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Bright Ship — 5‑Year Operating Model (Take‑Home)

Commercial deployment + storage • USD • Scenarios (Base/Upside/Downside)

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Executive snapshot

Metric (Base) Today Year 5 Commentary
ARR $6.0M $28.5M Mid‑Market led growth with disciplined pricing
Gross margin 32% 44% Scale + attach + supply optimization
Cash breakeven — Year 3 Assumes working‑capital tightening

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Recommendation (Base): Prioritize Mid‑Market growth funded by a measured CAC step‑up, while enforcing price discipline and improving working capital.

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Scenario controls

Inputs (editable)

Go‑to‑market

Driver Base Upside Downside Units
Starting customers (Y0) 120 120 120 customers
New customers (Y1) 80 105 55 customers
New customer growth (YoY) 35% 45% 20% %
Logo churn (annual) 9% 7% 12% %
Expansion 6% 10% 2% % of prior ARR
Starting ARPA $45,000 $48,000 $42,000 $/customer/year
ARPA growth 3% 4% 2% %

Unit economics

Driver Base Upside Downside Units
Gross margin 32% 36% 28% %
GM improvement (annual) 3.0 pts 3.5 pts 2.0 pts percentage points
CAC payback 15 12 18 months
Sales & Marketing spend (Y1) $5,400,000 $6,300,000 $4,500,000 $/year
S&M spend growth (YoY) 20% 25% 10% %

Operating model

Driver Base Upside Downside Units
R&D spend (Y1) $2,200,000 $2,400,000 $2,000,000 $/year
G&A spend (Y1) $1,800,000 $2,000,000 $1,700,000 $/year
OpEx growth (YoY) 12% 14% 8% %

Outputs (paste from your model)

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This section is formatted like an investor‑grade output panel. Paste values from Excel/Sheets once you run the model.

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