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The Top 20 Metrics: SaaS Sales Efficiency

Jul 3, 2023

The Top 20 Metrics for Evaluating SaaS Sales Efficiency

Annual Recurring Revenue (ARR)

The value of the contracted recurring revenue components of your subscriptions normalized to a one-year period.

Monthly Recurring Revenue (MRR)

A measure of the predictable and recurring revenue components of your subscription business.

Customer Acquisition Cost (CAC)

The total cost of acquiring a new customer, including all aspects of marketing and sales.

Customer Lifetime Value (CLTV or LTV)

The net profit that is made from any given customer.

LTV:CAC Ratio

A metric that compares the lifetime value of a customer to the cost of acquiring them.

Churn Rate

The percentage of customers who end their subscription during a given time period.

Net Revenue Retention (NRR)

Measures how much revenue from current customers you retain from one period to the next, including upgrades, downgrades, churn, and expansion.

Sales Cycle Length

The average amount of time it takes for a prospect to go from initial contact to close.

Win Rate

The percentage of deals that result in a sale.

Average Revenue Per Account (ARPA)

The average revenue generated per account, per month or year.

Upsell and Cross-Sell Rate

The percentage of existing customers who purchase additional services or upgraded packages.

Sales Productivity

Revenue per sales rep or the number of deals per sales rep in a given time period.

Sales Response Time

The average amount of time it takes for a sales representative to respond to a lead or an inquiry.

Lead Conversion Rate

The percentage of leads that become paying customers.

Sales Target Achievement Rate

The percentage of the sales target that has been achieved in a certain period.

Quota Attainment

The percentage of salespeople who meet or exceed their sales quota.

Sales Forecast Accuracy

The difference between forecasted sales and actual sales.

Pipeline Coverage

The ratio of the total potential sales revenue for a specific time period to the sales quota for that same time period.

Deal Size

The average size of a deal in terms of revenue.

Customer Renewal Rate

The percentage of customers that choose to renew their subscription at the end of their contract.

The Top 20 Metrics for Evaluating SaaS Sales Efficiency

Annual Recurring Revenue (ARR)

The value of the contracted recurring revenue components of your subscriptions normalized to a one-year period.

Monthly Recurring Revenue (MRR)

A measure of the predictable and recurring revenue components of your subscription business.

Customer Acquisition Cost (CAC)

The total cost of acquiring a new customer, including all aspects of marketing and sales.

Customer Lifetime Value (CLTV or LTV)

The net profit that is made from any given customer.

LTV:CAC Ratio

A metric that compares the lifetime value of a customer to the cost of acquiring them.

Churn Rate

The percentage of customers who end their subscription during a given time period.

Net Revenue Retention (NRR)

Measures how much revenue from current customers you retain from one period to the next, including upgrades, downgrades, churn, and expansion.

Sales Cycle Length

The average amount of time it takes for a prospect to go from initial contact to close.

Win Rate

The percentage of deals that result in a sale.

Average Revenue Per Account (ARPA)

The average revenue generated per account, per month or year.

Upsell and Cross-Sell Rate

The percentage of existing customers who purchase additional services or upgraded packages.

Sales Productivity

Revenue per sales rep or the number of deals per sales rep in a given time period.

Sales Response Time

The average amount of time it takes for a sales representative to respond to a lead or an inquiry.

Lead Conversion Rate

The percentage of leads that become paying customers.

Sales Target Achievement Rate

The percentage of the sales target that has been achieved in a certain period.

Quota Attainment

The percentage of salespeople who meet or exceed their sales quota.

Sales Forecast Accuracy

The difference between forecasted sales and actual sales.

Pipeline Coverage

The ratio of the total potential sales revenue for a specific time period to the sales quota for that same time period.

Deal Size

The average size of a deal in terms of revenue.

Customer Renewal Rate

The percentage of customers that choose to renew their subscription at the end of their contract.

Varaa esittely

Varaa esittely

Ali Omar, COO

• Caleido.io:n toinen perustaja
• Syntynyt Suomessa, kotoisin Kainuusta, Hyrynsalmelta
• Esittely suomen kielellä
• Lääketieteen lisensiaatti, Oulun yliopisto
• MBA, Aalto EE, Helsinki
• 15+ vuotta kasvuyrittäjänä
• Perusti vuonna 2007 Med Group-konsernin yhdessä Kustaa Pihan kanssa
(nyk. sosiaali- ja terveydenhuoltoalan palveluyritys ONNI, onnion.fi)
• Med Groupin liikevaihto 0 → 100 M€ run-rate 9½ vuodessa
• Vaikuttaja ja sijoittaja suomalaisessa teknologiayrityskentässä
• Osakkaana kokemusta yli 30 suomalaisesta startupista
•The Finnish Business Angel 2019, FiBAN
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