The Operational Metrics That Matter 

Written By Gari Johnson

Stop obsessing over investor metrics. Focus on operational ones: 

Early Stage: 

- Lead conversion rates 

- Sales cycle length 

- Customer acquisition cost 

- Logo retention 

Growth Stage: 

- Revenue per GTM motion 

- Cost per GTM motion 

- Net revenue retention 

- Gross margins 

Scale Stage: 

- Gross revenue retention 

- Customer lifetime value 

- Free cash flow 

- Productivity per rep 

Key insight: Different stages need different metrics.  Are you measuring what matters for your stage? 

#Metrics #SaaS #Growth #WinningbyDesign

Gari Johnson http://www.gtmapac.com
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