Key Metrics
Metrics | Reason |
Number of conversions made - Contacts>Leads>MQL>SQL> | Closure for each account/enterprise by channel (Event/LinkedIn/Email/Per Partner) |
Contacts to Conversion ratio(Per person/month (Annual, Quarterly & Monthly contracts) | This is for measuring the performance of Sales team |
Revenue generated - Per person/ month | This is for measuring the performance of Sales team |
ARPA Per Month - Highest/Lowest/Blended | This will allow us to measure the quality of accounts closed by sales team member. In order to gauge the performance, only the number of closures is not sufficient, we need to track the closure amount / ARR also. |
Customer lifetime value and ROI | To determine the profitability/cost of the campaign |
Deal velocity - time taken for an account to progress through the sales pipeline | This will allow us to measure the effort needed to close specific set of customers. Using this data, we can improve our targeting and target customers similar to the ones who generally take less time for closure |
Other Metrics that could be useful to track - Engagement rate | Key metric in ABM to show much of the audience interacts with your content |
