{
  "version": "1.3.0",
  "releasedAt": "2026-05-20",
  "kpi": {
    "rogueId": "finance.total_sm",
    "slug": "total_sm",
    "domain": "finance",
    "defaultLabel": "Total Sales & Marketing",
    "description": "Total sales & marketing operating expense for the period — the sum of the S&M lines (payroll, commissions, marketing, paid media, events, tools, other). One of the four OpEx section totals.",
    "fieldType": "currency",
    "unit": null,
    "maturity": "general",
    "suggestedForStages": [
      "seriesA",
      "seriesB",
      "seriesC",
      "public"
    ],
    "defaultOwningFunctions": [
      "Finance"
    ],
    "stageRelevance": {
      "seriesA": "recommended",
      "seriesB": "recommended",
      "seriesC": "recommended",
      "public": "recommended"
    },
    "definitionSource": {
      "tier": "editorial",
      "sourceName": "imboard Editorial",
      "sourceUrl": null,
      "sectionRef": null,
      "publicationDate": "2026-04-01",
      "attributionNotice": null
    },
    "formula": "total_sm = sales_payroll + sales_commissions + marketing_payroll + paid_marketing + events_conferences + sm_tools_software + other_sm.",
    "whyItMatters": "The headline go-to-market spend line; the numerator behind blended CAC.",
    "interpretationGuidance": "Track against new ARR/bookings and budget; decompose into the S&M lines to explain change.",
    "relatedKpiIds": [
      "finance.sales_payroll",
      "finance.sales_commissions",
      "finance.marketing_payroll",
      "finance.paid_marketing",
      "finance.events_conferences",
      "finance.sm_tools_software",
      "finance.other_sm",
      "finance.total_opex"
    ],
    "metricBasis": {
      "timeBasis": "period_flow",
      "production": "computed"
    }
  }
}