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What are the long-term metrics that you prioritize reviewing in running your organization?
I believe organizations that I have been a part of spend too much time prioritizing short-term metrics (pipeline, forecast, YoY growth, etc.), and I notice this is especially true when creating deep partnerships with Sales leadership. What do you look at to determine the future health of your organization (ex: new logo wins, # of partner wins and contribution, growth in pull-through services)? How do you balance focus on short and long-term health?
2 Answers

The specific answer here will depend on the type of organization (e.g. B2B/B2C), target segmentation (e.g. Enterprise/SMB) and go-to-market model (e.g. Product Led Growth, Sales Driven). I'd suggest looking at this through teh framework of of leading indicators (input metrics) and lagging indicat......Read More
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Cambria Moreno
Highspot Director of Revenue Operations • May 31
Your metrics are divided into run the business and long range plan. Run the business: * Pipeline generation * Forecasting Accuracy * Win Rates * YoY Growth Long Range Plan: * Competitive Win Rate * Partner Revenue & Growth * Revenue role productivity * Profitability - big on......Read More
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