Records of work done, not estimates.
Not limited to the window above: a roadmap item records no completion date, only when it was last edited, so counting recently-edited ones would credit old work to this period. Metrics under management is a current state, not an event.
Average score across the 12 areas tracked for the whole window. 2 newer areas are left out, so taking on new work does not read as a decline.
| Framework | From | To | Change |
|---|---|---|---|
| Outbound Efficiency | 56 | 86 | +30 |
| GTM Metrics & Insights | 69 | 90 | +21 |
| RevOps Roadmap | 36 | 57 | +21 |
| GTM Process Index | 55 | 76 | +21 |
| Annual Planning | 69 | 87 | +18 |
| GTM Ops Diagnostic | 42 | 58 | +16 |
| Inbound Efficiency | 63 | 80 | +17 |
| Pipeline Management | 79 | 75 | -4 |
Estimates, and labelled as such. Each uses this workspace's own plan numbers and shows the arithmetic, so it can be checked rather than taken on faith. Where the inputs are missing, no figure is given.
| Metric | From | To | Shape | Modelled effect | How it was worked out |
|---|---|---|---|---|---|
| Win rate | 21 | 25.4 | $880,000 | $4,200,000 new-business target × (+4.4 pts ÷ 21% win rate) = $880,000 The same number of opportunities is worked — this counts winning more of them, not creating more. Average deal size is unchanged. Stated as a full-year effect at plan volume. | |
| Gross revenue retention | 89.2 | 92.4 | $268,800 | $8,400,000 starting ARR × +3.2 pts = $268,800 Applied to the ARR the plan year started with. Gross retention only; expansion is counted separately. | |
| Pipeline created | 3100000 | 4250000 | $241,500 | $1,150,000 additional pipeline × 21% win rate = $241,500 The extra pipeline converts at the plan's win rate, not better. Capacity exists to work it — this does not check seller headcount. |
What hitting the targets this workspace has already set would be worth, using the same arithmetic as above. Not a forecast and not committed — the size of the prize if the targets are met.
| Metric | Now | Target | Modelled value | How it was worked out |
|---|---|---|---|---|
| Win rate | 25.4 | 28 | $520,000 | $4,200,000 new-business target × (+2.6 pts ÷ 21% win rate) = $520,000 |
| Average deal size | 42000 | 46000 | $400,000 | 100.0 deals ($4,200,000 ÷ $42,000) × +4000 = $400,000 |
| Gross revenue retention | 92.4 | 94 | $134,400 | $8,400,000 starting ARR × +1.6 pts = $134,400 |
These changed, and the change may well be worth money — but not by any sum this report can defend from the plan alone.
| Metric | From | To |
|---|---|---|
| Sales cycle (days) | 74 | 61 |
| Onboarding NPS | 31 | 44 |