Cross-Functional Efficiency & Unit Economics
RevOps Dashboard
The RevOps dashboard is the executive view. It tracks the unit economics, efficiency ratios, and full-funnel metrics that determine whether the revenue engine is healthy and scalable.
Unit Economics
Is the business acquiring and monetizing customers efficiently?
- LTV:CAC RatioMetric
The ratio of Customer Lifetime Value to Customer Acquisition Cost. The most important efficiency ratio in SaaS -- it tells you whether each customer is worth more than it costs to acquire them. A healthy ratio is 3:1 or higher, meaning each dollar spent on acquisition returns three dollars in lifetime value.
- Customer Acquisition Cost (CAC)Metric
Total sales and marketing spend divided by the number of new customers acquired in a period.
- CAC Payback PeriodMetric
The number of months it takes to recover the cost of acquiring a customer through their gross margin contribution.
- ARPA (Average Revenue Per Account)Metric
The average monthly or annual revenue generated per customer account. Unlike ACV (which measures new deal value) or ASP (which measures closing price), ARPA reflects the ongoing revenue contribution of the entire customer base, including expansion and contraction over time.
Revenue & Growth
What is the recurring revenue trajectory?
- ARR (Annual Recurring Revenue)Metric
The annualized value of all active subscription contracts. The north-star metric for SaaS businesses.
- MRR (Monthly Recurring Revenue)Metric
The monthly equivalent of ARR. Useful for tracking month-over-month growth trends.
- Revenue VelocityMetric
A composite measure of how quickly revenue moves through an organization’s revenue system, reflecting the interaction between deal volume, deal value, conversion efficiency, and cycle time.
Efficiency Ratios
How efficiently is the company converting spend into growth?
- Burn MultipleMetric
Net cash burned divided by net new ARR. Measures capital efficiency -- how many dollars are burned to generate each dollar of new revenue. Lower is better; under 2x is considered efficient.
- Sales Efficiency RatioMetric
Net new ARR divided by total sales and marketing cost. Measures how efficiently the revenue org converts spend into recurring revenue. A ratio above 1.0 means each dollar spent generates more than a dollar of ARR.
- Magic NumberMetric
Net new ARR in a quarter divided by the prior quarter's sales and marketing spend. Measures go-to-market efficiency (above 0.75 is strong).
- Rule of 40Metric
A SaaS health benchmark: revenue growth rate + profit margin should equal or exceed 40%.
Funnel & Process
How well is the full funnel converting and where are the bottlenecks?
- Stage-to-Stage ConversionMetric
The rate at which opportunities advance between specific pipeline stages. Reveals where deals stall or leak.
- Conversion RateMetric
The percentage of records that advance from one stage to the next (e.g., MQL to SQL, SQL to opportunity, opportunity to closed-won).
- Time in StageMetric
How long an opportunity sits in a given pipeline stage before advancing or dying. Flags stuck deals.
- Forecast AccuracyMetric
The percentage difference between predicted revenue and actual closed revenue for a given period. Measures how reliable the forecasting process is. RevOps owns the methodology and tracking.
Other Dashboards