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Value Per Meeting: The Forecasting Metric You Need
Value Per Meeting: The Forecasting Metric You Need
Value Per Meeting could be the metric your organization is missing.
We all know well-defined and easy-to-measure metrics are essential when it comes to revenue alignment. Without the right metrics, reporting becomes siloed across the board and time is wasted chasing meetings.
Don't you find yourself wishing there was one metric you could use to keep your revenue pipeline clean and your teams aligned?
We sat down with Scott Logan, VP of Marketing @ Kronologic, to talk through actionable ways your organization can utilize Value Per Meeting in order to set realistic expectations and move forward with your pipeline. Say goodbye to the patchwork quilt reports and hello to a clean approach.
Discussion Topics
What indicators work and how do we use them?
Team alignment for better pipeline
Root causes for discrepancies and how to fix them
Key Takeaways
The best leading indicator is an accepted meeting. It is the only leading indicator validated by your buyers.
Value per Meeting aligns sales and marketing at the top of the funnel; this is how you know everything you have done up until this point has worked with your buyer.
What is Value per Meeting? It’s a simple equation:
VpM - Average revenue expected from each discovery meeting held, providing a simple value to calculate revenue goals
ACV x Opportunity Win Rate x Meeting to Opp Conversion = VpM
Revenue Goal/VpM gives you your meeting metric
Forecasting benefits of this meeting metrics:
Marketing - No longer defending the ebbs and flows of lead volume
SDRs and BDRs - No more questioning if you are producing “movement without work”
Sales - The SLA handoff between SDR and AE becomes smoother
Resources
And, another huge thank you to Scott for presenting and to the entire Kronologic team for sponsoring.