What are the top 3-5 key metrics that you track in your RevOps dashboards and reports?

We track 10-15 metrics closely at any time, but the ones that I think are most interesting to see the health of the business and identify where we should take action (either fix a problem or drive more growth) are below:

1. ARR/Revenue - how much revenue is the business as a whole generating. We look at this both in sum and what's happened in the quarter. The primary shortcoming of this metric is that it is the outcome of numerous other processes rather than something we can directly influence, so it's lagging and not directly actionable.

2. Stage 2 pipeline - indication of our ability to hit new business targets in the coming weeks/months/quarter. I like this because it's more actionable - we can ask SDRs/BDRs/AEs to do more prospecting or talk to marketing about how to drive more MQLs. It also is indicative of risks or opportunities in the near future for the new business teams.

3. New logos - shows how much volume we are putting through the AE/SDR system. Like ARR we can't directly influence it, but can take action to drive more pipeline-building activities. It also helps us understand if we're hitting targets through volume or high ACVs.

4. Win rate - primarily a new business metrics but something we can also look at for renewals and expansion/upsell/cross-sell opportunities. Most helpful as a trended metric to see if we are winning or losing more frequently than in the past.

5. Existing business net expansion (NRR) - this is the simplest indicator of the health of the installed customer base. Like several others here, it's not something we can directly influence but it's the place I start before digging into what is going right or wrong with our existing customers.

In our RevOps dashboards and reports, we focus on key metrics that provide a comprehensive understanding of our revenue operations and overall performance. Here are a few that I'd suggest to start with:

1. Sales Pipeline Velocity: We closely monitor how quickly opportunities progress through our sales funnel, from initial contact to closed deal. This metric is essential for forecasting and pinpointing any bottlenecks in our sales process.

2. Pipeline Size and Shape Metrics: Understanding the size of our pipeline and its composition is crucial. We look at historical conversion rates to determine how much pipeline is needed at any given time. Additionally, we track opportunity aging and the amount of time deals spend in each stage to ensure nothing is stagnating and to identify areas for improvement.

3. Renewal Rates: In the SaaS industry, customer retention is just as important as acquisition. Tracking our renewal rates helps us understand our customer satisfaction and the effectiveness of our customer success efforts.

4. Conversion Rates: We keep a close eye on conversion rates at various stages of the funnel. This ensures that our lead generation efforts are effective and helps us identify where we can optimize to convert more leads into customers.

5. New Attach Product Rate (NAPR): This metric is key for understanding how well new products or services are being adopted by our existing and/or new customer base. It helps us gauge the success of our product and services launches and adoption strategies, ensuring that we are effectively cross-selling and up-selling.

Together, these metrics provide a robust framework for making informed, data-driven decisions and continually refining our RevOps strategy.