What challenges do you encounter with tracking KPIs?

The biggest challenge for us lately is that it's hard to track certain KPIs on a quarterly basis, because the nature of enterprise deals is that they can take longer than 3 months from very first touch to contract signing.

We like to do it to ensure directional improvement and alignment, but things like "reduction in closed losses" or "increased conversion to POV" are really hard to measure from quarter beginning to end, in comparison to the last quarter beginning to end—specifically because by November 1, you're comparing a pool of probably closed deals from July to still open deals that won't close til February.

So we're always looking for other related indicators of success. Like velocity of moving between certain stages rather than total conversion rate. Velocity can be measured in a vacuum, and while it's no guarantee you'll closed win, moving fast into and out of a POV is a pretty good indicator that PMM has done all we can do to make value obvious—regardless of whether we ultimately in or lose.