“How do your unit economics change at scale?”

What they're really asking

Will growth get more expensive? Investors rarely care about the question on its own. They're testing whether you know your numbers cold, whether your assumptions are honest, and whether you can explain them simply.

How to answer, step by step

1. Show CAC rising year by year in Assumptions.
2. Explain which costs fall per customer.
3. Point to LTV : CAC and payback by year in the Annual Summary.

An example answer

We assume paid CAC rises from $2,400 to $3,200 by year 5. Even so, year-2 LTV : CAC stays above 3x in the plan.

Figures are from Loopdesk, the fictional SaaS company in our sample files. Swap in your own numbers and keep the structure.

The answer that loses trust

Where the proof lives

Before the meeting, find the number behind your answer. In our workbooks it lives in: Annual Summary - Unit economics. If you can open that tab and point to it, the follow-up question is easy.