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GTM Metrics Library

Essential metrics to track, measure, and optimize your go-to-market strategy

Acquisition

Customer Acquisition Cost (CAC)

Track how much you spend to acquire each new customer across all channels and campaigns.

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Retention

Customer Lifetime Value (CLV)

Measure the total revenue potential of each customer relationship over time.

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Acquisition

Website to Lead Conversion Rate

Optimize how effectively your website turns visitors into qualified leads.

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Conversion

Lead-to-MQL Conversion Rate

Track marketing qualified lead generation efficiency from your lead pool.

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Conversion

MQL-to-SQL Conversion Rate

Optimize the handoff quality from marketing qualified to sales qualified leads.

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Conversion

SQL-to-Opportunity Rate

Measure sales qualification effectiveness in creating real opportunities.

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Conversion

Opportunity-to-Customer Rate

Maximize sales closing effectiveness from qualified opportunities.

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Acquisition

Cost per Qualified Lead

Calculate the investment required to generate high-quality sales opportunities.

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Acquisition

Lead Source Performance

Identify your most effective marketing channels and optimize resource allocation.

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Acquisition

Marketing Sourced Pipeline %

Measure marketing's pipeline contribution and demonstrate ROI.

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Sales

Sales Sourced Pipeline %

Track direct sales prospecting impact and balance sourcing strategies.

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Sales

Partner Sourced Pipeline %

Measure partner channel contribution to your sales pipeline.

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