SaaS Unit Economics: The Complete Guide to CAC, LTV, Payback Period, and the Rule of 40¶
Fiscallion. (2024). SaaS Unit Economics: The Complete Guide to CAC, LTV, Payback Period, and the Rule of 40: The Complete Guide to CAC, LTV, Payback Period, and the Rule of 40.
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Primes¶
- Aggregate-Marginal Divergence
- Unit economics. Total revenue grows while contribution margin per next customer turns negative — the unit-economics mirage — as past cohorts sustain the aggregate and the marginal customer costs more than they bring.
This sourceDocuments the unit-economics mirage: a blended LTV:CAC that masks deteriorating recent-cohort economics, so total/aggregate revenue can grow while the marginal customer's gross-margin-adjusted contribution turns negative — the lagging-aggregate-vs-leading-margin failure.
Supported in partVerified against the work's full text
Supports the core idea that a healthy blended figure can hide a segment or recent cohort whose unit economics are poor or below 1:1, but not growing total revenue with a negative next-customer margin.
“A blended number hides segment-level decay. Your enterprise segment might show a 5:1 ratio while your SMB segment is destroying value at 0.8:1.”
- Unit economics. Total revenue grows while contribution margin per next customer turns negative — the unit-economics mirage — as past cohorts sustain the aggregate and the marginal customer costs more than they bring.
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