KPI definitions, formulas and benchmarks
KPI & Metrics Library
Browse practical KPI guides by category. Each guide includes the definition, formula, calculation notes, benchmark context, examples and common pitfalls.
Showing 123 of 123 KPIs
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Sales Revenue
Total income generated from goods or services sold in a given period.
Formula
Sum of all sales in period
Example
A SaaS startup closes 40 deals at an average of $6,000 each in Q1 -> $240,000 in sales revenue. Recognize it over the contract term, not all upfront.
New Bookings
Total value of new contracts signed in a period, before revenue is recognized.
Formula
Sum of newly signed contract value
Example
You sign 10 annual contracts worth $12,000 each in March -> $120,000 in new bookings, even though revenue is recognized monthly.
Average Deal Size
The mean value of a closed deal over a period.
Formula
Total revenue / Number of deals closed
Example
$240,000 revenue across 40 deals = $6,000 average deal size. If enterprise deals push this to $25,000, your motion is moving upmarket.
Win Rate
Share of qualified opportunities that convert into closed-won deals.
Formula
Deals won / Total deals (won + lost) × 100
Example
Out of 80 qualified opportunities you close 20 -> 25% win rate. Raising it to 30% adds revenue with no extra pipeline.
Lead-to-Close Rate
Share of all leads that ultimately become paying customers.
Formula
Closed-won deals / Total leads × 100
Example
1,000 leads produce 30 customers -> 3% lead-to-close. Inbound demo requests might close at 15% while cold lists close at 1%.
Demo-to-Close Rate
Share of product demos that result in a closed-won deal.
Formula
Closed-won deals / Demos held × 100
Example
You run 80 demos and close 24 -> 30% demo-to-close. A low rate often means demos aren't being qualified well enough.
Sales Closed-Won Rate
Share of closed deals that ended in a win rather than a loss.
Formula
Closed-won deals / Total closed deals × 100
Example
Of 50 deals that reached a decision, 18 were won -> 36% closed-won rate (no-decision deals excluded).
Sales Cycle Length
Average time it takes to move a deal from creation to close.
Formula
Avg days from opportunity created to closed-won
Example
A deal created Jan 5 and closed Feb 20 took 46 days. If your average is 45 days, forecast Q2 closes from pipeline created by mid-May.
Sales Velocity
How much revenue the pipeline generates per day.
Formula
(Opportunities × Win Rate × Deal Size) / Cycle Length
Example
120 opps x 25% win x $6,000 / 45 days = ~$4,000/day. Shortening the cycle to 36 days lifts it to ~$5,000/day.
Pipeline Coverage Ratio
Open pipeline relative to the quota for the period.
Formula
Open pipeline value / Sales target
Example
Quota is $500k and open pipeline is $1.8M -> 3.6x coverage, comfortably above the 3x rule of thumb.
Quota Attainment
Percentage of assigned quota a rep or team achieves.
Formula
Actual sales / Quota × 100
Example
A rep with a $400k quota closes $340k -> 85% attainment. If only 40% of reps clear quota, targets may be too high.
Lead-to-Opportunity Rate
Share of leads that become qualified opportunities.
Formula
Opportunities / Leads × 100
Example
1,000 leads produce 120 opportunities -> 12%. Inbound demo requests may convert at 40% while cold lists convert at 3%.
Sales Rep Ramp Time
Time a new rep takes to reach expected quota productivity.
Formula
Avg time for new rep to reach full productivity
Example
New reps hit full quota productivity in month 5 on average. Factor this in when modeling revenue from Q1 hires.
Customer Acquisition Cost (CAC)
Average cost to acquire one new customer.
Formula
Total sales & marketing spend / New customers acquired
Example
Spend $50,000 on sales & marketing in a quarter and acquire 100 customers -> $500 CAC. Include salaries and tools, not just ad spend.
LTV:CAC Ratio
Lifetime value of a customer relative to the cost of acquiring them.
Formula
Customer Lifetime Value / Customer Acquisition Cost
Example
$2,000 LTV / $500 CAC = 4:1, which is healthy. Below 1:1 means you lose money on every customer.
CAC Payback Period
Time to recover the cost of acquiring a customer.
Formula
CAC / (Monthly gross margin per customer)
Example
$500 CAC / $80 monthly gross margin per customer = ~6.3 months to break even on acquisition.
Marketing Qualified Leads
Leads judged likely to become customers based on engagement or fit.
Formula
Count of leads meeting MQL criteria
Example
1,200 visitors download a pricing guide and pass your lead score -> 1,200 MQLs. Watch how many sales actually accepts.
MQL to SQL Conversion Rate
Share of marketing-qualified leads accepted as sales-qualified.
Formula
SQLs / MQLs × 100
Example
300 of 1,200 MQLs become SQLs -> 25%. A falling rate signals lead-quality or scoring problems.
Return on Ad Spend
Revenue generated for each unit of advertising spend.
Formula
Revenue from ads / Ad spend
Example
$20,000 ad spend drives $90,000 revenue -> 4.5:1 ROAS. Check it against margin, not just revenue.
Conversion Rate
Share of visitors or users who complete a desired action.
Formula
Conversions / Total visitors × 100
Example
2,000 landing-page visits produce 60 sign-ups -> 3% conversion. Separate macro (sign-up) from micro (email capture) conversions.
Cost Per Lead
Average cost to generate one lead.
Formula
Total campaign spend / Number of leads
Example
A $10,000 campaign generating 400 leads -> $25 per lead. Cheap leads that never convert aren't actually cheap.
Email Open Rate
Share of delivered emails that were opened.
Formula
Emails opened / Emails delivered × 100
Example
5,000 delivered, 1,400 opens -> 28%. Apple Mail inflates opens, so pair this with click-through rate.
Click-Through Rate
Share of recipients or viewers who click a link.
Formula
Clicks / Impressions (or delivered) × 100
Example
10,000 impressions and 250 clicks -> 2.5% CTR. Email typically runs 2-5%; display ads under 1%.
Marketing ROI
Net return generated by marketing investment.
Formula
(Revenue attributable to marketing − Cost) / Cost × 100
Example
Marketing drives $300,000 attributable revenue on $60,000 spend -> 400% ROI (5:1 revenue-to-cost).
Website Traffic
Volume of visits to a website over a period.
Formula
Count of sessions or users in period
Example
Monthly sessions grow from 18,000 to 24,000 (+33%). Only meaningful if conversion holds as traffic scales.
Organic Traffic Share
Proportion of traffic from unpaid search.
Formula
Organic sessions / Total sessions × 100
Example
14,000 of 24,000 sessions are organic -> 58%, reducing reliance on paid acquisition.
Social Engagement Rate
Share of audience interacting with social content.
Formula
Engagements / Impressions (or followers) × 100
Example
A post reaching 10,000 with 300 likes/comments/shares -> 3% engagement, solid for most platforms.
Net Promoter Score
Likelihood that customers recommend the brand.
Formula
% Promoters − % Detractors
Example
60% promoters minus 15% detractors = NPS of 45, a strong loyalty signal.
Gross Profit Margin
Share of revenue left after direct costs of goods sold.
Formula
(Revenue − COGS) / Revenue × 100
Example
$1M revenue with $200k COGS -> 80% gross margin, typical for SaaS.
Net Profit Margin
Share of revenue remaining after all expenses and taxes.
Formula
Net income / Revenue × 100
Example
$1M revenue and $100k net income -> 10% net margin.
Operating Margin
Profitability from core operations before interest and tax.
Formula
Operating income / Revenue × 100
Example
$1M revenue and $150k operating income -> 15% operating margin, isolating core operations.
EBITDA
Earnings before interest, taxes, depreciation and amortization.
Formula
Net income + Interest + Taxes + Depreciation + Amortization
Example
Net income $100k + interest $20k + taxes $30k + D&A $50k = $200k EBITDA.
Free Cash Flow
Cash generated after capital investment.
Formula
Operating cash flow − Capital expenditures
Example
$300k operating cash flow minus $80k capex -> $220k free cash flow to reinvest.
Current Ratio
Ability to cover short-term obligations with short-term assets.
Formula
Current assets / Current liabilities
Example
$600k current assets / $300k current liabilities = 2.0, comfortable short-term liquidity.
Quick Ratio
Liquidity excluding less-liquid inventory.
Formula
(Current assets − Inventory) / Current liabilities
Example
($600k assets - $100k inventory) / $300k liabilities = 1.67, a stricter liquidity test.
Accounts Receivable Turnover
How often receivables are collected in a period.
Formula
Net credit sales / Average accounts receivable
Example
$1.2M credit sales / $150k average receivables = 8x; you collect receivables eight times a year.
Days Sales Outstanding
Average days to collect payment after a sale.
Formula
(Accounts receivable / Revenue) × Days in period
Example
$150k receivables / $1.2M revenue x 365 = 46 days to collect. Aim near your terms (e.g. net-30).
Cash Conversion Cycle
Time to convert investments in inventory and other resources into cash.
Formula
DSO + DIO − DPO
Example
DSO 46 + DIO 30 - DPO 40 = 36-day cycle. A negative cycle means suppliers effectively fund your growth.
Burn Rate
Rate at which a company consumes cash reserves.
Formula
Cash spent per month (net)
Example
You start with $1.2M and end the month at $1.05M -> $150k net monthly burn.
Cash Runway
Months of operation remaining at current burn.
Formula
Cash balance / Monthly net burn
Example
$1.05M cash / $150k monthly burn = 7 months runway -- time to plan a raise.
Return on Equity
Profit generated per unit of shareholder equity.
Formula
Net income / Shareholder equity × 100
Example
$100k net income / $500k equity = 20% return on equity.
Return on Assets
Profit generated per unit of assets.
Formula
Net income / Total assets × 100
Example
$100k net income / $2M assets = 5% return on assets.
Debt-to-Equity Ratio
Leverage relative to equity financing.
Formula
Total liabilities / Shareholder equity
Example
$600k liabilities / $500k equity = 1.2, moderate leverage.
Budget Variance
Difference between actual and budgeted figures.
Formula
(Actual − Budget) / Budget × 100
Example
You budgeted $200k for marketing and spent $230k -> +15% variance; investigate the overspend.
Monthly Recurring Revenue
Predictable subscription revenue normalized to a month.
Formula
Sum of monthly recurring subscription revenue
Example
200 customers paying $100/month -> $20,000 MRR. Exclude one-time onboarding fees.
Annual Recurring Revenue
Annualized value of recurring subscription revenue.
Formula
MRR × 12
Example
$20,000 MRR x 12 = $240,000 ARR.
Net Revenue Retention
Revenue retained from existing customers including expansion.
Formula
(Starting MRR + Expansion − Contraction − Churn) / Starting MRR × 100
Example
Start at $100k MRR; +$15k expansion, -$3k contraction, -$5k churn -> $107k -> 107% NRR (growth without new logos).
Gross Revenue Retention
Revenue retained excluding expansion, capped at 100%.
Formula
(Starting MRR − Contraction − Churn) / Starting MRR × 100
Example
$100k start, -$3k contraction, -$5k churn (no expansion counted) -> $92k -> 92% GRR.
Customer Churn Rate
Share of customers who cancel in a period.
Formula
Customers lost / Customers at start × 100
Example
Start with 500 customers and lose 15 in the month -> 3% monthly churn.
Revenue Churn Rate
Share of recurring revenue lost in a period.
Formula
MRR lost to churn & downgrades / Starting MRR × 100
Example
$5k of $100k MRR lost to cancellations and downgrades -> 5% revenue churn.
Customer Lifetime Value (LTV)
Total profit expected from a customer relationship.
Formula
Avg revenue per account × Gross margin × Avg lifespan
Example
$1,200 annual revenue x 80% margin x 3-year lifespan = $2,880 LTV.
Expansion MRR
Additional recurring revenue from existing customers.
Formula
MRR gained from upsells & cross-sells
Example
Existing customers upgrade, adding $4,000 MRR this month -- high-margin growth with no new acquisition.
Average Revenue Per User
Average revenue generated per user or account.
Formula
Total revenue / Number of users (or accounts)
Example
$20,000 MRR / 200 users = $100 ARPU.
Trial-to-Paid Conversion Rate
Share of free trials that convert to paid plans.
Formula
Paid conversions / Trials started × 100
Example
300 trials start and 60 convert -> 20% trial-to-paid (typical for opt-in trials).
Activation Rate
Share of new users hitting a key value milestone.
Formula
Users reaching activation event / Signups × 100
Example
350 of 500 new sign-ups complete their first project (the 'aha' moment) -> 70% activation.
DAU/MAU Ratio (Stickiness)
How often monthly users engage daily.
Formula
Daily active users / Monthly active users × 100
Example
8,000 DAU / 30,000 MAU = 27% stickiness, solid daily habit formation.
Customer Satisfaction Score
Share of customers satisfied with an interaction or product.
Formula
(Satisfied responses / Total responses) × 100
Example
420 of 500 survey responses are positive -> 84% CSAT.
Customer Effort Score
How easy it was for a customer to get an issue resolved.
Formula
Avg rating of effort to resolve issue
Example
Customers rate resolution effort 2.1 on a 1-7 scale (low effort), a strong loyalty signal.
First Contact Resolution
Share of issues resolved in a single interaction.
Formula
Issues resolved on first contact / Total issues × 100
Example
350 of 500 tickets are solved on first contact -> 70% FCR.
Average Handle Time
Average duration to handle a customer contact.
Formula
Total handling time / Number of contacts
Example
1,000 contacts handled in 7,500 minutes -> 7.5-minute AHT; don't cut it at the cost of resolution.
First Response Time
How quickly support first responds to a request.
Formula
Avg time from ticket open to first reply
Example
Average first reply lands in 45 minutes; priority tickets target under 1 hour.
Average Resolution Time
Average time to fully resolve a ticket.
Formula
Total time to resolve / Number of resolved tickets
Example
Tickets resolve in 6 hours on average against an 8-hour SLA.
Ticket Backlog
Number of open, unresolved support tickets.
Formula
Count of unresolved tickets at period end
Example
320 tickets remain open at month end, up from 250 -- a capacity-strain warning.
SLA Compliance Rate
Share of tickets meeting service-level targets.
Formula
Tickets within SLA / Total tickets × 100
Example
950 of 1,000 tickets met SLA -> 95% compliance.
Customer Retention Rate
Share of customers retained over a period.
Formula
((End customers − New) / Start customers) × 100
Example
Start with 480 customers, end with 500 including 40 new -> ((500-40)/480) = 96% retention.
Customer Health Score
Composite signal of a customer's likelihood to renew.
Formula
Weighted index of usage, support & sentiment
Example
A blend of usage, support tickets and sentiment scores an account 'green' at 80/100, predicting renewal.
Product Adoption Rate
Share of users adopting a product or feature.
Formula
Users using a feature / Total users × 100
Example
6,000 of 30,000 users adopt the new integration -> 20% adoption.
Daily Active Users
Number of unique users engaging daily.
Formula
Count of unique users active per day
Example
12,500 unique users logged in today. Define 'active' as a meaningful action, not just opening the app.
Monthly Active Users
Number of unique users engaging monthly.
Formula
Count of unique users active per month
Example
30,000 unique users active this month -- your reach metric, paired with stickiness.
User Retention Rate
Share of a cohort still active after N days.
Formula
Users active in period N / Users in cohort × 100
Example
Of a 1,000-user cohort, 350 are still active on day 30 -> 35% D30 retention; watch the curve flatten.
Feature Usage Rate
Share of active users using a specific feature.
Formula
Users of feature / Active users × 100
Example
4,500 of 30,000 active users use the new dashboard -> 15% feature usage.
Net Promoter Score (Product)
Likelihood users recommend the product.
Formula
% Promoters − % Detractors
Example
55% promoters - 10% detractors = 45 product NPS across the latest release.
Time to Value
How long until a user first experiences core value.
Formula
Avg time from signup to first value moment
Example
New users reach their first generated report in 18 minutes on average; shortening this lifts activation.
Bug Escape Rate
Share of defects reaching production undetected.
Formula
Bugs found in production / Total bugs × 100
Example
12 of 200 bugs are found in production rather than testing -> 6% escape rate.
Deployment Frequency
How often code is shipped to production.
Formula
Number of production deployments per period
Example
The team ships to production 14 times this week -- multiple deploys per day (elite).
Lead Time for Changes
Time for a code change to reach production.
Formula
Avg time from commit to production
Example
A commit reaches production in 6 hours on average; under a day is elite.
Change Failure Rate
Share of deployments causing a failure in production.
Formula
Failed deployments / Total deployments × 100
Example
3 of 60 deploys cause an incident -> 5% change failure rate.
Mean Time to Recovery
Average time to restore service after an incident.
Formula
Total downtime / Number of incidents
Example
120 minutes total downtime across 4 incidents -> 30-minute MTTR.
System Uptime
Share of time a system is available.
Formula
Uptime / Total time × 100
Example
43,200 minutes available, 43 down -> 99.9% uptime ('three nines').
Sprint Velocity
Work a team completes per sprint.
Formula
Story points completed per sprint
Example
The team completes 32, 28 and 34 points over three sprints -> plan ~31 points next sprint.
Bounce Rate
Share of sessions with no further interaction.
Formula
Single-page sessions / Total sessions × 100
Example
1,000 sessions, 320 leave without a second interaction -> 32% bounce rate.
Average Session Duration
Average time visitors spend per session.
Formula
Total session time / Number of sessions
Example
Total 3,000 minutes / 1,000 sessions = 3-minute average session.
Pages per Session
Average pages viewed per session.
Formula
Pageviews / Sessions
Example
4,000 pageviews / 1,000 sessions = 4 pages per session.
Employee Turnover Rate
Share of employees who leave in a period.
Formula
Departures / Average headcount × 100
Example
12 departures / 120 average headcount = 10% annual turnover.
Employee Retention Rate
Share of employees retained over a period.
Formula
(Employees stayed / Employees at start) × 100
Example
108 of 120 starting employees stay -> 90% retention.
Time to Hire
Time to fill an open role end to end.
Formula
Avg days from job posting to offer accepted
Example
A role posted Jan 1 with an accepted offer Feb 5 -> 35 days to hire.
Cost per Hire
Average cost to fill a position.
Formula
Total recruiting cost / Number of hires
Example
$40,000 total recruiting cost / 10 hires = $4,000 per hire.
Offer Acceptance Rate
Share of job offers candidates accept.
Formula
Offers accepted / Offers extended × 100
Example
17 of 20 offers accepted -> 85% acceptance.
Employee Net Promoter Score
Likelihood employees recommend the company as a place to work.
Formula
% Promoter employees − % Detractor employees
Example
40% promoter employees - 15% detractors = 25 eNPS.
Absenteeism Rate
Share of scheduled time lost to unplanned absence.
Formula
Days absent / Total available workdays × 100
Example
150 unplanned absence days / 12,000 available workdays = 1.25%.
Diversity Ratio
Representation of a demographic group in the workforce.
Formula
Headcount of group / Total headcount × 100
Example
36 of 120 employees are from an underrepresented group -> 30%; check leadership levels too.
On-Time Completion Rate
Share of projects completed by deadline.
Formula
Projects on time / Total projects × 100
Example
18 of 20 projects shipped by deadline -> 90% on-time completion.
Schedule Variance
Difference between planned and actual progress.
Formula
Earned value − Planned value
Example
Earned value $90k - planned value $100k = -$10k, the project is behind schedule.
Cost Variance
Difference between budgeted and actual cost of work done.
Formula
Earned value − Actual cost
Example
Earned value $90k - actual cost $85k = +$5k, under budget for work done.
Resource Utilization Rate
Share of capacity spent on productive work.
Formula
Billable (or productive) hours / Available hours × 100
Example
Billable 30 hrs / 40 available = 75% utilization, productive without burnout.
Scope Creep Rate
Growth in project scope beyond the original plan.
Formula
(Added scope / Original scope) × 100
Example
Scope grew from 100 to 118 story points -> 18% scope creep; tighten change control.
Return on Investment
Net return relative to the amount invested.
Formula
(Gain − Cost) / Cost × 100
Example
Invest $50k in a tool that yields $120k of value -> (120-50)/50 = 140% ROI.
Customer Lifetime Value to CAC (Blended)
Lifetime value vs acquisition cost across all channels.
Formula
Blended LTV / Blended CAC
Example
Blended LTV $1,800 / blended CAC $600 = 3:1. Check each channel too -- blending can hide an unprofitable one.
Forecast Accuracy
How close forecasts are to actual results.
Formula
1 − |Actual − Forecast| / Actual × 100
Example
Forecast $480k, actual $500k -> 96% accuracy.
Market Share
Company's share of total market sales.
Formula
Company sales / Total market sales × 100
Example
Your $5M revenue in a $100M market = 5% share. Track the trend against your two closest competitors.
Revenue Growth Rate
Pace of revenue increase over a period.
Formula
(Current revenue − Prior) / Prior × 100
Example
Revenue rises from $800k to $1M -> 25% growth.
Churn-Adjusted Payback
CAC payback adjusted for churn risk.
Formula
CAC / (Gross margin per month × (1 − monthly churn))
Example
$500 CAC / ($80 margin x (1 - 2% churn)) = ~6.4 months, slightly longer than naive payback.
Customer Concentration
Share of revenue from the largest customers.
Formula
Revenue from top N customers / Total revenue × 100
Example
Top 3 customers are $300k of $1M revenue -> 30% concentration, a notable dependency risk.
Gross Margin per Unit
Profit margin on each unit sold.
Formula
(Price − Variable cost) / Price × 100
Example
Price $100, variable cost $30 -> 70% unit gross margin.
Contribution Margin
Revenue left to cover fixed costs after variable costs.
Formula
(Revenue − Variable costs) / Revenue × 100
Example
$1M revenue minus $300k variable costs -> 70% contribution margin to cover fixed costs.
Break-Even Point
Sales level at which total revenue equals total cost.
Formula
Fixed costs / Contribution margin per unit
Example
$350k fixed costs / $70 contribution per unit = 5,000 units to break even.
Net Dollar Retention by Cohort
Revenue retained and expanded within a signup cohort.
Formula
Cohort revenue now / Cohort revenue at start × 100
Example
The Jan-2025 cohort started at $50k and is now $58k -> 116%; that vintage is expanding.
Lead Response Time
How fast sales follows up with a new lead.
Formula
Avg time from lead creation to first sales touch
Example
A demo request arrives at 10:00 and a rep calls at 10:04 -> 4-minute response. Responding within 5 minutes can multiply contact rates vs an hour later.
Pipeline Velocity by Stage
Time deals dwell in each pipeline stage.
Formula
Avg days deals spend in each stage
Example
Deals sit 8 days in Discovery but 22 in Procurement -> focus enablement on the procurement bottleneck.
Net Burn Multiple
Cash burned to generate each unit of new ARR.
Formula
Net burn / Net new ARR
Example
$1.5M net burn / $1M net new ARR = 1.5, good capital efficiency (under 2).
Magic Number
Sales efficiency: ARR added per dollar of S&M.
Formula
Net new ARR / Prior-period S&M spend
Example
$300k net new ARR / $400k prior-quarter S&M = 0.75, efficient enough to invest more in growth.
Rule of 40
Combined growth and profitability score.
Formula
Revenue growth rate % + Profit margin %
Example
60% growth + (-15%) margin = 45, above 40 -- a healthy growth-vs-profit balance.
Annual Contract Value
Average annualized value of a customer contract.
Formula
Total contract value / Contract years
Example
A 2-year, $60,000 contract = $30,000 ACV. Use ACV to compare deals of different lengths on equal footing.
Total Contract Value
Full value of a contract over its lifetime.
Formula
Sum of all revenue over the contract term
Example
A 3-year deal at $30,000/year plus a $5,000 setup fee = $95,000 TCV.
Net Income
Bottom-line profit after all costs and taxes.
Formula
Total revenue − Total expenses
Example
$1M revenue minus $900k total expenses -> $100k net income.
Operating Cash Flow
Cash produced by normal business operations.
Formula
Cash generated from core operations
Example
Operations generated $300k cash this quarter even though net income was $100k, thanks to deferred revenue.
Days Payable Outstanding
Average days taken to pay suppliers.
Formula
(Accounts payable / COGS) × Days in period
Example
$100k payables / $1.2M COGS x 365 = 30 days to pay suppliers.
Gross Revenue
Total revenue before returns, discounts and allowances.
Formula
Total sales before deductions
Example
$1.05M billed before $50k of refunds and discounts -> $1.05M gross revenue.
Net Revenue
Revenue after deductions from gross sales.
Formula
Gross revenue − Returns − Discounts − Allowances
Example
$1.05M gross minus $50k refunds and discounts -> $1M net revenue.
Customer Acquisition Cost Payback (Blended)
Months to recover blended acquisition cost.
Formula
Blended CAC / Monthly gross margin per customer
Example
Blended CAC $600 / $75 monthly gross margin = 8 months. Under 12 months is healthy for SaaS.
Customer Engagement Score
Composite measure of how engaged a user is.
Formula
Weighted index of usage signals
Example
A weighted index of logins, key actions and feature breadth flags accounts scoring under 40 as at-risk.
Net Sales Growth (YoY)
Year-over-year change in net sales.
Formula
(This year net sales − Last year) / Last year × 100
Example
Net sales rise from $4M last year to $5M this year -> 25% YoY growth.
Net Promoter Score Trend
Direction and pace of NPS change.
Formula
Change in NPS over time
Example
NPS moved from 38 last quarter to 45 this quarter (+7), improving loyalty.