Agrees with the model of record. On base inputs this returns LTV/CAC 3.3× undiscounted, 2.5× discounted, payback 16.3 mo, contribution $7,529/building — identical to the workbook.
Units per building = 6 (model basis, rounded from the derived 6.2). Source: MRR/price reconciliation; LBNL reference building.
CAC = sales labor + hardware subsidy. Labor = loaded AE cost ($324K) ÷ buildings closed/AE/yr, scaled by 40% ÷ conversion. Subsidy = the negative hardware gross profit per building.
Hardware = $900 kit − BOM − $675 install − $40 logistics, per unit. Source: LBNL Jul-2025 (install ≈ 1.5× materials).
LTV = SaaS GP/building/mo × (1/churn) × NRR. Discounted LTV = LTV ÷ (1 + rate × life/12/2), a conservative single-factor PV over average life.
SaaS gross margin 85%, discount rate 15% held fixed here as diligence assumptions. Source: mid-market SaaS norm (Optifai); early-stage venture discount.
Conversion 40% is the load-bearing assumption. Modeled as a sales-cost multiplier: fewer converting pilots means each closed building carries more of the AE cost.
Treadmill holds the reported 19% MoM and replaces churned buildings; AEs needed = new buildings/mo ÷ close rate. Independent of the LTV/CAC verdict.