#kpi

Track key SaaS metrics. Core metrics: 1. MRR/ARR (monthly/annual recurring revenue). 2. Growth rate (MoM, YoY). 3. CAC and LTV. 4. Churn rate (customer and revenue). 5. NRR (net revenue retention). 6. ACV (average contract value). 7. Expansion revenue. 8. Cash runway. Use tools like ChartMogul or build custom. Monitor daily. Segment by plan, channel, cohort. Share with team regularly.

Calculate and optimize pipeline velocity. Formula: (Number of Opportunities × Average Deal Size × Win Rate) ÷ Sales Cycle Length = Pipeline Velocity. Example: (50 opps × $10k × 25% win rate) ÷ 90 days = $1,389/day. How to improve: 1. Increase opportunities (better lead gen). 2. Increase deal size (upsell, target larger accounts). 3. Improve win rate (better qualification, demos). 4. Shorten sales cycle (remove friction, faster follow-ups). Track in CRM dashboard. Set weekly velocity targets. Identify bottleneck stages. Review with team in 1:1s.