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KPI's

We get where you're coming from and

ARPA

Finance

Product

Sales

Sales Operations

Average Revenue per Account is a key revenue metric, especially for SAAS companies. Evaluated as the total revenue to the average number of accounts in a corresponding period.

ARR

Revenue Generation

Sales

Sales Operations

Annual Recurring Revenue is the ratio of contract value to the number of years on contract. It is a crucial metrics for SAAS and startup companies.

Annual Contract Value

Finance

Sales

Sales Operations

The revenue generated by a given contract, expressed as a ratio of total contract value and the number of years in the contract and typically aggregated for all contracts.

Average Deal Size

Sales

Sales Operations

Helpful for developing sales plans, this metric is simply the ratio of total sales revenue to number of sales for a given period. I

Average Profit Margin

Sales

Sales Operations

Total amount of net income in relation to the amount of net sales multiplied by 100. This is a crucially segmented by product line, division, or other corporate dimensions responsible for sales.

Conversion Rate

Marketing

Marketing Operations

Revenue Generation

Sales

Sales Operations

percentage of conversions (leads typically) from marketing activities and operations.

Deal Slip Rate

Sales

Sales Operations

The share of lost opportunities to the total number of opportunities.

Lead Scoring

Product

Sales

Sales Operations

Achieved many different ways, but typically an algorithm quantifying the most valuable leads over less valuable ones - by total size, time to close, etc.

Net Revenue Retention

Finance

Accounting

Sales

Sales Operations

The utilimate measure of startup sustainability, this is calculated as the ending MMR less the beginning MMR of the sames month all over the ending total MMR in the prior month.

Net Revenue Retention %

Sales

Sales Operations

Accounting

Finance

The share of recurring revenue derived from existing customers. Its the renewal revenue at the beginning of the period, plus upsell revenue less churn all divided by renewal revenue at the beginning of the period multiplied by 100.

Pipeline Converage

Marketing

Marketing Operations

Sales

Sales Operations

The ratio of pipeline provided by marketing to the sales quota.

Quota Attainment

Sales

Sales Operations

A percentage calculating the proximity of sales actual bookings to quotas.

SG&A Ratio

Finance

Sales

Sales Operations

This ratio expresses how well sales is covering the sales, general, and administrative expenses relative to the net sales revenue.

SQL

Marketing

Marketing Operations

Sales Operations

Sales Qualified Leads are the number of leads that meet the criteria sales has put forth as a prioritized potential customer.

Sales Cycle Length

Sales

Sales Operations

Time is money and it’s true for sales too. This is a ratio of the number of days between opp start and close dates, added for all opp’s; divided by the total number of opps.

Sales Growth Rate

Finance

Sales

Sales Operations

Sales growth is essential for any company. This percentage change ratio is the change in current net sales to the prior period net sales all over the prior period net sales all multiplied by 100.

Share of Qualified Leads

Finance

Marketing

Marketing Operations

Sales

Sales Operations

The share of the number of leads that have been qualified by marketing.

Time to Close

Product

Sales

Sales Operations

The difference between the opportunity start date to the closed won date, typically expressed in

Weighted Value of Pipeline

Sales

Sales Operations

The probability of closing a deal multiplied by the total value of the deal, summed over all deals.

Win Rate

Sales

Sales Operations

Share of the number of opportunities that are won to all of the opportunities, closed and won.