The Metric Library
346 metric definitions across 12 departments. Every one names the fork that makes teams disagree and the trap that makes the number lie. The definition is free to read on every metric, the full fork on the marquee ones. The worked trap, the formulas and the reconciliation anchor ship with the library.
Customer Success
At-Risk RevenueThe dollar value of recurring revenue flagged as likely to leave in an upcoming window.CSM-to-Account RatioHow many customers, or how much ARR, each customer-success manager is responsible for, the core CS capacity metric.Contraction RateThe recurring revenue existing customers handed back without fully leaving, seat cuts, tier downgrades, dropped modules, as a share of what they were…Cost to ServeWhat it costs to support a customer, expressed per ticket, per contact, per account, or as a share of the revenue the account pays.Customer Churn RateHow fast customers (or their revenue) leave, per period.Customer Effort ScoreHow hard the customer felt they had to work to get their issue handled, lower effort predicts loyalty better than delight does.Customer Health ScoreA composite score meant to predict whether an account will renew, grow, or churn.Customer LifetimeHow long a customer relationship is expected to last, expressed as a duration, the tenure input that CLV and payback math depend on.Customer Satisfaction ScoreHow satisfied customers say they were, usually right after an interaction.Escalation RateHow often support cases or accounts get pushed up to higher tiers, management, or executives.Expansion RateThe extra recurring revenue existing customers generated through upgrades, added seats, cross-sell, and price increases, as a share of what they were…Feature Request VolumeHow much customers are asking for changes or additions, the raw demand signal CS routes to product.First Contact ResolutionThe share of support cases fully resolved in the first interaction, with no follow-up needed.First Response TimeHow long a customer waits from opening a ticket to the first reply.Gross Revenue RetentionThe share of last year's recurring revenue from existing customers you kept, counting only losses and giving no credit for any upsell.Logo Churn RateThe share of customer accounts, not dollars, that you lost over a period.Net Logo RetentionA retention figure counted in customer accounts, not dollars, that gives credit for customers who left and later came back, so it can rise above 100%…Net Promoter ScoreA loyalty index from one question, how likely you are to recommend us, scored as the share of fans minus the share of critics.Net Revenue RetentionOf the recurring revenue you had from existing customers a year ago, how much you still have now after they upgraded, downgraded, and left, expansion…Onboarding Completion RateThe share of new customers who finish the defined onboarding and reach a working state.Product Adoption RateHow much of what the customer bought they are actually using, seats, features, or usage depth.QBR CoverageThe share of the customer base that actually received a quarterly (or executive) business review in the period.Reference RateThe share of customers willing to vouch publicly, as sales references, case studies, reviews, or referrals.Renewal Forecast AccuracyHow close the CS team's renewal forecast came to what actually renewed.Renewal RateOf the contracts that came up for renewal, the share that renewed.SLA AttainmentThe share of tickets handled within the response or resolution time promised in the service agreement.Save RateOf the customers who signaled they were leaving, the share the team managed to keep.Support Backlog AgeHow old the pile of still-open support tickets is, a stock measure of unresolved work, distinct from how fast closed work got done.Support Contact RateHow much support demand a customer generates, ticket volume normalized by accounts or active users.Ticket Deflection RateThe share of support demand resolved by self-service (help center, bot) so it never becomes a human ticket.Time to ResolutionHow long from opening a ticket until it is actually resolved.Time to ValueHow long from the deal until the customer actually gets the benefit they bought.
Executive & Board
Burn MultipleHow much cash the company burns to add one dollar of new annual recurring revenue.CAC Payback PeriodHow many months of a customer's revenue it takes to earn back the cost of acquiring them.Cash Conversion CycleHow many days cash is tied up in operations, from paying suppliers to collecting from customers, before it returns.Cash RunwayHow many months until the company runs out of cash at its current spending rate.Contribution MarginWhat each sale contributes toward fixed costs and profit after covering the costs that vary with the sale itself.EBITDA MarginOperating profitability as a percent of revenue, before financing, taxes, and non-cash depreciation.Earnings Per ShareThe company's profit allocated to each share of common stock, the number the market most reflexively anchors on.Enterprise ValueWhat it would cost to buy the whole business, equity plus the debt you assume, minus the cash you inherit.Free Cash FlowThe cash a business throws off after funding the investment needed to sustain and grow it, the cash genuinely available to pay investors.Free Cash Flow ConversionWhat share of accounting profit actually turns into spendable cash.Fully Diluted Share CountThe total shares that would exist if every option, warrant, and convertible turned into stock, the real denominator for ownership.Gross-to-Net RevenueThe bridge from headline gross sales down to the net revenue a company actually keeps, after every deduction taken off the top.LTV/CAC RatioHow many dollars of lifetime customer value the company earns for each dollar it spends acquiring a customer.Market ShareThe company's slice of total sales in its market, expressed as a percentage.Net Burn RateHow much cash the company loses each month after counting the cash it brings in.Net Debt to EBITDAHow many years of current earnings it would take to repay the company's net borrowings, the headline measure of financial leverage.Net Profit MarginThe share of each revenue dollar left as profit after every cost, operations, interest, and taxes.Net Revenue Retention (Board View)How much last year's customers are worth this year, before any new customers, the board's headline expansion metric.Net Working Capital PegThe normalized level of working capital a buyer expects delivered with an acquired business, and the benchmark that adjusts the purchase price at…Operating LeverageHow much profit amplifies when revenue moves, given a cost base that is partly fixed, the engine of margin expansion at scale.Quick Ratio (Two Meanings)One phrase, two unrelated metrics, a liquidity ratio to a CFO, a growth-efficiency ratio to a SaaS operator.Remaining Performance ObligationsThe total contracted revenue a company has signed but not yet recognized, future revenue already locked under contract.Return on EquityHow much profit the company earns on the money shareholders have invested and retained in the business.Return on Invested CapitalHow much operating profit the company generates for each dollar of capital investors have put to work.Revenue ConcentrationHow dependent the company's revenue is on a small number of customers, a core risk metric for boards.Revenue Growth RateHow fast revenue is increasing, expressed as a percentage over some period.Revenue per EmployeeHow much revenue the business generates for each person it employs, a coarse gauge of workforce productivity.Rule of 40A rule of thumb that a healthy software company's growth rate plus its profit margin should sum to at least 40%.Rule of XA growth-weighted efficiency benchmark that credits revenue growth more heavily than profit, an evolution of the Rule of 40 for growth-stage software.SaaS Magic NumberHow much new annualized revenue each dollar of sales-and-marketing spend produces, a sales-efficiency gauge.Total Addressable MarketThe total annual revenue available if the company captured 100% of demand for its product.Total Shareholder ReturnThe total return a shareholder earned over a period, price change plus dividends, the ultimate scorecard for value creation.Weighted Average Cost of CapitalThe blended annual return the company must earn to satisfy all its capital providers, the hurdle every investment and valuation is measured against.
Finance & Accounting
Annual Recurring RevenueThe annualized value of a subscription business's recurring revenue at a point in time.Asset TurnoverHow much revenue a company squeezes out of each dollar of assets, the efficiency term that sits inside both ROA and the DuPont ROE.Bookings vs Billings vs RevenueThree different moments in one sale, the signature, the invoice, and the earned revenue, routinely confused as one number.Capitalize vs Expense (CapEx vs OpEx)Whether a cost hits the income statement now (expensed) or lands on the balance sheet and bleeds into earnings over years as depreciation or…Cash Conversion CycleHow many days cash is locked up between paying for inventory and collecting from customers.Cash vs Accrual BasisWhether you record a transaction when cash moves (cash basis) or when it is earned/incurred (accrual basis).Contribution MarginRevenue minus the costs that rise and fall with each unit sold, what each sale contributes toward covering fixed costs and profit.Current Ratio vs Quick RatioTwo measures of short-term solvency, can the company cover what it owes within a year, differing only in how much of "current assets" they trust to…Days Payable OutstandingOn average, how many days a company takes to pay its suppliers.Days Sales OutstandingOn average, how many days it takes to collect cash after making a sale.Deferred RevenueMoney you've been paid (or invoiced) for work you haven't finished, a liability, not income yet.Deferred Tax Assets & LiabilitiesThe tax effect of timing differences between when an item hits the books and when it hits the tax return, future tax you will owe (a liability) or…EBITDA vs Adjusted EBITDAA proxy for operating cash earnings that strips out financing, taxes, and depreciation, and then, when "adjusted," strips out whatever else…Earnings Per Share, Basic vs DilutedNet income attributable to common shareholders divided by shares, either the shares outstanding (basic) or the shares that would exist if all…Effective Tax RateThe share of pre-tax profit a company records as income tax, which is almost never the cash it actually sends to tax authorities, nor the statutory…Enterprise ValueThe total price to buy the whole business, equity plus the debt you inherit, minus the cash you get to keep, the capital-structure-neutral value that…Free Cash FlowThe cash left over after a business funds the investment needed to keep operating, the cash truly available to investors.Goodwill & ImpairmentGoodwill is the premium an acquirer paid over the fair value of the net identifiable assets it bought; impairment is the later admission that the…Gross MarginThe share of each revenue dollar left after the direct cost of producing what was sold.Gross vs Net RevenueWhether you report the full amount the customer paid, or only the slice your company actually keeps.Interest Coverage / Times Interest EarnedHow many times over a company's operating earnings could cover its interest bill, a first-line test of whether it can service its debt.Net Debt & Leverage RatioNet debt is what a company owes after using its cash to pay it down; the leverage ratio scales that against earnings to gauge how heavy the debt load…Net Revenue RetentionHow much recurring revenue a cohort of existing customers grows or shrinks over a year, before counting any new customers.Operating Cash FlowThe cash a business actually generated from running its core operations over a period.Remaining Performance ObligationsThe total dollar value of signed contracts you have not yet recognized as revenue, booked but not delivered.Return on EquityThe profit earned for common shareholders per dollar of their equity, and, decomposed, a map of whether that profit came from margin, efficiency, or…Return on Invested CapitalHow much after-tax operating profit a business earns for every dollar of capital tied up in running it, the cleanest test of whether growth actually…Revenue RecognitionThe rules that decide *when* a sale counts as revenue, which is almost never the day cash arrives.Revenue per EmployeeTotal revenue divided by headcount, a rough gauge of workforce productivity and how labor-leveraged a business model is.Segment ReportingThe breakdown of a diversified company's revenue and profit into the operating pieces management actually runs it by, the only window outsiders get…Tangible Book ValueWhat shareholders' equity would be if you erased the accounting intangibles, goodwill and other soft assets, leaving only the hard, sellable net…Working CapitalThe short-term money tied up in running the business, what it owns due soon minus what it owes soon.
HR & People
9-Box DistributionHow a workforce spreads across a 3x3 grid that plots each employee's performance against their assessed potential.Absence RateThe share of scheduled work time lost to employees not showing up.Average TenureHow long employees have typically been with the company.Benefits UtilizationHow much employees actually enroll in or use the benefits offered to them.Bradford FactorA score that weights many short, separate absences far more heavily than a few long ones.Compa-RatioHow an employee's pay compares to the midpoint of their pay range.Contingent Worker RatioThe share of the working population that is non-employee, temps, contractors, and agency or project labor rather than regular staff.Cost per HireThe average total cost to fill one position.Diversity RepresentationThe share of a workforce belonging to a given demographic group, ideally broken out by seniority level.Employee Net Promoter ScoreA single loyalty score built from how strongly employees would recommend the company as a place to work.First-Year AttritionThe share of new hires who leave within their first year.Full-Time EquivalentA way of expressing staffing as full-time work units, so that two half-time employees count as one.HeadcountThe number of people employed, counted as individual bodies rather than as fractions of full-time work.Headcount Plan vs ActualHow the number of people actually on board compares to the staffing the plan called for.High-Performer AttritionThe rate at which the company loses its best-rated employees.Human Capital ROIHow much return the organization gets on the money it spends on its people.Internal Mobility RateHow often employees move into new roles inside the company rather than leaving for one elsewhere.Offer Acceptance RateThe share of job offers that candidates say yes to.Organizational LayersHow many reporting levels separate the top of the organization from its front line.Overtime RateHow much of the workforce's paid time, or labor cost, is overtime rather than straight-time.Pay Equity RatioHow pay differs between demographic groups, either as a raw gap or as the gap remaining after accounting for legitimate pay factors.Quality of HireHow good the people you hired turned out to be, rolled into a single index or score.Regretted AttritionDepartures of employees the company wishes it had kept.Requisition AgingHow long the currently-open job requisitions have been open.Retention RateThe share of employees who stayed with the company over a period.Revenue per EmployeeHow much revenue the business generates per person on staff.Salary Range PenetrationWhere an employee's pay sits within their pay range, expressed as a position from the bottom (0%) to the top (100%).Span of ControlHow many people report to one manager.Succession Coverage RatioHow well critical roles are backed by identified, ready successors.Time to Fill / Time to HireHow long it takes to fill an open role. Time to fill counts the whole vacancy from when the role opens to when someone accepts, while time to hire…Time to ProductivityHow long a new hire takes to reach full effectiveness in the role.Training Hours per FTEHow much formal learning time the average employee receives in a period.Turnover RateThe share of the workforce that leaves over a period.Vacancy RateThe share of budgeted positions that are unfilled at a point in time.
Marketing
Attribution ModelThe rule that decides which touchpoints get credit for a conversion.Average Engagement TimeHow long visitors actually spent, the "how sticky is it" time metric.Bounce RateThe same word names two unrelated things: in web analytics, the share of visits where the person left without engaging; in email, the share of…Brand AwarenessHow many people know your brand exists, with or without a prompt.Click-Through RateThe share of ad views that resulted in a click.Conversion RateThe share of visitors (or visits) who completed the goal action.Cost Per AcquisitionWhat you paid, on average, for each conversion the ad platform counted.Cost Per ClickThe average price paid for each click on an ad.Cost Per LeadThe average cost to generate one lead, a contact who raised a hand.Cost Per MilleThe price to deliver one thousand ad impressions.Customer Acquisition CostThe average money spent to win one new paying customer.Email Open RateThe share of delivered emails that were opened.Engagement RateHow actively an audience interacted with content, expressed as a rate.First-Party Match RateThe share of your uploaded customer records that a platform or partner could match to its own users.ImpressionOne instance of an ad being delivered to a user's screen.Inbox Placement RateWhether your email actually reached the inbox, not merely whether the receiving server accepted it.IncrementalityThe conversions or revenue the marketing actually CAUSED, what would not have happened without the spend.Marketing Efficiency RatioTotal revenue divided by total marketing spend, a deliberately blended, attribution-free read on whether the whole marketing engine pays for itself.Marketing Qualified LeadA lead that marketing judges good enough to hand toward sales.Marketing ROIThe profit marketing generated per dollar spent, after the cost of the goods sold to those customers.Marketing-Sourced vs Marketing-Influenced PipelineTwo ways to say "pipeline marketing helped create", one strict, one broad.Net Promoter ScoreA loyalty gauge: the share of promoters minus the share of detractors on the "how likely are you to recommend us" question.Organic vs Paid Traffic MixHow much of your traffic, or revenue, arrived for free versus from paid media.Pipeline VelocityHow fast dollars move through the sales pipeline, revenue-generating speed, not a count of open deals.Reach and FrequencyReach is how many unique people saw the ad; frequency is how many times each saw it on average.Return on Ad SpendHow much revenue each advertising dollar brought back, as a ratio.Sales Qualified LeadA lead that sales has confirmed is worth actively pursuing.Sessions vs UsersTwo different counts of "traffic", visits (sessions) versus distinct visitors (users).Share of VoiceYour brand's slice of all the category's advertising or conversation.Unsubscribe RateThe share of email recipients who opted out after a send.Video ViewA count of a video ad being watched. What counts as one view depends on a threshold the platform sets, how long the ad must play before it tallies.View-Through ConversionA conversion credited to an ad the user SAW but did not click, then converted within a set window.Viewability RateThe share of your ad impressions that actually had a chance to be seen.
Media & Publishing
Ad Fill RateOf the ad opportunities a page asked to fill, the share that actually got a paid ad.Ad Viewability RateThe share of ad impressions that actually had a chance to be seen, enough pixels on screen for long enough, rather than loading below the fold or in…Average Revenue Per UserAverage revenue divided by how many users you had, but "users" and "revenue" each hide a choice that moves the number several-fold.Bounce Rate vs Engaged SessionsHow many visitors left after a single interaction versus how many actually engaged, a definition that changed underneath the industry and now means…Bundle Revenue AllocationWhen one subscription payment buys several things (print delivery, digital access, an ad-free tier, an events pass), how that single price gets…Circulation & Print+Digital Bundle CountingHow many copies a publication "sells", and the thorny question of how a single reader who gets both print and digital is counted.Digital vs Print Revenue MixWhat share of the publisher's money comes from digital products versus the legacy print operation, the number every "digital transition" narrative…Email Deliverability / Inbox Placement RateWhether the newsletter actually reached subscribers' inboxes, which is not the same as whether the mail server accepted it.Engaged Time / Attention MinutesHow long readers were actually paying attention to a story, not just how long the tab was open.First-Party / Addressable Audience ReachHow much of the audience the publisher can actually identify and target directly, the number that matters once third-party cookies are gone.Make-Good / Under-Delivery RateFor guaranteed ad campaigns, how much of the impressions the publisher committed to actually got delivered, and what it owes when it falls short.Newsletter Open Rate & Click RateWhat share of a newsletter send got opened and clicked, the core email engagement numbers, now badly distorted by privacy features.Pageviews vs Sessions vs VisitsThree ways to count consumption: individual page loads, grouped browsing sessions, and visits, and they don't move together.Paid vs Organic Traffic MixWhere the audience comes from, search, social, direct, referral, paid, and how much of it the publisher earns versus buys.Paywall Conversion RateHow often a reader who runs into the paywall ends up starting a paid subscription.Programmatic Take Rate (Ad-Tech Tax)Of what an advertiser spends programmatically, how much the publisher actually receives, and how much the intermediaries in between keep.Propensity-to-Subscribe ScoreA model's estimate of how likely a given reader is to start paying, used to decide who sees the paywall, who gets a marketing push, and who is left…Reach & Frequency (Gross Rating Points)How much of the audience a campaign reached and how many times each person saw it, combined into a single "weight" number.Reader Revenue vs Advertising Revenue SplitHow the business divides between money from readers (subscriptions, single-copy sales) and money from advertisers, the balance that defines a…Readers Per Copy / Average Issue ReadershipHow many people actually read each copy sold, usually more than one, because copies get shared.Recirculation RateAfter landing on a story, how often a reader clicks onward to another page on the site instead of leaving, the editorial measure of keeping an…Revenue Per MilleHow much revenue a publisher earns per thousand of something, usually per thousand pageviews, which is not the same as the price advertisers pay.Sell-Through RateThe share of the ad inventory you had available that you actually sold.Subscriber Churn RateThe share of paying subscribers who stopped paying during the period.Subscriber Count (Registered vs Active vs Paid)How many people "subscribe", but the word covers everyone from a free email sign-up to a customer whose card is actively being charged.Subscriber Renewal RateOf the subscribers whose term actually came up in the period, what fraction renewed.Trial-to-Paid Conversion RateOf the readers who started a trial or intro offer, what share turned into genuine paying subscribers when the trial ended.Unique VisitorsHow many distinct people visited, in principle a person counted once no matter how often they came back.Video View & Completion RateHow many people "viewed" a video, and how many watched it to the end, both of which depend entirely on what counts as a view.Win-Back / Reactivation RateHow often a subscriber who previously cancelled comes back and starts paying again, the offset to churn that save-and-marketing teams live on.
Operations
Backlog vs BackorderUnfilled demand on the books, but backlog is orders you simply have not shipped yet, while a backorder is demand you could not fill because you were…Bottleneck / Constraint UtilizationHow loaded the single slowest resource, the one that actually caps the whole system's output, really is.Capacity (Design vs Effective vs Demonstrated)The most a process could make under three very different assumptions: ideal conditions, realistic conditions, and what it has actually been proven to…Changeover / Setup TimeHow long a line is switched from making one product to reliably making the next.Cost per Unit (Unit Cost)What it costs to make one unit, but which costs are included, and at what production volume, changes the answer without changing the product.Cycle Time vs Lead TimeLead time is how long the customer waits from order to delivery; cycle time is a contested word meaning either the pace of the line or the time one…Defect Rate (DPU / DPMO / PPM)How often things go wrong, but counted as flaws-per-unit, flaws-per-opportunity, or bad-units-per-million depending on who is asking.Earned (Standard) Hours & Labor VarianceHow many hours the output SHOULD have taken at standard versus how many it actually took, and the cost of the gap, split into how fast people worked…Energy Intensity (Energy per Unit)Energy consumed per unit of output, how efficiently the operation turns power and fuel into product.Fill Rate & Service Level (Type 1 vs Type 2)How reliably stock is there when demand arrives, expressed either as the chance of not stocking out, or as the fraction of demand actually filled.First-Pass Yield vs Rolled Throughput YieldFirst-pass yield is the share of units that come through a step right the first time with no rework; rolled throughput yield is the chance a unit…Forecast Accuracy (MAPE / WMAPE / Bias)How close the demand forecast came to actual, as an error percentage, and whether it consistently leaned high or low.Inventory Turns / Days of InventoryHow many times you sell through and replace your stock in a year, and the same fact expressed as days of inventory sitting on hand.Labor ProductivityOutput produced per unit of labor input, the classic "how much do we get per person-hour," which hides several incompatible definitions.On-Time Delivery / On-Time-In-FullWhether orders arrived when promised, and, for OTIF, complete in full, versus the date and quantity the customer actually wanted.Overall Equipment EffectivenessA single 0-100% score for how much good product a machine made versus the most it could have made in the time it was scheduled to run.Planned vs Reactive Maintenance RatioThe share of maintenance work that was planned and scheduled ahead of time versus the share done as emergency reaction to a breakdown, a proxy for…Process Capability (Cp / Cpk / Pp / Ppk)Whether a process's natural spread fits inside the spec limits, and whether it is centered between them, scored as a single ratio.Queue Time (Lead-Time Decomposition)The part of manufacturing lead time a job spends waiting in line, not being worked, almost always the largest slice, and the one nobody measures.Recordable Incident Rate (TRIR / DART / LTIFR)How often workers are hurt, normalized to hours worked so a big plant and a small one can be compared, in principle.Reliability & Availability (MTBF / MTTR)How long equipment runs between failures, how long it is down, and what fraction of the time it is actually available.SLA AttainmentThe share of work that met its promised service target, but "met" depends on which clock you run and when you pause it.Schedule Attainment vs AdherenceAttainment asks whether you made the planned quantity; adherence asks whether you made exactly what was scheduled, in the right mix and sequence.Scrap vs Rework RateThe share of production lost as unrecoverable scrap versus the share that failed but was fixed and sold, two very different costs the floor loves to…Takt TimeThe rhythm the customer sets, how often you must finish one unit to exactly keep up with demand.ThroughputHow fast the system turns work into finished output, but "output" means units to an engineer and money to a constraints accountant.Unplanned DowntimeTime equipment was down when it was supposed to be running, and the stop was not scheduled, the loss that hurts most because you did not see it…Utilization vs EfficiencyUtilization is how much of the available time a resource was busy; efficiency is how fast it worked versus the standard while it was busy.WIP Aging / DwellHow long the unfinished work on the floor has been sitting there, the age of stuck jobs, which points straight at flow problems and stale inventory.Work In ProcessThe unfinished work sitting inside a process, counted as items on the floor by operations and as dollars of half-built inventory by accounting.
Procurement & Supply Chain
Backorder RateHow much demand you couldn't fill on time and had to backorder, or lost outright.Cash-to-Cash Cycle TimeHow many days cash is tied up between paying suppliers and collecting from customers.Contract ComplianceWhether purchasing actually follows the contracts in place, buying from the contracted supplier, at contracted prices, in the committed volumes.Days Payable OutstandingThe average number of days the company takes to pay its suppliers, and, separately, the terms it agreed to.Days of SupplyHow many days (or weeks) your current stock will last, or how long it has been sitting.Excess & Obsolete InventoryInventory held beyond foreseeable demand (excess) or no longer sellable at all (obsolete), and the reserve booked against it.Fill RateThe fraction of what was ordered that you actually shipped from stock.Forecast Accuracy & BiasHow close the demand forecast came to actual demand, both the size of the error and whether it leaned consistently high or low.Freight Cost per UnitThe transportation cost attributed to each unit moved, a logistics-efficiency proxy and a component of landed cost.Gross Margin Return on Inventory InvestmentHow many gross-margin dollars you earn for each dollar tied up in inventory.Inventory Carrying CostThe annual cost of holding inventory, expressed as a rate on inventory value, capital, storage, service, and risk.Inventory TurnoverHow many times a year you sell and replace your average stock.Lead TimeThe elapsed time between asking for something and having it available to use.Maverick SpendPurchasing that went around the approved supplier, contract, or process.On-Time In-FullThe share of orders that arrived both on the agreed date and with every unit ordered.Perfect Order RateThe share of orders that went completely right, on time, complete, undamaged, and correctly documented.Procurement SavingsThe money procurement claims it saved, which may or may not ever show up in the budget.Purchase Order Cycle TimeHow long the purchasing process takes, from request to order placed, to goods received, or all the way to supplier paid.Purchase Price VarianceThe gap between what you actually paid for a material and the standard price the books expected.Reorder PointThe stock level that, when reached, triggers a replenishment order, set to cover demand over the replenishment lead time plus a buffer.Safety StockThe extra inventory held above expected demand to absorb variability in demand and supply so you don't stock out during replenishment.Service LevelHow reliably you can meet demand from stock, measured either as how OFTEN you avoid a stockout, or what FRACTION of demand you fill.Spend Classification RateThe share of total spend reliably mapped to a category taxonomy, the precondition for any "spend by category" report to be trusted.Spend Under ManagementThe share of company purchasing that procurement actively controls through contracts, sourcing, or approved channels.Supplier Concentration / Single-Source RiskHow dependent the company is on one supplier (or one region) for a category, the risk that a single failure stops the line.Supplier Defect RateHow many defective parts a supplier ships, usually expressed in parts per million.Supplier Lead-Time VarianceHow much a supplier's actual delivery lead time swings around its average, the spread, not the mean.Supplier On-Time DeliveryThe share of a supplier's deliveries that arrived by the date they were supposed to.Three-Way Match RateThe share of supplier invoices that reconcile automatically against the purchase order and the goods receipt before payment.Total Cost of OwnershipThe full lifetime cost of a purchase, not just the price, but everything it costs to acquire, operate, maintain, and dispose of.Total Landed CostThe all-in cost to get a purchased item to your dock and into inventory, price plus freight, duty, insurance, and handling.
Product & Analytics
Activation RateThe share of new users who reach the first moment of real value.Active User (Identity & Counting)How you decide that two events belong to the same person before you count "users."ApdexA single 0-to-1 score summarizing how many responses were fast enough to keep users satisfied.Churn-Prediction / Propensity ScoreA model's estimate of how likely a given user is to churn (or convert, or resurrect) in an upcoming window.Cohort Retention CurveA picture of how each group of users, grouped by when they joined, keeps coming back over time.Core Web VitalsA trio of page-experience metrics -- loading, interactivity, and visual stability -- as felt by real users.Crash-Free RateThe share of users (or sessions) that did not experience a crash.Daily Active UsersHow many distinct people used the product on a given day.Dormant / Churned User (Usage Churn)A user counted as gone because they have stopped showing up.Engaged Time / Time on PageHow long someone actually spent paying attention to a page or screen.Engagement Rate / Bounce RateWhat share of visits were meaningful engagements versus quick, do-nothing exits.Feature AdoptionHow much of the user base has taken up a particular feature.Funnel Conversion RateOf the people who entered a multi-step flow, what share finished it.Growth Accounting Quick RatioA one-number read on whether users gained (new plus returning) are outrunning users lost.Lx Engagement / Power-User CurveHow many of a period's days each user was active -- a distribution of engagement depth, not a single headline number.Minimum Detectable EffectThe smallest true improvement a test is big enough to reliably catch.Monthly Active UsersHow many distinct people used the product across a month-long window.N-Day RetentionOf the people who started using the product on a given day, how many came back later.Net Promoter ScoreA loyalty score built from one question -- how likely are you to recommend us -- on a 0-to-10 scale.North-Star vs Guardrail MetricThe single metric a team optimizes toward (the north star) and the metrics that must not degrade while it does (guardrails).Percentile LatencyThe response time below which a given share of requests fall -- a tail-aware read on speed, unlike an average.Product-Market Fit ScoreA survey-based read on product-market fit -- the share of users who would be "very disappointed" if they could no longer use the product.Rage-Click / Frustration Signal RateThe rate at which users show frustration through behavior -- rapid repeated clicks, dead clicks, or error clicks -- captured by session-analytics…Resurrection / Reactivation RateThe rate at which previously-inactive (churned or dormant) users come back to life.SessionOne continuous sitting of a user with the product.Session Depth / Screens per SessionHow many pages, screens, or actions a user moves through in a single sitting.Statistical Significance (Experimentation)A rule for deciding whether an A/B test result is real signal rather than noise.Stickiness (DAU/MAU Ratio)Of the people who used the product this month, what fraction use it on a typical day -- a rough read on habit.Time to First ValueHow long it takes a new user to reach the first moment of real value.Viral Coefficient / K-FactorHow many new users, on average, each existing user brings in through invitations or sharing.Weekly Active UsersHow many distinct people used the product across a seven-day window.
Retail & E-commerce
Add-to-Cart RateThe share of shoppers who put at least one item in the cart.Average Order ValueOn average, how many dollars a customer spends each time they check out.Average Unit RetailThe average price a single item actually sold for.Basket SizeLoosely, "how much is in a typical purchase", but that can mean how many items or how many dollars.Cart Abandonment RateOf the shoppers who put something in the cart, the share who left without buying.Comparable Store SalesSales growth from stores that were already open a year ago, stripping out the effect of opening new ones.Contribution Margin per OrderThe profit an average order leaves after the costs that vary with that order.Conversion Rate by DeviceHow the buy-rate differs between phones, tablets, and desktops.E-commerce Conversion RateThe share of shoppers who actually bought, out of everyone who came to the store.Fill RateOf what was ordered, how much you actually shipped complete and on time.Full-Price Sell-ThroughOf what you sold, the share that sold at full ticket price rather than on markdown.Gift Card BreakageThe value of gift cards that customers buy but never fully redeem, money the retailer eventually keeps.Gross Margin Return on Inventory InvestmentFor every dollar tied up in stock, how many gross-margin dollars it earns back.Gross Merchandise ValueThe total dollar value of everything ordered through the platform, before the platform's cut and before anything is returned.Gross vs Net Sales (Retail)The difference between what rang up at full price and what the store actually kept after returns, markdowns, and price concessions.Inventory TurnoverHow many times a year you sell and replace your average stock.Markdown RateHow much of your selling price you gave up through price cuts.On-Time In-FullThe share of orders that arrived both on the promised date and completely.Out-of-Stock RateHow often a product a customer wants is not available to buy.Price Elasticity of DemandHow much quantity sold changes when you change the price.Promotional LiftHow much extra you sold because of a promotion, above what you'd have sold anyway.RFM SegmentationRanking customers by how recently, how often, and how much they buy.Repeat Purchase RateThe share of customers who came back and bought again.Return / Refund RateHow much of what you sold came back.Return on Ad SpendFor every dollar of advertising you spent, how many revenue dollars came back.Sales per Square FootHow many sales dollars each square foot of store generates.Sell-Through RateOf the stock you brought in, the share you have already sold.Share of WalletOf everything a customer spends in your category, the share they spend with you.ShrinkageThe stock the books say you have but the shelf does not, lost to theft, damage, and error.Stock-to-Sales RatioHow many dollars of inventory you hold for each dollar you sell in a month.Subscription Revenue ShareThe portion of sales that comes from recurring subscriptions rather than one-off orders.Units Per TransactionHow many items, on average, a customer buys in a single purchase.Weeks of SupplyAt the current pace of sales, how many weeks the stock you have will last.
SaaS & Subscriptions
Activation RateThe share of new users or accounts that reach the first meaningful milestone showing they got initial value from the product.Annual Contract ValueThe average annualized value of a customer contract, total contract value spread across the years of its term.Annual Recurring RevenueThe yearly value of a company's recurring subscriptions, stated as a single annualized number.Average Revenue Per AccountThe average recurring revenue you earn per customer (or per user) in a period.Bookings vs Billings vs RevenueThree different points in a deal's life, what was contractually committed, what was invoiced, and what has actually been earned, that non-specialists…Burn MultipleHow many dollars of cash a company burns to generate each new dollar of annualized recurring revenue, lower is more efficient.CAC Payback PeriodHow many months of a customer's revenue (or gross profit) it takes to earn back what you spent acquiring them.Cohort Retention Curve (Survival)How much of a starting group of customers, or of their revenue, remains active as the group ages, month by month.Committed / Booked ARR vs Live ARRWhether the ARR number counts contracts that are signed but not yet switched on, or only the subscriptions currently generating recurring revenue.Committed Monthly Recurring RevenueCurrent MRR adjusted for known, scheduled future changes, signed-but-not-yet-live additions and known upcoming losses, to show the forward recurring…Customer Acquisition CostWhat it cost, on average, to win one new customer.Customer ConcentrationHow much of total recurring revenue depends on a small number of the largest customers.Customer Lifetime ValueThe total profit you expect to earn from an average customer over the whole time they stay with you.Downgrade vs DownsellTwo different ways customer spend comes in lower than it could, an existing customer reducing what they already hold (downgrade) versus a new or…Expansion and Contraction MRRThe month's increase (expansion) or decrease (contraction) in recurring revenue coming from customers you already had, separate from brand-new…Gross Revenue RetentionThe share of last period's recurring revenue you kept from the same customers, ignoring any upsell, it can never exceed 100%.LTV to CAC RatioHow many dollars of lifetime customer profit you get back for each dollar spent acquiring the customer.Logo Churn RateThe percentage of customers (by count, not dollars) who left during the period.Monthly Recurring RevenueThe predictable subscription revenue a company can count on in a given month, normalized so an annual plan is spread across the twelve months it…Net (Discount-Adjusted) ARRARR measured at the net price a customer actually pays after discounts, rather than at list (rack) price.Net New ARRThe net change in annual recurring revenue over a period, the new and expansion ARR you added, minus what you lost to contraction and cancellation.Net Revenue RetentionHow much recurring revenue this year's cohort of existing customers grew or shrank to, counting their upsells, downgrades, and cancellations but not…Remaining Performance ObligationsThe total value of contracts a company has signed but not yet recognized as revenue, both the amounts already billed and the future amounts not yet…Rule of 40A health check that says a software company's growth rate plus its profit margin should add up to at least 40.SaaS Gross MarginThe percentage of revenue left after the direct cost of delivering the service.SaaS Magic NumberA sales-efficiency score: how much new annualized recurring revenue each dollar of sales-and-marketing spend produced.SaaS Quick RatioA growth-quality score comparing the recurring revenue you added (new plus upsell) to the recurring revenue you lost (downgrades plus cancellations).Services-to-Subscription Revenue MixHow much of total revenue is recurring software subscription versus one-time professional services, implementation, training, custom development.Time to ValueHow long it takes a new customer to reach the point where they get real, usable value from the product.Trial-to-Paid Conversion RateThe share of trial or free users who become paying customers.Usage-Based / Consumption RevenueRevenue that scales with how much a customer actually uses the product, API calls, gigabytes, compute-hours, rather than a fixed per-seat…
Sales
Annual Contract Value vs Total Contract ValueThe yearly value of a deal versus the whole value of the deal across its entire term.Attach RateHow often an add-on product or service is sold alongside the primary product.Average Sale PriceThe typical size of a deal.Bookings LinearityHow evenly bookings land across a period versus piling up in the final days, the "hockey stick" at quarter-end.Bookings vs Billings vs RevenueThree different moments in one deal, the signature, the invoice, and the delivery, each of which some team calls "the sale."Churned BookingsThe recurring dollars lost when customers cancel or shrink, the negative side of the ARR bridge.Commission Attainment vs Quota AttainmentWhat a rep is PAID relative to their on-target earnings (OTE), which is NOT the same as the percentage of quota they hit, once accelerators and…Commit Accuracy and SandbaggingHow reliably the deals a rep "commits" actually close, and whether reps systematically under-call (sandbag) or over-call (happy ears) their commit.Deal Age and Time-in-StageHow long a deal has been open so far (age), and how long it has sat in its current stage (time-in-stage), measures of deals STILL RUNNING, not of…Discount DepthHow far below list price a deal was sold.Forecast AccuracyHow close the sales forecast came to what actually happened.Forecast CategoryThe buckets reps drop deals into to signal how confident they are the deal closes this period.Lead-to-Opportunity Conversion RateThe share of leads that turn into real sales opportunities.Meetings Booked vs HeldHow many prospect meetings were scheduled versus how many actually happened, and how many turned into pipeline.Net-New vs Expansion BookingsHow much of new sales came from brand-new customers versus selling more to customers you already had.New-Logo CountThe number of brand-new customers won in a period, counted as accounts ("logos") rather than dollars.No-Decision RateThe share of deals that die without the buyer choosing anyone, they keep the status quo or defer indefinitely, as distinct from losing to a named…Open Pipeline vs Weighted PipelineThe raw sum of your open deals versus that same sum after each deal is discounted by its chance of closing.Pipeline CoverageHow many dollars of open pipeline you are carrying for each dollar of target.Pipeline CreatedThe value of new opportunities created in a period, the top-of-funnel supply that will (some of it) close later.Quota AttainmentHow much of a rep's target they actually hit.Quota Participation RateThe share of quota-carrying reps who actually hit their number, a spread measure that a team-average attainment hides.RampThe time before a new rep is expected to carry a full quota, and the reduced target they hold during it.Renewal RateThe share of up-for-renewal business that actually renewed.Sales Cycle LengthHow long a deal takes from start to close.Sales VelocityHow fast the pipeline turns opportunities into revenue, expressed as one composite number.SlippageDeals that were expected to close in a period but got pushed to a later one.Speed-to-LeadHow long it takes a rep to make first contact with a new inbound lead.Stage Conversion RateThe share of deals that advance from one pipeline stage to the next.Territory PenetrationHow much of a territory's available opportunity has actually been captured, customers won as a share of what is reachable.Upsell vs Cross-Sell RateHow much existing-customer growth comes from selling MORE of what a customer has (upsell) versus selling them a DIFFERENT product (cross-sell).Win RateThe share of opportunities you win.
The Format Library →, the vendor export shapes and the traps in each.