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Glossary

What? Why? Which? When? How?
Everything you need to know
about SaaS revenue metrics.

Net dollar retention (NDR)

The net dollar retention rate (NDR) metric indicates how well the company is able to retain and grow its existing customer base.

Rolling ARR

Rolling ARR tracks the company's Annualized Recurring Revenue (ARR), breaking the changes down in each period into New Logo, Expansion, Contraction and Churn.

Sales pipeline waterfall

The sales pipeline waterfall metric shows how open opportunities in the sales pipeline are developing.

Opportunity win rate

Opportunity win rate is a critical business metric that measures the overall success of the company’s revenue operations.

Pipeline conversion rate

The pipeline conversion rate metric represents the level of success in converting open pipeline opportunities to closed-won bookings.

Bookings

Bookings is a key performance indicator which shows the total value of opportunities that were successfully closed in the period.

Sales funnel

The sales funnel metric represents the amount of opportunities in each stage from creation to close.

Lead funnel

The Lead funnel metric represents the total number of leads in each stage during a specific period.

Average sales cycle length

The average length of the sales cycle in days from opportunity creation to close.

Quota attainment

A key performance indicator that compares realized outputs with their previously set targets at the business, team or personal levels.

Slipped pipeline

[Historical Comparison] When an opportunity slips, it means that its expected close date is delayed beyond the current quarter.

Sales funnel win rate

The sales funnel win rate is the proportion of opportunities that are closed-won of all opportunities that were closed and passed through a certain sales funnel stage.

Sales funnel progression rate

The proportion of opportunities that progressed from each stage of the the sales funnel