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cohort-analysis

@gtmagents/gtm-agents
26
1

Standard method for slicing bookings, pipeline, and retention cohorts

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SKILL.md

name cohort-analysis
description Standard method for slicing bookings, pipeline, and retention cohorts for diagnostics.

Cohort Analysis Framework Skill

When to Use

  • Comparing performance across acquisition channels, segments, or product lines.
  • Diagnosing conversion drop-offs within specific booking/vintage cohorts.
  • Stress-testing forecast assumptions with historical baseline behavior.

Framework

  1. Cohort Definition – choose cohort key (signup month, lead source, product tier, segment).
  2. Metric Stack – select KPIs (coverage, win rate, ACV, NRR, payback) per cohort.
  3. Normalization – adjust for seasonality, deal size mix, or currency.
  4. Visualization – waterfall tables, heatmaps, or overlapping curves to highlight divergence.
  5. Narrative Layer – annotate drivers, anomalies, and recommended actions.

Templates

  • Cohort definition worksheet (keys, filters, inclusion/exclusion rules).
  • Standardized chart pack for leadership readouts.
  • Diagnostic checklist for follow-up analyses.

Tips

  • Keep cohorts mutually exclusive to avoid double-counting.
  • Pair with inspect-pipeline-levers to link cohort insights to pipeline stages.
  • Rebaseline quarterly so assumptions stay current.