Annualized Recurring Revenue in most recent period
Annual Contract Value
ARR Growth
Growth efficiency over 4 quarters
Annual customer (logo) churn
Annual dollar churn, excluding expansion revenue
Annual customer growth
Cost of goods sold for SaaS product (GaaP) for companies
Total sales and marketing cost in previous quarter / new CMRR added x gross margin
CLTV / CAC
Annual compensation for a sales rep
Number of customers that have been cross sold / Active customers
Number of customers that have been up sold / Active customers
Number of customers that have been cross sold / Active customers
Annual EBITDA Margin (%)
New ARR generated from existing customers
Annual G&A / total revenue (GaaP)
Change in ARR in T-1 / marketing and sales spend in T-3
Change in ARR / sales and marketing cost
Total marketing and sales (i.e., growth investment) / total revenue (GaaP)
Annual marketing cost / total revenue (GaaP)
Annual marketing personnel cost / total revenue (GaaP)
Annual marketing programs cost / total revenue (GaaP)
Number of hunters / total sales FTEs in most recent period
Number of hunters / ARR in beginning period (i.e., T-8)
Number of hunters / ARR in most recent period
Number of farmers / total sales FTEs in most recent period)
Number of farmers / ARR in beginning period (i.e., T-8)
Number of farmers / ARR in most recent period
Net revenue churn, including expansion
Beginning period number of churn prevention FTEs / ARR
Annual marketing personnel cost / total marketing and sales cost
Annual marketing program cost / total marketing and sales cost
Sales Rep Annual Compensation / Sales Rep Productivity
Quota bearing sales FTEs / total sales FTEs in most recent period
Sales Rep ARR productivity / Sales Rep Quota for companies that included both inputs
Total recurring costs (i.e., non-growth) / total revenue (GaaP)
Annual R&D / total revenue (GaaP)
Annual revenue growth rate + EBITDA margin
Personnel costs of goods sold for SaaS product (GaaP)
Non personnel cost of goods sold for SaaS product (GaaP)
Annual sales cost cost / total revenue (GaaP)
Number of sales ftes / ARR in most recent period
Average sales rep quota per year
Annual new ARR / total quota bearing sales FTEs
Average sales cycle length
Total Revenue
Annual Growth in Total Revenue (GaaP)
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