How to use

Follow these steps

1. 1

   Revenue metrics

   MRR / ARR (if SaaS), monthly revenue, year-on-year growth %, average contract value, customer count, new customers in month.

2. 2

   Pipeline metrics

   Pipeline coverage (next-quarter pipeline ÷ next-quarter target), conversion rate by stage, average sales cycle, lost deal reasons (top 3).

3. 3

   Retention metrics

   Net Revenue Retention (NRR), Gross Revenue Retention (GRR), logo churn count, churn revenue. The leakiest of these is usually the bottleneck on growth.

4. 4

   Cash metrics

   Cash in bank, cash runway (months of operating cost cover), debtor days, creditor days, working capital.

5. 5

   Team metrics

   Headcount by function, revenue per head, hires this month, attrition this month, open roles.

6. 6

   Operational metrics

   Customer NPS or CSAT, ticket volume, time to first response, time to resolution. Specific to the business model.

7. 7

   Set targets per metric

   Each KPI should have a current value, a target, and a colour status (green / amber / red). Without targets, the dashboard is just numbers.

8. 8

   Review monthly with the team

   30 minutes, every month. Talk about red and amber metrics — green ones don''t need discussion. Action owner and date for each amber/red item.