Do you have tips on how best to independently get the data to measure KPIs? What are some tools you use?

Many of your KPIs will be tied to business metrics which will in turn be tracked based on sales data, financial data, and more. If you are at a larger organization, you may have a data science team that uses business intelligence tools such as Tableau, Power BI, or similar and they can pull in data from multiple data sources to create dashboards to track your KPIs. If you work at a smaller organization, you may need to cobble together KPI's from different systems and put them all in a page (Confluence, Notion, G-Docs, etc.) so that you can easily track and share with your team.

Here are some of the KPIs I mostly closely track for PMM and how I obtain the data to measure:

• Win Rate - this is the calculation of how many new customer wins you're able to convert from the total number of opportunities in your pipeline. To track this I'd use the CRM (in my case I use Salesforce). I've built reports that can track this number and I also use this report to identify most common loss reasons as this helps me prioritize where my sales team needs the most PMM support.

• Pipeline Contribution - this is the amount of pipeline you've created from campaigns associated with product launches. To track this I use Salesforce. (You may need to work with Rev or Mktg Ops to ensure the campaigns are tracked effectively in your CRM).

• Adoption Rate - This is a KPI my team and I often share with the product organization. This we track through product software that can identify usage rate of our customer base. Some tech that can provide this level of insight includes Amplitude, Pendo and Google Analytics.

A few different tools I love that most people could familiarize themselves with.

• Gong - this is a great tool to get insights into how your messaging is resonating, what top objections the field is hearing, insights into your personas and their pain points and more.

• Salesforce - having a few pre-set reports that you track some of your key metrics allow you to pull updated numbers independently

• Pendo - this is a great tool to help understand product adoption and usage

• Internal UI tools - have one of your PMs teach you how to review the backend of your platform!