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Measuring What Matters: The Top Metrics for Scaling Companies

Measuring What Matters: The Top Metrics for Scaling Companies

Scaling companies typically fall into the trap of focusing too much on top line revenue, without paying attention to the real economics of the business that will determine if you can raise another round at an up valuation and how much your equity is worth.

As revenue professionals, we need to understand the metrics that matter, not just revenue growth.

We were joined by Mandy Cole, veteran revenue leader, Partner at Stage 2 Capital, and a Sales Impact Academy. Mandy shared actionable insights and knowledge to measure the right metrics for predictable growth.

Discussion topics

  • Understand & apply the crucial KPIs of NRR, CAC & LTV

  • Conceive & design an Early Warning System & use dashboards to track performance

Key TAkeaways

  • You only need 4 Main Dashboards to accurately track performance:

    1) Company Performance

    2) Team Performance

    3) Leading Indicators of Unit Economics

    4) Wall of Shame 

  • Make sure your dashboards tie back to your financial and bottom-up plan.

  • Add goals and use these as your source of truth.

RESOURCES

[Slides] Mandy’s Event Slides

[Template] GTM Bottoms Up Model

[Free Trial] Sales Impact Academy Free full access for 30 days!