Money, pricing & model
Unit economics & modeling
Know what a customer costs and earns.
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How do I calculate CAC (customer acquisition cost) and LTV?
CAC = total sales and marketing spend divided by new customers acquired in that period, count everything, not just ad spend. LTV = the profit (not ...
What is a good LTV to CAC ratio?
The rule of thumb is LTV:CAC of at least 3:1, earn back roughly three times what it costs to acquire a customer. Below 1:1 you lose money on every ...
What metrics should I actually track as an early-stage SaaS founder?
Early on, obsess over MRR growth, churn, gross margin, and CAC payback, ignore vanity metrics like downloads and pageviews. Net revenue retention t...
How do I build a simple financial model or revenue projection?
Build bottom-up from real drivers, leads, conversion rate, price, churn, not top-down from 'we'll grab 1% of a huge market.' A useful early model f...
What is churn and how much churn is too much?
Churn is the rate customers leave, and it silently caps your growth because you're refilling a leaky bucket. For SMB SaaS, ~3-5% monthly is common ...
My CAC looks great but I paid for it with a founder-led discount. How do I know my unit economics without the promo?
Discounts and founder hustle hide your real acquisition cost, so run two versions: the promo number and the number when a stranger buys at list pri...
My unit economics work on a spreadsheet but I'm bleeding cash every month. Why the disconnect and what do I fix first?
Positive unit economics per customer can still coexist with a cash crunch because fixed costs (salaries, tools, rent) and the timing gap between sp...
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