AgentSkillsCN

Metrics Knowledge

当用户提出“追踪各类指标”“计算ARR”“我该关注哪些指标？”“对标我的指标表现”“理解客户流失率”“测算客户生命周期价值”“什么是烧钱倍数”“GMV的计算方法”“电商平台的核心指标”等需求，或提及ARR、MRR、NRR、客户流失率、CAC、LTV、烧钱速率、资金跑道、GMV、成交费率、同期群分析等具体指标时，应优先使用此技能。

SKILL.md
--- frontmatter
name: Metrics Knowledge
description: This skill should be used when the user asks to "track metrics", "calculate ARR", "what metrics should I track", "benchmark my metrics", "understand churn", "calculate LTV", "what is burn multiple", "GMV calculation", "marketplace metrics", or mentions specific metrics like ARR, MRR, NRR, churn, CAC, LTV, burn rate, runway, GMV, take rate, or cohort analysis.
version: 0.1.0

Startup Metrics Knowledge

Overview

This skill provides comprehensive guidance on startup metrics for SaaS and marketplace businesses. It covers metric definitions, calculation formulas, stage-appropriate benchmarks, and best practices for tracking and reporting.

SaaS Metrics Fundamentals

Revenue Metrics

MetricFormulaDescription
MRRSum of monthly recurring revenueCore subscription revenue
ARRMRR × 12Annualized recurring revenue
New MRRMRR from new customersGrowth driver
Expansion MRRMRR from upgrades/upsellsLand-and-expand signal
Churned MRRMRR lost from cancellationsRetention indicator
Net New MRRNew + Expansion - ChurnedOverall momentum

Growth Metrics

MetricFormulaGoodGreat
MoM Growth(MRR₁ - MRR₀) / MRR₀10-15%20%+
YoY Growth(ARR₁ - ARR₀) / ARR₀2x3x
Net Revenue Retention(Starting MRR + Expansion - Churn) / Starting MRR100-110%120%+
Gross Revenue Retention(Starting MRR - Churn) / Starting MRR85-90%95%+
Logo RetentionCustomers retained / Starting customers85-90%95%+

Unit Economics

MetricFormulaTarget
CACSales & Marketing spend / New customersVaries by ACV
LTVARPU × Gross Margin × (1/Churn Rate)3x+ CAC
LTV:CAC RatioLTV / CAC3:1 to 5:1
CAC PaybackCAC / (ARPU × Gross Margin)<18 months
Gross Margin(Revenue - COGS) / Revenue70-80%+

Efficiency Metrics

MetricFormulaTarget
Burn MultipleNet Burn / Net New ARR<2x
Magic NumberNet New ARR / Prior Q S&M Spend>0.75
Rule of 40Growth Rate + Profit Margin>40%
Hype RatioImplied ARR Multiple / Growth Rate<1x

Marketplace Metrics Fundamentals

Volume Metrics

MetricFormulaDescription
GMVTotal transaction valueGross Merchandise Value
Net RevenueGMV × Take RateActual revenue
Take RateNet Revenue / GMVPlatform fee %
AOVGMV / OrdersAverage Order Value

Liquidity Metrics

MetricFormulaDescription
Search-to-Fill RateFilled requests / Total searchesDemand satisfaction
Time-to-FillAvg time from request to fulfillmentEfficiency
Buyer-to-Seller RatioActive buyers / Active sellersBalance indicator
Repeat RateRepeat transactions / TotalStickiness

Marketplace Health

MetricDescriptionTarget
Supply Liquidity% of listings with transactions>30%
Demand Liquidity% of searches resulting in purchase>20%
Supplier ConcentrationTop 10% supplier revenue share<40%
Cross-Side Network EffectsGrowth correlation between sidesPositive

Burn & Runway

Burn Calculations

MetricFormula
Gross BurnTotal monthly operating expenses
Net BurnGross Burn - Revenue
RunwayCash Balance / Net Burn
Zero Cash DateToday + (Runway months)

Burn Benchmarks by Stage

StageAcceptable Burn MultipleTarget Runway
Pre-seedN/A18-24 months
Seed<3x18-24 months
Series A<2x18-24 months
Series B<1.5x24+ months
Series C+<1x24+ months

Stage-Appropriate Metrics

Pre-Seed / Seed

Focus on product-market fit signals:

  • •Engagement metrics (DAU/MAU, retention curves)
  • •Organic growth / word-of-mouth
  • •Early revenue or intent signals
  • •User feedback quality

Series A

Prove repeatable revenue:

  • •ARR: $1-3M
  • •Growth: 2-3x YoY
  • •Retention: >100% NRR
  • •Unit economics trending positive

Series B

Scale efficiently:

  • •ARR: $5-15M
  • •Growth: 2x+ YoY
  • •Burn multiple: <1.5x
  • •Clear path to profitability

Series C+

Efficient growth at scale:

  • •ARR: $20M+
  • •Rule of 40: >40%
  • •Strong unit economics
  • •Market leadership indicators

Cohort Analysis

Revenue Cohorts

Track how revenue from each customer cohort evolves over time:

  • •Month 0: Initial MRR
  • •Month 3, 6, 12: Retention %
  • •Expansion curve: Upsell trajectory

User Cohorts

Track engagement by signup cohort:

  • •Day 1, 7, 30 retention
  • •Feature adoption rates
  • •Conversion milestones

Additional Resources

Reference Files

For detailed guidance, consult:

  • •references/saas-metrics-guide.md - Complete SaaS metrics with formulas and examples
  • •references/marketplace-metrics-guide.md - Marketplace-specific metrics and benchmarks
  • •references/benchmarks-by-stage.md - Stage and industry benchmarks

Example Files

Working examples in examples/:

  • •example-metrics-snapshot.md - Sample metrics report format
  • •example-cohort-analysis.md - Cohort analysis template