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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Website to Lead Conversion Rate
Optimize how effectively your website turns visitors into qualified leads.
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Cost per Qualified Lead
Calculate the investment required to generate high-quality sales opportunities.
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Retention

Customer Lifetime Value (CLV)
Measure the total revenue potential of each customer relationship over time.
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Conversion

Lead-to-MQL Conversion Rate
Track marketing qualified lead generation efficiency from your lead pool.
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MQL-to-SQL Conversion Rate
Optimize the handoff quality from marketing qualified to sales qualified leads.
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SQL-to-Opportunity Rate
Measure sales qualification effectiveness in creating real opportunities.
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Opportunity-to-Customer Rate
Maximize sales closing effectiveness from qualified opportunities.
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Sales

Sales Sourced Pipeline %
Track direct sales prospecting impact and balance sourcing strategies.
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Partner Sourced Pipeline %
Measure partner channel contribution to your sales pipeline.
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Additional Metrics

Lead Source Performance
Identify your most effective marketing channels and optimize resource allocation.
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Marketing Sourced Pipeline %
Measure marketing's pipeline contribution and demonstrate ROI.
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