vs. Revenue (収益) • #2 Recurring Revenue vs. Total Revenue − e.g. ARR (Annual Recurring Revenue), MRR (Monthly Recurring Revenue) • #3 Gross Profit (粗利) • #4 Total Contract Value (TCV, 合計契約金額) vs. Annual Contract Value (ACV, 年間〃) • #5 LTV (Life Time Value) − LTV = (Contribution margin per customer) x (the avg. life span of customer). § avg. life span of customer (in months) = 1 / (your monthly churn). • #6 Gross Merchandise Value (GMV, 流通取引総額) vs. Revenue • #7 Unearned or Deferred Revenue (前受収益) … and Billings (請求額) • #8 CAC (Customer Acquisition Cost) … Blended vs. Paid, Organic vs. Inorganic
in a given period]/(prior period total customers) § ある時期の利用者数と、失ったユーザー数の比 − Monthly unit churn = (lost customers)/(prior month total) § 上記を月単位で見たもの − Retention by cohort § 初月から残ったユーザーの割合を見る § Month 1 = 100% of installed base § Latest Month = % of original installed base that are still transacting • 金額ベースで測るチャーン − Gross churn: (MRR lost in a given month)/(MRR at the beginning of the month) § その月に失った MRR の割合 − Net revenue churn: [(MRR lost - MRR from upsells) in a given month]/(MRR at the beginning of the month) § Upsell の影響を考慮
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