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What are the must have KPIs and what are some useful KPIs teams may not think of?

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4 Answers
Revenue Ops KPIs
  1. Michael Hargis
    Michael Hargis

    Tealium SVP, Revenue Operations • 3y

    I like to think about KPIs for any revenue organization in a 3 P's framework : 1. Performance 2. Predictability 3. Productivity Performance: It's important to understand the performance trends of the company and the most common KPS in this category include:   - ARR - Retention - Number of Customers (Existing + New Logos - Churned Logos) - Gross Margin.   For each of these KPIs, I like to look at the numbers vs. goal, vs. last year (YoY) and vs last quarter (QoQ). These are the basic health marke ...Read More

    4,385 Views
  2. Dhwani Dalal
    Dhwani Dalal

    DocuSign Director, Sales Strategy & Operations • 1y

    ● Must-have: Pipeline coverage, quota attainment, sales cycle. 

    ● Overlooked: Customer acquisition cost (CAC) vs. lifetime value (LTV), and customer retention metrics.

    1,091 Views
  3. Kenny Hsu
    Kenny Hsu

    AuditBoard SVP, Growth and Revenue Operations • 1y

    Sometimes it is easy to forget that at the end of the day, we are all in revenue generation, and that everything must tie to that. So while I'm all for early indicator signals (MQLs, SALs, Opps Created, Demos) and anticipating/resolving problems before they exist, it is important to make sure you are tying those early indicator signals to closed won. It doesn't do anyone any good if your MQL is going through the roof but revenue is not.

    1,185 Views
  4. Tyler Will
    Tyler Will

    Intercom VP, Revenue Operations | Formerly LinkedIn • 1y

    The must-have KPIs will depend on your business but I think they should cover the customer journey from awareness of your product (think brand marketing) through the renewal and upsell/cross-sell process. One great way to go about this is to draw out your entire customer journey, overlay which teams touch the various parts of that, and then define the KPIs along the entire journey they each care about. You can then add other metrics that aggregate performance (e.g., quota attainment, revenue) ac ...Read More

    564 Views

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