metrics Framework 1. Revenue Metrics ┌─────────────────────────────────────────────────────────────┐ │ MRR WATERFALL │ ├─────────────────────────────────────────────────────────────┤ │ │ │ Starting MRR $100,000 │ │ + New MRR (new customers) +$15,000 │ │ + Expansion MRR (upgrades) +$8,000 │ │ + Reactivation MRR +$2,000 │ │ - Contraction MRR (downgrades) -$3,000 │ │ - Churn MRR (cancellations) -$7,000 │ │ ───────────────────────────────────────────── │ │ = Ending MRR $115,000 │ │ │ │ Net New MRR = $15,000 │ │ MRR Growth Rate = 15% │ │ │ └─────────────────────────────────────────────────────────────┘ Calculations : mrr_metrics :

Monthly Recurring Revenue

MRR : sum(all_active_subscriptions.monthly_value)

Annual Recurring Revenue

ARR : MRR × 12

MRR Components

new_mrr : sum(new_subscriptions_this_month) expansion_mrr : sum(upgrades_this_month) contraction_mrr : sum(downgrades_this_month) churn_mrr : sum(cancelled_subscriptions_mrr) reactivation_mrr : sum(reactivated_subscriptions)

Net New MRR

net_new_mrr : new_mrr + expansion_mrr + reactivation_mrr - contraction_mrr - churn_mrr

Growth Rates

mrr_growth_rate : (ending_mrr - starting_mrr) / starting_mrr × 100 mom_growth : (current_mrr - previous_mrr) / previous_mrr × 100 2. Churn Metrics churn_metrics :

Logo Churn (Customer Count)

logo_churn_rate : formula : customers_lost / customers_start_of_period × 100 benchmark : <5% monthly for SMB , <2% for Enterprise

Revenue Churn (MRR)

gross_revenue_churn : formula : churned_mrr / starting_mrr × 100 benchmark : <3% monthly

Net Revenue Churn (includes expansion)

net_revenue_churn : formula : (churned_mrr - expansion_mrr) / starting_mrr × 100 target : negative (net expansion)

Net Revenue Retention (NRR)

nrr : formula : (starting_mrr - churn + expansion) / starting_mrr × 100 benchmark : good : 100 - 110% great : 110 - 120% best_in_class :

120% Churn Analysis Template :

Churn Analysis - {Month}

Summary | Metric | Value | Benchmark | Status | |

|

|

|

| | Logo Churn | 3.2% | <5% | ✅ | | Gross Revenue Churn | 2.8% | <3% | ✅ | | Net Revenue Retention | 108% |

100% | ✅ |

Churn Breakdown | Reason | Customers | MRR Lost | % of Total | |

|

|

|

| | Price | 5 | $2,500 | 35% | | Competitor | 3 | $1,800 | 25% | | No longer needed | 4 | $1,500 | 21% | | Product issues | 2 | $800 | 11% | | Other | 2 | $600 | 8% |

Cohort Performance

Q1 2025 cohort: 95% retention at month 6

Q4 2024 cohort: 88% retention at month 9

Enterprise segment: 97% retention (best) 3. Unit Economics ┌─────────────────────────────────────────────────────────────┐ │ UNIT ECONOMICS │ ├─────────────────────────────────────────────────────────────┤ │ │ │ Customer Lifetime Value (LTV) │ │ ──────────────────────────── │ │ ARPU × Gross Margin % │ │ ─────────────────────── = LTV │ │ Churn Rate │ │ │ │ Example: │ │ $100 ARPU × 80% margin / 3% churn = $2,667 LTV │ │ │ │ ═══════════════════════════════════════════════════════ │ │ │ │ Customer Acquisition Cost (CAC) │ │ ──────────────────────────────── │ │ Sales & Marketing Spend │ │ ─────────────────────────── = CAC │ │ New Customers Acquired │ │ │ │ Example: │ │ $50,000 S&M / 50 customers = $1,000 CAC │ │ │ │ ═══════════════════════════════════════════════════════ │ │ │ │ LTV:CAC Ratio = $2,667 / $1,000 = 2.67x │ │ CAC Payback = $1,000 / ($100 × 80%) = 12.5 months │ │ │ └─────────────────────────────────────────────────────────────┘ Benchmarks : unit_economics_benchmarks : ltv_cac_ratio : poor : <1x acceptable : 1 - 2x good : 2 - 3x great : 3 - 5x excellent :

5x cac_payback_months : enterprise : <18 mid_market : <12 smb : <6 consumer : <3 gross_margin : saas_typical : 70 - 85% infrastructure : 50 - 70% services_heavy : 40 - 60% 4. Cohort Analysis cohort_analysis :

Define cohorts by signup month

cohort_definition : signup_month

Track retention over time

retention_matrix : columns : [ Month_0 , Month_1 , Month_2 , ... , Month_12 ] rows : [ Jan_cohort , Feb_cohort , Mar_cohort , ... ] values : active_customers / initial_customers × 100

Track revenue retention

revenue_cohort : values : current_mrr / initial_mrr × 100

Cohort LTV calculation

cohort_ltv : formula : sum(all_revenue_from_cohort) / initial_cohort_size Cohort Table Example : Retention by Cohort (% of customers still active) Month 0 Month 1 Month 2 Month 3 Month 6 Month 12 Jan '25 100% 92% 87% 84% 78% 65% Feb '25 100% 94% 89% 86% 80% - Mar '25 100% 93% 88% 85% - - Apr '25 100% 95% 90% - - - May '25 100% 94% - - - - Jun '25 100% - - - - - Average 100% 94% 89% 85% 79% 65% Quick Ratio quick_ratio : formula : (new_mrr + expansion_mrr) / (contraction_mrr + churn_mrr) interpretation : "<1" : Shrinking (losing more than gaining) "1-2" : Sustainable growth "2-4" : Good growth efficiency ">4" : Excellent (hypergrowth potential) example : new_mrr : 15000 expansion_mrr : 8000 contraction_mrr : 3000 churn_mrr : 7000 quick_ratio : (15000 + 8000) / (3000 + 7000) = 2.3 Investor Reporting Template Monthly Metrics Dashboard

{Company} - Monthly Metrics Report

{Month Year}

Key Metrics Summary | Metric | Current | Previous | Change | Benchmark | |

|

|

|

|

| | ARR | $1.38M | $1.20M | +15% | - | | MRR | $115K | $100K | +15% | - | | Net New MRR | $15K | $12K | +25% | - | | NRR | 108% | 105% | +3pp |

100% ✅ | | Logo Churn | 3.2% | 3.5% | -0.3pp | <5% ✅ | | LTV:CAC | 2.7x | 2.5x | +0.2x | 3x ⚠️ | | CAC Payback | 12.5mo | 13mo | -0.5mo | <12mo ⚠️ |

MRR Waterfall Starting MRR: $100,000 New: +$15,000 (12 customers) Expansion: +$8,000 (25 upgrades) Reactivation: +$2,000 (5 returns) Contraction: -$3,000 (15 downgrades) Churn: -$7,000 (18 cancellations) ═════════════════════════════ Ending MRR: $115,000

Customer Metrics

Segment Customers MRR ARPU Churn
Enterprise 45 $45K $1,000 1.5%
Mid-Market 120 $36K $300 2.8%
SMB 350 $34K $97 4.5%
Total 515 $115K $223 3.2%
### Runway & Burn
- Cash Balance: $2.5M
- Monthly Burn: $85K
- Runway: 29 months
- Revenue/Burn Ratio: 1.35x
### Goals vs Actuals
Goal Target Actual Status
------ -------- -------- --------
New Customers 15 12 🔴 80%
Net New MRR $12K $15K 🟢 125%
NRR 105% 108% 🟢 103%
CAC Payback 12mo 12.5mo 🟡 96%
### Next Month Outlook
- Pipeline: $45K in qualified opportunities
- Expected closes: 8-10 customers
- Projected MRR: $125-130K
- Key risks: Enterprise deal slip, holiday slowdown
Forecasting Model
Bottom-Up Revenue Forecast
forecast_model
:
# Starting point
base_mrr
:
115000
# Growth assumptions
assumptions
:
new_customers_monthly
:
15
avg_new_customer_mrr
:
1250
expansion_rate
:
2%
# of existing MRR
contraction_rate
:
0.5%
logo_churn_rate
:
3%
# Monthly calculation
monthly_forecast
:
new_mrr
:
new_customers × avg_mrr
expansion_mrr
:
existing_mrr × expansion_rate
contraction_mrr
:
existing_mrr × contraction_rate
churn_mrr
:
existing_mrr × churn_rate
ending_mrr
:
starting_mrr
+ new_mrr
+ expansion_mrr
- contraction_mrr
- churn_mrr
12-Month Projection
Month Starting New Expansion Churn Ending Growth
Jan $115,000 $18,750 $2,300 $3,450 $132,600 15.3%
Feb $132,600 $18,750 $2,652 $3,978 $150,024 13.1%
Mar $150,024 $18,750 $3,000 $4,501 $167,274 11.5%
...
Dec $285,000 $18,750 $5,700 $8,550 $300,900 5.6%
Annual Summary:
- Starting ARR: $1.38M
- Ending ARR: $3.61M
- Growth: 162%
Segmentation Analysis
segment_analysis
:
by_plan
:
-
name
:
Starter
mrr
:
20000
customers
:
300
arpu
:
67
churn
:
6%
-
name
:
Professional
mrr
:
45000
customers
:
150
arpu
:
300
churn
:
3%
-
name
:
Enterprise
mrr
:
50000
customers
:
50
arpu
:
1000
churn
:
1.5%
by_industry
:
-
tech
:
{
mrr
:
60000
,
churn
:
2.5%
}
-
finance
:
{
mrr
:
30000
,
churn
:
2%
}
-
retail
:
{
mrr
:
25000
,
churn
:
5%
}
by_company_size
:
-
1-50
:
{
arpu
:
100
,
churn
:
5%
}
-
51-200
:
{
arpu
:
350
,
churn
:
3%
}
-
201+
:
{
arpu
:
1200
,
churn
:
1.5%
}
Output Example
Request
: "Calculate SaaS metrics for my company"
Output
:
#
SaaS Metrics Analysis
##
Executive Summary
Your SaaS business is showing healthy growth with some areas for optimization.
###
Strengths ✅
-
Net Revenue Retention of 108% (above 100% benchmark)
-
Quick Ratio of 2.3x (good growth efficiency)
-
Enterprise segment showing 97% retention
###
Areas to Improve ⚠️
-
LTV:CAC ratio at 2.7x (target: >3x)
-
CAC payback at 12.5 months (target: <12 months)
-
SMB segment churn at 4.5% (target: <4%)
###
Recommendations
1.
**
Reduce CAC
**
: Focus on lower-cost acquisition channels
2.
**
Improve SMB retention
**
: Add onboarding sequences
3.
**
Expand enterprise
**
: Higher ARPU, lower churn
4.
**
Increase expansion revenue
**
: Upsell/cross-sell programs
###
Key Metrics at a Glance
Metric
Value
Status
--------
-------
--------
ARR
$1.38M
📈 +15% MoM
NRR
108%
✅ Healthy
LTV:CAC
2.7x
⚠️ Improve
Runway
29 months
✅ Safe
SaaS Metrics Skill - Part of Claude Office Skills
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