The Essential KPIs for Revenue Insights

Volume 2 in the Series of Big Books of Great Revcasting*

If you ever wanted a definitive reference guide for understanding, calculating, and tracking Key Performance Indicators for your go-to-market strategy and investments -- THIS IS IT.

Chock-full of data-illustrative examples and recommendations, this will be a go-to resource for you for many years to come. Use this guide to improve how you are tracking the inputs and outcomes of your revenue-building initiatives, employing a "modular KPI" approach so that your scorecarding aligns to your specific business circumstances and goals.

Table of Contents:

Part One: Why KPIs Matter

• Why does this need to be prioritized?
• Who cares about these KPIs?
• What happens in the planning phase?
• What happens once the fiscal year is underway?
• How do you optimize?

Part Two: Best Practices for KPI Scorecarding and Insight-Gathering

Part Three: GTM Revenue Management KPIs

• KPI Group 1: Hiring and Attrition
• KPI Group 2: Quota Capacity and Attainment
• KPI Group 3: Ramp
• KPI Group 4: Pipeline
• KPI Group 5: Sales Cycle Execution
• KPI Group 6: Productivity

Part Four: Bringing It All Together

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A Prologue from the Author, Jeff Serlin:

This book is a deep reflection on the many lessons I have learned over the course of my career, and authoring it has been truly rewarding. The learnings it contains are not only from the school of hard knocks, but from the incredible mentorship I’ve received from some truly outstanding Chief Revenue Officers and GTM leaders, as well as from my collaboration with customers, partners, and my RevOps peers. My experiences at companies such as Pendo, Marketo, Intercom, Campaign Monitor, and IBM have made this quite a journey in supporting growing and constantly evolving revenue organizations.

There’s a passion to be found for the insights that can be drawn and gained from the narrative that KPI data tells you. That’s one of the primary reasons I co-founded Revcast: to automate and scale this kind of knowledge that GTM teams can benefit from as they seek to ensure sustained success and achievement of their goals.

I hope you find many solid take-aways from this second volume of the Big Book of Great Revcasting, which focuses on thoroughly understanding which key performance indicators (KPIs) you can measure – so you can determine the right mix that aligns with your business priorities and goals. 

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‍* Revcasting: The practice of driving higher revenue achievement through comprehensive go-to-market planning, measurement, and agile optimization