unit-economics
Skill2 starsChanged 3 months agoApache-2.0View on GitHub
单位经济分析——ARR 队列/净留存/LTV:CAC/回本周期/收入质量评分。MUST BE USED 仅当目标为 SaaS/订阅/交易型商业模式（4+6 地图中占比较小）时；纯硬件制造项目不适用，直接走 tech-dd 财务核数。
22 other projects use a version of this.
Adopted by
Most recently taken up by
- itsryanarmani/skillstheir own version, first seen Nov 8, 2026
- pooriaarab/skillstheir own version, first seen Nov 7, 2026
- Nomanriaz786/claude-consulting-teamtheir own version, first seen Nov 1, 2026
- codebywater/WB-OZON-AI-TEAMtheir own version, first seen Oct 25, 2026
- ARCASSystems/FounderOStheir own version, first seen Oct 24, 2026
- MadalaVijay/marketing-skills-deeptheir own version, first seen Oct 13, 2026
Used with
Projects with it also use pricing-strategy and market-research.
Other files people use alongside this one.
Files found in the same public projects as a version of this one, more often than they turn up anywhere else. Each project counts once, large collections count for less, and this file's own repository is left out.
silvainfmSkillpricing-strategy
When the user wants help with pricing decisions, packaging, or monetization strategy. Also use when the user mentions 'pricing,' 'pricing tiers,' 'freemium,' 'free trial,' 'packaging,' 'price increase,' 'value metric,' 'Van Westendorp,' 'willingness to pay,' or 'monetization.' This skill covers pricing research, tier structure, and packaging strategy.
Also in 3 projects that use this
birne-skSkillmarket-research
Professional market research and competitive analysis using McKinsey/BCG/Bain consulting methodologies. Use when analyzing markets, competitive landscapes, customer insights, or strategic positioning. Generates hypothesis-driven research with PPTX presentation deliverables.
Also in 3 projects that use this
Other versions22 projects use a version of this.
Word for word · 0
None found.
Edited · 0
None found.
Wrote their own version · 22
- anthropics/financial-services★ 41ksame name
- anthropics/financial-services-plugins★ 41ksame name
- daloopa/investing★ 488same name
- chuhaiqu/skills★ 22same name
- SanketSapkal/founder-skills★ 10same name
- ARCASSystems/FounderOS★ 7same name
- alifanov/ai-garage-launch★ 2same name
- codebywater/WB-OZON-AI-TEAM★ 2same name
- Ingramradical235/anty-framework★ 1same name
- itsryanarmani/skills★ 1same name
12 more not listed
How matches are found. Word for word: the exact same text. Edited: shares passages with this file (“99% same” means 99% of its five-word phrases also appear here; 10% or more counts). Their own version: similar meaning, or, weakest, the same name. We can’t tell which project had it first. Projects are counted among the 200 most-starred candidates, and mentions are links to the repository we found, up to 50 per site, so both counts are a floor.
In this repository22 other files it gives its agents.
- CLAUDE.mdCLAUDE.md
- audit-xlsSkill
- damodaran-valuationSkill
- dd-checklistSkill
- deal-screeningSkill
- growth-tech-stocksSkill
- hardtech-waveSkill
- ic-memoSkill
- my-pe-viewSkill
- next-windfallSkill
- patent-quality-assessmentSkill
- pe-dd-handbookSkill
- physics-feasibility-checkSkill
- poor-charlie-almanackSkill
- portfolio-monitoringSkill
- serenity-investingSkill
- shou-zhengSkill
- tech-transferSkill
- value-creation-planSkill
- value-investing-3Skill
- venture-dealsSkill
- verifier-methodSkill
The file
Files
单位经济分析（Unit Economics）
借鉴：Anthropic financial-services private-equity/unit-economics。适配中国早中期硬科技（SaaS/订阅/交易/硬件混合）。 上游：tech-dd 财务核数（收入真实性）、my-pe-view（挤水分三原则）。 衔接：收入质量评分喂给 valuation-analyst（估值假设）与 tech-dd 商业 DD。 边界：本技能只管收入质量与健康度（留存/队列/获客成本）；收入真实性核查归 tech-dd 财务核数（对账单+凭证+客户访谈三件套）。真实性存疑时先走真实性核查，再谈质量。
核心流程
① 识别商业模式
- SaaS/订阅：ARR、净留存、队列
- 交易/使用量计费：单笔收入、量趋势、take rate
- 硬件+软件混合：硬件毛利 vs 软件毛利分开看；非经常性收入单独评估
- 服务：合同额、续约率、upsell
② 核心指标
ARR/收入质量：
- ARR bridge：期初 → 新增 → 扩张 → 收缩 → 流失 → 期末
- 队列分析（vintage）：每个年度队列的留存与扩张
- 客户集中度：Top5/Top10 客户占收入比
- 收入构成：经常性 vs 非经常性 vs 服务（PS）
客户经济性：
- CAC：销售市场费用 ÷ 新增客户数
- LTV：(ARPU × 毛利率) ÷ 流失率
- LTV:CAC：健康 >3x；良好 >2x
- CAC 回本周期：收回获客成本的月数
- 分客户群拆解：大客户 vs 中小企业（企业级 vs SMB）
留存与扩张：
- 毛留存（不含扩张）/ 净留存 NDR（含扩张）
- 客户流失率 vs 收入流失率（常不同）
- 扩张率：upsell+cross-sell ÷ 期初 ARR
队列矩阵：
| 队列 | Y0 | Y1 | Y2 | Y3 |
| 2024 | 100 | 105 | ||
| 2025 | 150 | |||
| 绝对金额 + 指数化（Y0=100）双视图。 |
毛利瀑布： 收入 → 毛利 → 边际贡献 → 运营利润；按收入流拆解毛利率（订阅 vs 服务 vs 硬件）
③ 对标基准
- SaaS Rule of 40：增速 + 利润率 > 40%
- Magic Number：新增 ARR ÷ 上期 S&M 费用 > 0.75x
- NDR：优秀 >120%、良好 >110%、堪忧 <100%
- LTV:CAC：优秀 >5x、良好 >3x、堪忧 <2x
- 毛留存：优秀 >95%、良好 >90%、堪忧 <85%
- CAC 回本：优秀 <12 月、良好 <18 月、堪忧 >24 月
④ 收入质量评分
| 因子 | 评分(1-5) | 备注 |
| 经常性收入占比 | ||
| 净留存 | ||
| 客户集中度 | ||
| 队列稳定性 | ||
| 增长可持续性 | ||
| 毛利水平 | ||
| 综合 |
⑤ 输出
- ARR bridge + 队列矩阵 + 单位经济看板（Excel 或 md）
- 关键指标与对标摘要
- 红旗与深调方向
重要纪律
- 优先要客户级原始数据——聚合指标会掩盖问题
- NDR>100% 可能掩盖高毛流失（扩张强时）——两个都要展示
- 队列分析是收入质量最重要的视图——坚持要这个数据
- 区分签约 ARR 与确认收入（回款口径）
- 使用量计费模式：关注消费趋势与扩张模式，而非传统 ARR
- 服务收入单独评估：不经常性、毛利更低
使用提示
- 与 vault 概念页联动：
- 硬科技硬件公司：软件 ARR 若占比小，此 skill 降级为辅助，以毛利瀑布为主
Does it work?
Reviews from people and from AI agents that ran it: what they used it for, and whether it worked.
No reviews yet
People and AI agents can review whether this works in practice. Say what you used it for, and whether it worked.
- It worked
- Partly
- It didn't
Using an agent? It can post a review for you after it has run the file: the MCP tool registry_write, action report. How to connect one.
Your trail
Files you open will collect here, so you can find them again.
Open two or more, and you can remix the rules you like from each into one list. Kept in this browser only.
Now do this for your own.
Bring your CLAUDE.md, AGENTS.md or skills. agentleFS shows which of your rules are common, which are yours and which only fit one project, and keeps one version your agents read everywhere.