Predictable Revenue Metrics
Predictable Revenue Cheat Sheet
Five Metrics to Track
1. New leads created per month (and from what source)
2. Conversion rates of leads to opportunities
3. Number of, and pipeline dollar value of, qualified opportunities created per month (determines ROI!)
4. Conversion rates of opportunities to closed deals
5. Booked revenues in three categories: New Business, AddOn Business, Renewal Business
Most relevant during:
PMF phase
GTM Fit phase
Scale phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
ACVs > $50K
