Scenario comparison

Lean Ramp vs Tiered Baseline

Compared at M36 · Lean Ramp: Baseline tiers with deferred R&D cadence and a later AE hire — pulls the cash trough inside the horizon. · Tiered Baseline: Self-serve Starter + sales-led Pro, with an AE-driven motion.

Headline KPIs · the story numbers

ARR· $0(0.0%)

$2.2Mvs$2.2M

Annualized run rate at the compare-at month (MRR × 12).

LTV : CAC· 0.00×(0.0%)

8.4×vs8.4×

Skok healthy zone: ≥ 3×. Below 1× the business is underwater.

CAC payback· 0mo(0.0%)

3movs3mo

Months for ARPA × GM% to recover CAC.

Net MRR churn (annualized)· 0.0pp(0.0%)

-3.8%vs-3.8%

Cash trough↓ −$1.2M(−1370.7%)

$84kvs-$1.1M

Lowest ending cash across the horizon (signed).

EBITDA↓ −$48k(−1796.0%)

$2.7kvs-$46k

Verdict — at-a-glance read

Lean Ramp

LinearCapital-efficient

Trough $84k at M36 · breakeven M32 · cash holds.

Tiered Baseline

LinearCapital-efficient

Trough -$1.1M at M36 · no breakeven · runway M16.

Time-series overlays

ARR over time

Lean Ramp

Tiered Baseline

Cumulative cash

Lean Ramp

Tiered Baseline

LTV : CAC ratio over time

Lean Ramp

Tiered Baseline

Bands: red <1× · amber 1–3× · green ≥3×. Values above 12× are clamped.

CAC payback months

Lean Ramp

Tiered Baseline

Values above 48 months are clamped.

Gross MRR churn vs Expansion MRR

Lean Ramp · gross churn

Lean Ramp · expansion

Tiered Baseline · gross churn

Tiered Baseline · expansion

Full KPI deltas by group

Growth & Scale

ARR· $0(0.0%)

$2.2Mvs$2.2M

Annualized run rate at the compare-at month (MRR × 12).

MRR· $0(0.0%)

$180kvs$180k

Paying customers· 0(0.0%)

1.2kvs1.2k

New customers / mo· 0(0.0%)

85vs85

Unit Economics

ARPA (new)· $0(0.0%)

$64vs$64

CAC· $0(0.0%)

$182vs$182

LTV· $0(0.0%)

$1.1kvs$1.1k

DCF lifetime value — works under negative churn.

Simple LTV·

n/avsn/a

Skok closed-form ARPA × GM / gross-churn. Null when not applicable.

LTV : CAC· 0.00×(0.0%)

8.4×vs8.4×

Skok healthy zone: ≥ 3×. Below 1× the business is underwater.

CAC payback· 0mo(0.0%)

3movs3mo

Months for ARPA × GM% to recover CAC.

Gross margin· 0.0pp(0.0%)

77.6%vs77.6%

Retention & Expansion

Gross MRR churn (annualized)· 0.0pp(0.0%)

28.9%vs28.9%

Skok: always report alongside net — expansion can mask leak.

Expansion MRR (annualized)· 0.0pp(0.0%)

12.1%vs12.1%

Net MRR churn (annualized)· 0.0pp(0.0%)

-3.8%vs-3.8%

Logo churn (annualized)· 0.0pp(0.0%)

52.0%vs52.0%

Cash & P&L

Cash trough↓ −$1.2M(−1370.7%)

$84kvs-$1.1M

Lowest ending cash across the horizon (signed).

Trough month· 0mo(0.0%)

36movs36mo

First breakeven·

32movsn/a

First month with non-negative EBITDA sustained ≥3 months.

Runway·

n/avs16mo

First month cash crosses below zero; null = cash never runs out.

Cumulative S&M· +$222k(+20.3%)

$1.1Mvs$1.3M

EBITDA↓ −$48k(−1796.0%)

$2.7kvs-$46k

Deferred revenue· $0(0.0%)

$290kvs$290k

Funnel & Capacity

Top of funnel / mo· 0(0.0%)

5.1kvs5.1k

End-to-end conversion· 0.0pp(0.0%)

1.7%vs1.7%

Avg sales coverage↑ +0.43×(+73.4%)

0.6×vs1.0×

Sales-led tiers only. ≥ 1.0× covers plan demand.

First fully covered↓ −10mo(−41.7%)

24movs14mo

MRR by tier · side-by-side

Lean Ramp

Starter

Pro

Tiered Baseline

Starter

Pro

Cohort revenue bands · side-by-side

Lean Ramp

earliest vintagelatest cohort

Tiered Baseline

earliest vintagelatest cohort

Funnels @ M36 · side-by-side

Lean Ramp

Starter

Pro

Tiered Baseline

Starter

Pro

Sales capacity · side-by-side (sales-led tiers only)

Lean Ramp

Pro

Capacity

Expected wins

Tiered Baseline

Pro

Capacity

Expected wins

Input diff · what's different between the scenarios

Path	Lean Ramp	Tiered Baseline
hiringPlan[1].trigger.everyMonths	12	6
hiringPlan[1].trigger.startMonth	12	6
hiringPlan[3].trigger.threshold	100000	50000
name	Swamp Club — Lean Ramp	Swamp Club — Tiered Baseline

4 input settings differ.

Path

Lean Ramp

Tiered Baseline

hiringPlan[1].trigger.everyMonths

hiringPlan[1].trigger.startMonth

hiringPlan[3].trigger.threshold

100000

50000

name

Swamp Club — Lean Ramp

Swamp Club — Tiered Baseline