startup-metrics（启动指标）

Startup Metrics Framework

Comprehensive guide to tracking, calculating, and optimizing key performance metrics for different startup business models from seed through Series A.

Installation

OpenClaw / Moltbot / Clawbot

npx clawhub@latest install startup-metrics

WHAT This Skill Does

Provides formulas, benchmarks, and guidance for:

• Revenue metrics (MRR, ARR, growth rates)
• Unit economics (CAC, LTV, payback period)
• Cash efficiency (burn rate, runway, burn multiple)
• SaaS-specific metrics (NDR, magic number, Rule of 40)
• Marketplace and consumer metrics
• Stage-appropriate focus areas

WHEN To Use

• Setting up startup analytics and dashboards
• Calculating CAC, LTV, or unit economics
• Preparing investor updates or pitch materials
• Evaluating business health and efficiency
• Understanding what metrics matter at each stage

KEYWORDS

startup metrics, saas metrics, cac, ltv, arr, mrr, burn rate, burn multiple, rule of 40, net dollar retention, magic number, unit economics, marketplace gmv, dau mau

Universal Startup Metrics

Revenue Metrics

MRR = Σ (Active Subscriptions × Monthly Price)
ARR = MRR × 12

MoM Growth = (This Month MRR - Last Month MRR) / Last Month MRR
YoY Growth = (This Year ARR - Last Year ARR) / Last Year ARR

Benchmarks:

Unit Economics

CAC = Total S&M Spend / New Customers Acquired
LTV = ARPU × Gross Margin% × (1 / Churn Rate)
LTV:CAC Ratio = LTV / CAC
CAC Payback = CAC / (ARPU × Gross Margin%)

Benchmarks:

Cash Efficiency

Monthly Burn = Monthly Revenue - Monthly Expenses
Runway (months) = Cash Balance / Monthly Burn Rate
Burn Multiple = Net Burn / Net New ARR

Burn Multiple Benchmarks:

Target: Always maintain 12-18 months runway.

SaaS Metrics

Revenue Composition

Net New MRR = New MRR + Expansion MRR - Contraction MRR - Churned MRR

Retention Metrics

NDR (Net Dollar Retention) = (ARR Start + Expansion - Contraction - Churn) / ARR Start
Gross Retention = (ARR Start - Churn - Contraction) / ARR Start
Logo Retention = (Customers End - New Customers) / Customers Start

NDR Benchmarks:

Efficiency Metrics

Magic Number = Net New ARR (quarter) / S&M Spend (prior quarter)
Rule of 40 = Revenue Growth Rate% + Profit Margin%
Quick Ratio = (New MRR + Expansion MRR) / (Churned MRR + Contraction MRR)

Magic Number:

• 0.75 = Efficient, ready to scale
• 0.5-0.75 = Moderate efficiency
• < 0.5 = Inefficient, don't scale yet

Marketplace Metrics

GMV = Σ (Transaction Value)
Take Rate = Net Revenue / GMV

Typical Take Rates:

Liquidity Indicators:

• Fill rate > 80% = Strong liquidity
• Repeat rate > 60% = Strong retention

Consumer/Mobile Metrics

DAU/MAU Ratio = DAU / MAU
K-Factor = Invites per User × Invite Conversion Rate

DAU/MAU Benchmarks:

Retention Benchmarks (Day 30):

B2B Sales Metrics

Win Rate = Deals Won / Total Opportunities
Pipeline Coverage = Total Pipeline Value / Quota (target: 3-5x)
ACV = Total Contract Value / Contract Length (years)

Sales Cycle Benchmarks:

Metrics by Stage

Pre-Seed (Product-Market Fit)

Focus: Active users, retention (Day 7/30), engagement, qualitative feedback

Don't worry about: Revenue, CAC, unit economics

Seed ($500K-$2M ARR)

Focus:

• MRR growth rate (15-20% MoM)
• CAC and LTV baselines
• Gross retention (> 85%)
• Core product engagement

Start tracking: Sales efficiency, burn rate, runway

Series A ($2M-$10M ARR)

Focus:

• ARR growth (3-5x YoY)
• LTV:CAC > 3, payback < 18 months
• NDR > 100%
• Burn multiple < 2.0
• Magic number > 0.5

What Investors Want to See

Seed Round

• MRR growth rate
• User retention
• Early unit economics
• Product engagement

Series A

• ARR and growth rate
• CAC payback < 18 months
• LTV:CAC > 3.0
• NDR > 100%
• Burn multiple < 2.0

Series B+

• Rule of 40 > 40%
• Efficient growth (magic number)
• Path to profitability

Dashboard Format:

Current MRR: $250K (↑ 18% MoM)
ARR: $3.0M (↑ 280% YoY)
CAC: $1,200 | LTV: $4,800 | LTV:CAC = 4.0x
NDR: 112% | Logo Retention: 92%
Burn: $180K/mo | Runway: 18 months

Common Mistakes

1. Vanity Metrics — Focus on actionable metrics, not total users or page views
2. Too Many Metrics — Track 5-7 core metrics intensely, not 50 loosely
3. Ignoring Unit Economics — CAC and LTV matter even at seed stage
4. Not Segmenting — Break down by customer segment, channel, cohort
5. Gaming Metrics — Optimize for real business outcomes, not dashboards

NEVER Do

1. NEVER ignore unit economics at any stage — CAC and LTV are always critical
2. NEVER track vanity metrics (total users, page views) without retention context
3. NEVER report growth rates without absolute numbers — 100% growth from $1K is different from $1M
4. NEVER skip segmentation — aggregate metrics hide important patterns
5. NEVER confuse correlation with causation — investigate before concluding
6. NEVER set targets without understanding your stage benchmarks
7. NEVER present metrics without trend context — current value + growth rate + benchmark
8. NEVER optimize for the metric instead of the underlying business outcome