我们不知道哪些产品在赚钱
in B2B SaaS

简短回答

每家企业都有条业务线，大家都以为它盈利，而通常正是这条线在被补贴。 B2B SaaS公司面临具体困境——增长率从42%跌至32%，而60%的收入来自经济性最差的板块。若不先把这个板块定价清楚，净收入留存率就会持续变动，却没人能说出原因，关于各条线贡献的讨论也只能停留在意见层面。

产品级利润确实难算，因为多数成本是共享的，而常见的按收入分摊方式，悄然决定了最终答案。按收入比例分摊间接费用，会让高收入产品线显得成本高、低收入产品线显得高效，而实际情况往往相反——低收入线消耗了不成比例的资源。

可行的做法是只分摊真正可追溯的成本，其余保持未分摊状态。这样就能得到各条线的贡献额，以及一个诚实的共享成本池，比没人相信的全部分摊数字有用得多。

结果通常不舒服。大多数产品组合里，少数几条线支撑了全局，至少有一条存在多年的产品线其实一直在亏损，只是大家一直以为它盈利。

如何判断这确实是你的问题

这三者同时出现才是标志。单独一个通常指向其他问题。

✓ 产品盈利能力被说成公司整体毛利率
✓ 多年未停掉任何产品
✓ 两个人对同一条产品线的说法不一致

通常会让情况更糟的做法。 把间接费用全部分摊进产品线，得出一个基于任意规则的精确数字，却因看起来严谨而被维护。

Who this is for — and who it is not

It is for you if you run or finance a B2B SaaS company and product profitability is quoted as a company-wide gross margin. It is the situation where the numbers are available but nobody has put them in an order that produces a decision.

It is not for you if Percision is the wrong tool if you already know the answer and only need execution capacity, or if the business is pre-revenue — then the constraint is evidence about the market, not analysis of your own figures. Percision is not a lawyer, tax advisor, auditor, licensed appraiser, clinical or regulatory filer, or an AI implementation shop. It does not do HR casework, creative-only brand work, or impersonate a named consulting firm. It is a strategy analysis engine — not a template library. Also wrong if you need facilitation, politics, or someone to sit with a lender or buyer. Those are human jobs.

Percision is not a lawyer, tax advisor, auditor, licensed appraiser, clinical or regulatory filer, or an AI implementation shop. It does not do HR casework, creative-only brand work, or impersonate a named consulting firm. It is a strategy analysis engine — not a template library.

实际运行分析时的样子

Below is an excerpt from a real run of this analysis on 一家B2B SaaS公司. It is a sample profile rather than a customer, and it is engine output translated from English — this is the format you get, on your own numbers.

The subject is TechNova Solutions, a sample company profile used for testing rather than a customer — $45M ARR, 280 engineers.

This is one move out of a full analysis. Read a complete report — every page, no email required.

引擎如何处理这个问题

This question routes to Matrix Strategy, one of 29 engagements the platform runs. For B2B SaaS公司 it works through net revenue retention, CAC payback, ACV by segment and gross margin, then produces the sequence rather than a list of options — which move first, what it funds, and the observation that would say the sequence is wrong.

You watch the analysis get built before paying anything. 在此阅读完整报告 if you would rather see the depth first.

人们关于此问题的常见提问

我需要作业成本法吗？

几乎不需要。可追溯成本加上一个未分摊池，就能排出优先级，而优先级才是你真正要行动的依据。完整的作业成本法往往拖得比当初的决策还长。

有些产品在支撑其他产品怎么办？

明确说出来，并为支撑定价。一条亏损的产品线如果真正拉动盈利收入，那就是有名字的营销成本——只要有人真正做过决定，这就合理。

多久需要重做一次？

每年一次，或者在产品组合发生重大变化后。排序结果比具体数字更稳定，每次做都会比上次省力。

Is this different in b2b saas than in other industries?

Materially, yes. Growth has fallen from 42% to 32% while 60% of revenue sits in the segment with the worst economics — which changes both the diagnosis and the order of the fixes. The metrics that decide it here are net revenue retention, CAC payback, ACV by segment, and an answer built on industry-general benchmarks will usually point at the wrong one first.

What data do I need before this analysis is worth running for a B2B SaaS company?

Less than most people expect. Your last twelve months of revenue and cost split the way you already split it, plus whatever you hold on net revenue retention and CAC payback. The analysis is explicit about what it is assuming where your data stops, which is more useful than waiting for numbers you may never have.

When is Percision the wrong tool?

Percision is the wrong tool if you already know the answer and only need execution capacity, or if the business is pre-revenue — then the constraint is evidence about the market, not analysis of your own figures. Percision is not a lawyer, tax advisor, auditor, licensed appraiser, clinical or regulatory filer, or an AI implementation shop. It does not do HR casework, creative-only brand work, or impersonate a named consulting firm. It is a strategy analysis engine — not a template library. Also wrong if you need facilitation, politics, or someone to sit with a lender or buyer. Those are human jobs.

Does Percision replace a lawyer, tax advisor, auditor, or AI implementation team?

Percision is not a lawyer, tax advisor, auditor, licensed appraiser, clinical or regulatory filer, or an AI implementation shop. It does not do HR casework, creative-only brand work, or impersonate a named consulting firm. It is a strategy analysis engine — not a template library.