New Metrics

The latest new SaaS, Marketing, Finance, Sales and more metrics, KPIs, ratios, and benchmarks reviewed and curated by industry experts.

Average Purchase Frequency

Average Purchase Frequency counts the average number of transactions per customer per period. This metric is used to better understand customer behavior and purchase patterns.

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Cost per Activated Lead

Cost per Activated Lead measures the costs involved in generating one activated lead. An activated lead is a potential customer who demonstrates intention to purchase your product.

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Customer Retention Rate

Customer Retention Rate calculates the proportion of customers in a particular period that are retained into the next period.

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Enterprise Value to EBITDA

Enterprise Value to Earnings Before Interest, Taxes, Depreciation, and Amortization (EV/EBITDA) or Enterprise Multiple, is a measure of a company’s value mainly used to evaluate acquisition targets.

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First Contact Resolution Rate

First Contact Resolution Rate (FCR Rate) is the percentage of customer contacts that are resolved on the first interaction with the customer. If a customer's issue can be resolved on the first contact, it eliminates the need for either the agent or the customer to follow up.

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Natural Rate of Growth

Natural Rate of Growth measures the speed at which your company grows, purely based on organic sources of growth. This includes organic signups and incremental recurring revenue started in product without sales involvement.

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Open Opportunities (Weighted Revenue)

Open Opportunities (Weighted Revenue) is calculated by multiplying the expected revenue of a product or service by its estimated close rate to determine potential revenue. Open Weighted Revenue is a metric that helps businesses to determine the financial value of potential opportunities. It looks at opportunities from both a qualitative and quantitative perspective, taking into account the customer's readiness to buy, market demand, and external factors that may progress or delay the ability to close the deal.

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Opportunity Win Rate

Opportunity Win Rate is a metric that measures the success rate of a sales team in converting an opportunity into a sale. It is calculated by dividing the total number of won opportunities by the total number of open opportunities and expressing it as a percentage.

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Product Qualified Leads

Product Qualified Leads (PQL) measures the quality of potential customers by classifying them according to their actions and usage within the product platform. Certain actions in the scope of the product that indicate high intention to purchase are weighted higher and used to classify leads as PQLs.

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Reactivation MRR

Reactivation MRR is the total amount of recurring revenue generated from reactivated customers who had previously cancelled services and have resumed a subscription within the current tracking period.

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Return on Incremental Invested Capital

Return on Incremental Invested Capital is an efficiency metric used to measure the change in earnings as a percentage of incremental investments.

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Sales Cycle Length

Sales Cycle Length is the count of the number of days or months it takes on average to close a deal. This metric can be helpful when creating sales forecasts, measuring sales efficiency, and speaking with investors. It is often referred to as the Average Deal Cycle and is usually expressed in months.

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