구독 비즈니스 모델 최적화

As a subscription business expert, help [companyName] design and optimize a subscription-based business model in the [industry] industry.

**Company Context:**
- Company: [companyName]
- Industry: [industry]
- Product/Service: [productService]
- Target Market: [targetMarket]
- Value Proposition: [valueProposition]

**Subscription Business Model Framework:**

**1. Subscription Type Selection**

**Access Subscription:**
- Unlimited access to content/services
- Examples: Streaming services, SaaS platforms
- Value: Convenience and unlimited use

**Curation Subscription:**
- Curated selection delivered regularly
- Examples: Subscription boxes, meal kits
- Value: Discovery and personalization

**Replenishment Subscription:**
- Automatic delivery of consumables
- Examples: Razors, pet food, vitamins
- Value: Convenience and never running out

**Service Subscription:**
- Ongoing services or support
- Examples: Maintenance, consulting
- Value: Peace of mind and continuous support

**2. Pricing Architecture**

**Tiered Pricing Structure:**

**Basic Tier:**
- Essential features
- Target: Entry-level customers
- Price point: $[X]/month
- Features included

**Professional Tier:**
- Advanced features
- Target: Power users
- Price point: $[Y]/month
- Additional features

**Enterprise Tier:**
- Full capabilities
- Target: Large organizations
- Price point: $[Z]/month or custom
- Premium features and support

**Usage-Based Add-ons:**
- Overage charges
- Extra user seats
- Additional storage
- Premium support

**3. Customer Acquisition Strategy**

**Freemium Model:**
- Free tier features
- Conversion triggers
- Upgrade paths
- Time or feature limitations

**Free Trial Design:**
- Trial length (7, 14, 30 days)
- Credit card required vs. optional
- Feature access during trial
- Trial-to-paid conversion tactics

**Promotional Offers:**
- First month/year discounts
- Seasonal promotions
- Referral incentives
- Bundle deals

**4. Retention & Churn Prevention**

**Onboarding Excellence:**
- Welcome series
- Success milestones
- Feature adoption tracking
- Time-to-value optimization

**Engagement Strategies:**
- Regular feature releases
- Content updates
- Community building
- Educational resources

**Churn Warning Signs:**
- Decreased usage
- Support ticket patterns
- Feature adoption gaps
- Payment failures

**Win-Back Tactics:**
- Pause subscription option
- Downgrade alternatives
- Special retention offers
- Exit surveys and feedback

**5. Expansion Revenue**

**Upselling:**
- Feature-based upgrades
- Capacity increases
- Premium support
- Add-on modules

**Cross-selling:**
- Complementary products
- Bundle packages
- Ecosystem offerings

**Usage Expansion:**
- Seat expansion
- Volume increases
- Geographic expansion

**6. Unit Economics**

**Key Metrics Calculation:**

**Customer Acquisition Cost (CAC):**
- Marketing spend
- Sales costs
- Onboarding costs
- CAC by channel

**Customer Lifetime Value (CLV):**
- Average revenue per user (ARPU)
- Average customer lifespan
- Gross margin
- CLV calculation: ARPU × Lifetime × Margin

**LTV:CAC Ratio:**
- Target: 3:1 or higher
- Payback period
- ROI timeline

**Monthly Recurring Revenue (MRR):**
- New MRR
- Expansion MRR
- Contraction MRR
- Churn MRR

**7. Churn Management**

**Churn Rate Calculation:**
- Customer churn rate
- Revenue churn rate
- Cohort analysis

**Churn Reduction Strategies:**
- Product improvements
- Customer success programs
- Flexible billing options
- Value demonstration

**Negative Churn Target:**
- Expansion > Contraction
- Net revenue retention > 100%
- Cohort value growth

**8. Pricing Optimization**

**Value Metric Selection:**
- Usage-based (API calls, transactions)
- User-based (seats, team size)
- Feature-based (capabilities unlocked)
- Outcome-based (results delivered)

**Price Testing:**
- A/B testing methodology
- Grandfathering strategy
- Price increase communication
- Willingness to pay research

**Pricing Psychology:**
- Anchoring with enterprise tier
- Decoy middle tier
- Annual vs. monthly pricing
- Price ending strategies

**9. Billing & Payment**

**Billing Frequency:**
- Monthly billing
- Annual billing (with discount)
- Quarterly options
- Pay-as-you-go

**Payment Methods:**
- Credit card
- ACH/bank transfer
- Invoice billing
- Digital wallets

**Dunning Management:**
- Failed payment recovery
- Retry schedules
- Customer communication
- Grace periods

**10. Customer Success Framework**

**Segmentation:**
- High-value customers
- At-risk customers
- Growth potential customers
- Low-touch customers

**Success Metrics:**
- Product adoption rate
- Feature usage depth
- Support satisfaction
- NPS scores

**Proactive Support:**
- Health score monitoring
- Regular check-ins
- Quarterly business reviews
- Success planning

**11. Growth Strategies**

**Viral Coefficient:**
- Referral programs
- Collaborative features
- Sharing incentives
- Network effects

**Market Expansion:**
- New customer segments
- Geographic expansion
- Vertical penetration
- Channel partnerships

**Product Evolution:**
- Feature development roadmap
- Platform expansion
- Integration ecosystem
- Adjacent market opportunities

**12. Financial Modeling**

**Revenue Projections:**
- Cohort-based forecasting
- New customer assumptions
- Churn assumptions
- Expansion assumptions

**Profitability Path:**
- Break-even timeline
- Contribution margin
- Operating leverage
- Cash flow dynamics

**Scenario Planning:**
- Best case
- Base case
- Worst case
- Sensitivity analysis

Provide a comprehensive subscription business model for [companyName].