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How do sales KPIs change with a self-serve product?

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2 Answers
Sales KPIs
  1. Katie Harkins
    Katie Harkins

    Glide VP of Sales • 3y

    Compared to a sales-assisted org, your KPIs change with a self-serve product. You want product lead growth that funnels your NRR to feed your MRR that feeds your ARR (Annual Recurring Revenue).  Some of my favorite self-serve product metrics are the following: *CAC *Unique traffic visits  *fulfillment speed *active trials at any given time *AHA moments  *virality & recommendations received post AHA moment (flywheel effect) *LTV  *at what point does a human step in? (support or sales) *What p ...Read More

    1,843 Views
  2. Nick Feeney
    Nick Feeney

    Loom VP, Revenue • 3y

    Compared to a sales-assisted org, your KPIs change with a self-serve product. You want product led growth that funnels your NRR (Net Revenue Retention) to feed your MRR (Monthly Recurring Revenue) that feeds your ARR (Annual Recurring Revenue). Some of my go-to self-serve product metrics are the following: NPS (net promoter score) CAC (customer acquisition costs) Customer retention Customer churn Unique traffic visits Conversion ratio broken down by marketing event/engagement Content vitality % ...Read More

    981 Views

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