AgentSkillsCN

startup-metrics

适用于构建指标仪表板、追踪关键绩效指标、计算单位经济性,或分析初创公司健康状况时使用。可通过“MRR”、“ARR”、“CAC”、“LTV”、“流失率”、“留存率”、“跑道”、“烧钱率”、“单位经济性”、“速动比率”、“40% 法则”等短语触发。

SKILL.md
--- frontmatter
name: startup-metrics
description: Use this skill when building metrics dashboards, tracking KPIs, calculating unit economics, or analyzing startup health. Triggers on "MRR", "ARR", "CAC", "LTV", "churn", "retention", "runway", "burn rate", "unit economics", "Quick Ratio", "Rule of 40".

Startup Metrics

Overview

Comprehensive startup KPI tracking with formulas, benchmarks, and stage-specific guidance. Covers revenue metrics (MRR/ARR), customer metrics (CAC/LTV/Churn), financial metrics (burn/runway), and growth metrics (NRR/Quick Ratio/Rule of 40).

When to Use

  • Building metrics dashboards
  • Calculating unit economics (CAC, LTV, payback)
  • Analyzing startup health (Quick Ratio, Rule of 40)
  • Tracking stage-appropriate KPIs
  • Generating investor-ready metrics reports

Top 20 Metrics Quick Reference

#MetricCategoryFormulaBenchmark
1MRRRevenueSum of monthly subscriptionsGrowing MoM
2ARRRevenueMRR × 12$1M+ for Series A
3Gross MarginFinancial(Revenue - COGS) / Revenue60-80% SaaS
4Burn RateFinancialMonthly expenses - Revenue< 1/12 of cash
5RunwayFinancialCash / Monthly burn12-18 months
6CACCustomerSales+Marketing / New customersVaries by model
7LTVCustomerARPU × Avg lifespan3× CAC minimum
8LTV:CACRatioLTV / CAC3:1 or higher
9CAC PaybackRatioCAC / Monthly margin< 12 months
10ChurnRetentionLost customers / Starting customers< 5% monthly
11Net Revenue RetentionRetention(MRR - Churn + Expansion) / MRR> 100%
12DAU/MAUEngagementDaily active / Monthly active> 20%
13Activation RateProductUsers completing setup / Signups25-40%
14Conversion RateProductPaying / Free users2-5% freemium
15NPSSatisfactionPromoters - Detractors> 40 excellent
16CMGRGrowth(Last/First)^(1/months) - 115-20% early
17Quick RatioHealth(New+Expansion) / (Churn+Contraction)> 4 strong
18Rule of 40HealthGrowth rate + Profit margin> 40%
19GMVMarketplaceTotal transaction valueContext-dependent
20ACVSalesAnnual contract valueGrowing YoY

Metric Formulas

Revenue Metrics

typescript
interface MRRComponents {
  new_mrr: number;       // Revenue from new customers
  expansion_mrr: number; // Upsells and upgrades
  contraction_mrr: number; // Downgrades
  churned_mrr: number;   // Cancellations
}

function calculateNetNewMRR(mrr: MRRComponents): number {
  return mrr.new_mrr + mrr.expansion_mrr - mrr.contraction_mrr - mrr.churned_mrr;
}

function calculateARR(mrr: number): number {
  return mrr * 12;
}

Customer Metrics

typescript
interface UnitEconomics {
  arpu: number;          // Average Revenue Per User
  grossMargin: number;   // 0-1
  monthlyChurn: number;  // 0-1
  salesMarketingCost: number;
  newCustomers: number;
}

function calculateCAC(data: UnitEconomics): number {
  return data.salesMarketingCost / data.newCustomers;
}

function calculateLTV(data: UnitEconomics): number {
  const avgLifespan = 1 / data.monthlyChurn;
  return data.arpu * data.grossMargin * avgLifespan;
}

function calculateLTVCACRatio(ltv: number, cac: number): number {
  return ltv / cac;
}

function calculateCACPayback(cac: number, arpu: number, margin: number): number {
  return cac / (arpu * margin); // months
}

Financial Metrics

typescript
interface FinancialHealth {
  cashBalance: number;
  monthlyExpenses: number;
  monthlyRevenue: number;
}

function calculateGrossBurn(data: FinancialHealth): number {
  return data.monthlyExpenses;
}

function calculateNetBurn(data: FinancialHealth): number {
  return data.monthlyExpenses - data.monthlyRevenue;
}

function calculateRunway(data: FinancialHealth): number {
  const netBurn = calculateNetBurn(data);
  return netBurn > 0 ? data.cashBalance / netBurn : Infinity;
}

Growth Metrics

typescript
function calculateNRR(
  startMRR: number,
  churnedMRR: number,
  expansionMRR: number
): number {
  return ((startMRR - churnedMRR + expansionMRR) / startMRR) * 100;
}

function calculateQuickRatio(
  newMRR: number,
  expansionMRR: number,
  churnedMRR: number,
  contractionMRR: number
): number {
  return (newMRR + expansionMRR) / (churnedMRR + contractionMRR);
}

function calculateRuleOf40(growthRate: number, profitMargin: number): number {
  return growthRate + profitMargin;
}

function calculateCMGR(lastMonth: number, firstMonth: number, months: number): number {
  return Math.pow(lastMonth / firstMonth, 1 / months) - 1;
}

Metrics by Stage

Pre-Seed Metrics

PriorityMetricTarget
1Customer interviews20+ completed
2Waitlist signups100+ engaged
3Willingness to pay50%+ say yes
4Problem severity8+/10 rating
5Early evangelists5+ identified

Seed Metrics

PriorityMetricTarget
1MRR$10K-50K
2MoM Growth15-20%
3Activation Rate25%+
4Retention (Day 30)20%+
5NPS30+

Series A Metrics

PriorityMetricTarget
1ARR$1M-3M
2MoM Growth10-15%
3LTV:CAC3:1+
4CAC Payback< 12 months
5Net Revenue Retention100%+
6Gross Margin60%+

Series B+ Metrics

PriorityMetricTarget
1ARR$5M+
2Rule of 40> 40
3Quick Ratio> 4
4NRR110%+
5CAC Payback< 12 months
6Gross Margin70%+

Benchmark Tables

LTV:CAC Interpretation

RatioMeaningAction
< 1:1Losing moneyStop spending, fix retention
1:1 - 2:1Barely sustainableImprove retention or reduce CAC
3:1HealthyScale acquisition
4:1 - 5:1Very efficientConsider more aggressive growth
> 5:1Under-investingSpend more on acquisition

Churn Benchmarks (Monthly)

MarketGoodAverageConcerning
Enterprise SaaS< 1%1-2%> 3%
Mid-market SaaS< 2%2-4%> 5%
SMB SaaS< 3%3-5%> 7%
Consumer< 5%5-10%> 15%

Runway Planning

RunwayStatusAction
18+ monthsSafeFocus on growth
12-18 monthsComfortablePlan next raise
6-12 monthsCautionStart fundraising NOW
< 6 monthsDangerCut costs or raise urgently

Vanity Metrics to Avoid

Vanity MetricBetter AlternativeWhy
Total downloadsActivated usersDownloads don't mean usage
Page viewsConversion rateViews don't mean engagement
Registered usersActive usersRegistrations don't mean retention
Social followersEngagement rateFollowers don't mean customers
Cumulative revenueMoM growthCumulative always goes up

Edge Function: metrics-analyzer

typescript
// Actions
- 'calculate_unit_economics': Compute CAC, LTV, payback
- 'assess_health': Quick Ratio, Rule of 40 analysis
- 'stage_metrics': Recommend metrics for current stage
- 'benchmark_compare': Compare against industry benchmarks
- 'forecast_runway': Project runway based on growth

AI Model Selection

TaskModel
Metric calculationsgemini-3-flash-preview
Benchmark analysisgemini-3-pro-preview
Health assessmentgemini-3-pro-preview
Strategic recommendationsclaude-sonnet-4-5-20250929

References