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How to set achievable goals
How to manage time for personal and professional life
How to avoid distractions
New Logo ACV
Tracking annual contract value of new logos and % growth over time helps you manage your GTM strategy. This is particularly important if you’re trying to move upmarket.
22
26 reads
MORE IDEAS ON THIS
Net Burn
Early sales really takes an entire company, so I’d rather see total burn than trying to break out GTM unit economics. Ultimately, I like to look at cumulative burn and compare it to how many dollars it’s generated
22
22 reads
Net New Logos
“new logos are oxygen.” They’re the foundation you’ll have to expand in the future.
22
38 reads
Net Dollar Retention
Lately the economics of B2B companies are more driven by expansion than up front ACV (annual contract value). This is the best indicator of that motion.
22
32 reads
Live ARR
Some board members prefer LARR to CARR because it can take a long time to implement a deal. And some never make it.
22
72 reads
Net New Weighted Pipeline
Pipeline generated in the previous period less pipeline removed (sold or lost) is a good indicator of market pull, and a leading indicator for scaling sales. Generally a bogus number early on, but good discipline to be in the habit of reporting.
22
42 reads
CARR
Total contracted annual recurring revenue is the single best metric for the health of a business. It encapsulates new logo growth, expansion, and churn in a single number. Shows the money that comes in every year for the life of a subscription (or contract).
27
327 reads
CAC Payback
If you have a couple quarters of sales data, measuring CAC (customer acquisition costs) payback gives you a read on sales efficiency. The typical calculation is (sales + marketing) / (net new ARR x % gross margins). The average startup has a CAC payback of 12-18 mos. If you sell to large enterpri...
23
25 reads
Gross Dollar Retention
Gross retention reflects your churn and downsell and is often an indicator of how mission critical your product is.
22
31 reads
Net New ARR
Includes $ from new logos booked and expansion net of churn and downsells. This is the best leading indicator of market pull.
23
39 reads
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Other curated ideas on this topic:
Customers / Prospects / Pricing
Show the growth of your customer base.
How many customers are using your product? Do you have some lighthouse customers? If you are allowed to show them, do so (investors love logos). What kind of prospects do you currently focus on and has this, or will this focus change over time? Wh...
Track your progress
Tracking your progress helps you understand how you’re doing and gives you a target to reach. This makes it easier to keep up with your momentum.
It makes you accountable to your goal and helps you to stay on track.
Breaks allow keeping mental cost low and bring new ideas to consider
• Take breaks. It’s not helpful to insist on trying to get everything done at once, if it just isn’t working. It is important to take breaks from difficult work. This not only keeps the mental costs low, but might allow new concepts and structures to be considered. There is evidence that incubati...
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