Mode d’emploi
- Copiez la commande et examinez le paquet avant de l’installer dans votre environnement agent.
- Consultez le document original pour les outils, identifiants et environnements requis.
- Décrivez les entrées et le livrable souhaité ; comparez la sortie aux sources.
npx skills add https://github.com/anthropics/financial-services --skill unit-economicsAvant de commencer
- L’installation n’inclut ni abonnement au modèle, ni quota API, ni accès aux fichiers.
- Étoiles et installations reflètent l’activité, pas un test indépendant de qualité ou de sécurité.
Document Skill original
Rendu depuis le dépôt source en conservant titres, exemples, code, tableaux, liens et images.
Unit Economics Analysis
Workflow
Step 1: Identify Business Model
Determine the revenue model to tailor the analysis:
- SaaS / Subscription: ARR, net retention, cohorts
- Recurring services: Contract value, renewal rates, upsell
- Transaction / usage-based: Revenue per transaction, volume trends, take rate
- Hybrid: Break down by revenue stream
Step 2: Core Metrics
ARR / Revenue Quality
- ARR bridge: Beginning ARR → New → Expansion → Contraction → Churn → Ending ARR
- ARR by cohort: Vintage analysis — how does each annual cohort retain and grow?
- Revenue concentration: Top 10/20/50 customers as % of total
- Revenue by type: Recurring vs. non-recurring vs. professional services
- Contract structure: ACV distribution, multi-year %, auto-renewal %
Customer Economics
- CAC (Customer Acquisition Cost): Total S&M spend / new customers acquired
- LTV (Lifetime Value): (ARPU × Gross Margin) / Churn Rate
- LTV:CAC ratio: Target >3x for healthy businesses
- CAC payback period: Months to recover acquisition cost
- Blended vs. segmented: Break down by customer segment (enterprise vs. SMB vs. mid-market)
Retention & Expansion
- Gross retention: % of beginning ARR retained (excludes expansion)
- Net retention (NDR): % of beginning ARR retained including expansion
- Logo churn: % of customers lost
- Dollar churn: % of revenue lost (often different from logo churn)
- Expansion rate: Upsell + cross-sell as % of beginning ARR
Cohort Analysis
Build a cohort matrix showing:
| Cohort | Year 0 | Year 1 | Year 2 | Year 3 | Year 4 |
|---|---|---|---|---|---|
| 2020 | $1.0M | $1.1M | $1.2M | $1.1M | |
| 2021 | $1.5M | $1.7M | $1.8M | ||
| 2022 | $2.0M | $2.3M | |||
| 2023 | $3.0M |
Show both absolute $ and indexed (Year 0 = 100%) views.
Margin Waterfall
- Revenue → Gross Profit → Contribution Margin → EBITDA
- Fully loaded unit economics: what does it cost to acquire, serve, and retain a customer?
- Gross margin by revenue stream (subscription vs. services vs. other)
Step 3: Benchmarking
Compare unit economics to relevant benchmarks:
- SaaS Rule of 40: Growth rate + EBITDA margin > 40%
- SaaS Magic Number: Net new ARR / prior period S&M spend > 0.75x
- NDR benchmarks: Best-in-class >120%, good >110%, concerning <100%
- LTV:CAC: Best-in-class >5x, good >3x, concerning <2x
- Gross retention: Best-in-class >95%, good >90%, concerning <85%
- CAC payback: Best-in-class <12mo, good <18mo, concerning >24mo
Step 4: Revenue Quality Score
Synthesize into a revenue quality assessment:
| Factor | Score (1-5) | Notes |
|---|---|---|
| Recurring % | ||
| Net retention | ||
| Customer concentration | ||
| Cohort stability | ||
| Growth durability | ||
| Margin profile | ||
| Overall |
Step 5: Output
- Excel workbook with ARR bridge, cohort matrix, unit economics dashboard
- Summary slide with key metrics and benchmarks
- Red flags and areas for further diligence
Important Notes
- Always ask for raw customer-level data if available — aggregate metrics can hide problems
- NDR above 100% can mask high gross churn if expansion is strong enough — always show both
- Cohort analysis is the single most important view for revenue quality — push for this data
- Differentiate between contracted ARR and actual recognized revenue
- For usage-based models, focus on consumption trends and expansion patterns rather than traditional ARR metrics
- Professional services revenue should be evaluated separately — it's not recurring and margins are typically lower
