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 t…