Startup Metrics English｜ARR/MRR/CAC/LTVを“英語で説明”するテンプレ集
投資家は「指標」より指標の意味と運用を聞く。ここは 定義→式→解釈→改善策 で話せるようにする。
Metrics OS（最小）
Definition → How we calculate it → Why it matters → What we’re doing to improve it
Definition → How we calculate it → Why it matters → What we’re doing to improve it
ARR / MRR
定義
- MRR is our monthly recurring revenue from subscriptions.
- ARR is MRR multiplied by 12.
解釈
- MRR growth reflects expansion and new customer acquisition.
- We separate new MRR vs expansion MRR.
改善策
- We’re improving onboarding to reduce churn.
- We’re adding higher-tier plans to increase ARPA.
Churn / Retention / NRR
- Churn is the percentage of customers (or revenue) that leave.
- Retention is the opposite of churn.
- NRR measures retention including expansion.
言い分け：logo churn（顧客数） / revenue churn（売上）。
CAC / LTV / Payback
- CAC is our customer acquisition cost.
- LTV is the expected lifetime value of a customer.
- Payback is how many months it takes to recover CAC.
必殺文
- Our CAC is $___ and LTV is $___, so payback is ___ months.
- The main CAC driver is ___.
- We’re lowering CAC by ___.
Burn / Runway
- Burn rate is how much cash we spend per month net of revenue.
- Runway is how many months we can operate at the current burn.
必殺文
- At our current burn, we have ___ months of runway.
- We can extend runway by reducing ___ or increasing ___.
“突っ込まれ質問”への回答テンプレ
| 質問 | 回答テンプレ |
|---|---|
| How do you calculate LTV? | We calculate LTV as ___, based on ___ assumptions. We also track a conservative and aggressive scenario. |
| Why is churn high? | The primary driver is ___. We’ve identified the root cause and are fixing it by ___. Early results show ___. |
| What’s your go-to-market? | We focus on ___ segment, acquire customers via ___, and expand via ___. Our pipeline conversion is ___. |
| What would change your forecast? | The key variables are ___. If ___ changes, our forecast changes by ___. |
30秒ピッチ（指標版）
We’re at $___ MRR growing ___% MoM. Churn is ___ and improving due to ___. CAC is $___, payback is ___ months, and LTV is $___. We’re raising $___ to reach $___ MRR and extend runway to ___ months.
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