Sales KPIs
ARR, bookings, pipeline, deals, forecast. 48 KPIs in this domain — 10 anchored to third-party standards, 38 editorial.
ARR, bookings, pipeline, deals, forecast
Industry-backed KPIs (10)
| KPI | Rogue ID | Type | Source |
|---|---|---|---|
| ARR | sales.arr | Currency | SaaS Metrics Standards Board |
| Average Contract Value | sales.avg_contract_value | Currency | KBCM/Sapphire SaaS Survey 2024 (15th Annual) |
| Blended CAC Ratio | sales.blended_cac_ratio | Number | SaaS Metrics Standards Board |
| Customer Acquisition Cost | sales.cac | Currency | SaaS Metrics Standards Board |
| CAC Payback Period | sales.cac_payback_period | Number | SaaS Metrics Standards Board |
| CARR | sales.carr | Currency | SaaS Metrics Standards Board |
| Expansion CAC Ratio | sales.expansion_cac_ratio | Number | SaaS Metrics Standards Board |
| Gross Margin | sales.gross_margin | Percentage | KBCM/Sapphire SaaS Survey 2024 (15th Annual) |
| Growth Rate (YoY) | sales.growth_rate_yoy | Percentage | KBCM/Sapphire SaaS Survey 2024 (15th Annual) |
| New CAC Ratio | sales.new_cac_ratio | Number | SaaS Metrics Standards Board |
Editorial KPIs (38)
I'mBoard-authored definitions (editorial tier) for KPIs without a public third-party standard — see methodology for what editorial-tier means and epic #1415 for the back-attribution workstream.
| KPI | Rogue ID | Type |
|---|---|---|
| Average Deal Size | sales.average_deal_size | Currency |
| Average Sales Cycle (Days) | sales.avg_sales_cycle_days | Number |
| Sales Base Currency | sales.base_currency | Text |
| Bookings Backlog | sales.bookings_backlog | Currency |
| Bookings Backlog Changes | sales.bookings_backlog_changes | Text |
| Bookings Backlog Total | sales.bookings_backlog_total | Currency |
| Churned ARR | sales.churn_arr | Currency |
| Deals Lost | sales.closed_lost_count | Number |
| Deals Lost Value | sales.closed_lost_value | Currency |
| Deals Won | sales.closed_won_count | Number |
| Deals Won Value | sales.closed_won_value | Currency |
| Competitive Alerts | sales.competitive_alerts | Text |
| Deals Summary (Won / Lost) | sales.deals_summary | Text |
| Downgrade ARR | sales.downgrades | Currency |
| Expansion ARR | sales.expansion | Currency |
| Sales Focus Areas | sales.focus_areas | Text |
| Sales Key Concerns | sales.key_concerns | Text |
| Median Deal Size | sales.median_deal_size | Currency |
| New Business ARR | sales.new_business | Currency |
| New Customers Added | sales.new_customers_added | Number |
| New Opportunities Added | sales.new_opps_added_value | Currency |
| Opening Pipeline Value | sales.opening_pipeline_value | Currency |
| Pipeline Assumptions | sales.pipeline_assumptions | Text |
| Pipeline Context Notes | sales.pipeline_context_notes | Text |
| Pipeline Deal Count | sales.pipeline_deal_count | Number |
| Pipeline Flow | sales.pipeline_flow | Text |
| Pipeline Key Deals | sales.pipeline_key_deals | Text |
| Pipeline Quarterly Forecasts | sales.pipeline_quarterly_forecasts | Text |
| Pipeline Risk Factors | sales.pipeline_risk_factors | Text |
| Sales Cycle Quarter-to-Quarter | sales.pipeline_sales_cycle | Text |
| Pipeline Stage Metrics | sales.pipeline_stage_metrics | Text |
| Pipeline Value | sales.pipeline_value | Currency |
| Quarterly Forecast | sales.quarterly_forecast | Currency |
| Starting ARR | sales.starting_arr | Currency |
| Sales Strategic Context | sales.strategic_context | Text |
| Recognized Revenue | sales.total_revenue | Currency |
| Weighted Pipeline Forecast | sales.weighted_forecast | Currency |
| Win Rate | sales.win_rate | Percentage |
Machine-readable
- JSON for this domain (all 48 KPIs, tier-labeled):
/api/ontology/sales.json - Full catalog:
/api/ontology/index.json - Or via MCP:
browse_rogue_kpis({ domain: 'sales' }).
Working Capital Adjustments
Itemized list of working-capital adjustments with explicit sign-prefix driving the additive-vs-subtractive multiplier — e.g. "+ AR collected: $250k", "− Prepaid infra: $80k", "+ Deferred revenue: $600k". The line-item basis for `finance.net_working_capital_adjustment` and its child KPIs (current_asset_adjustments, current_liability_adjustments). The signed-prefix UI convention prevents the most common working-capital reporting bug — sign-flips that double-count or invert the cash effect. Common pitfall: lumping unrelated items into a single "other working capital" line loses the diagnostic value; break out the top 3–5 components. — Finance KPI, I'mBoard-authored (editorial tier).
ARR
Annual Recurring Revenue — the value of all recurring subscription revenue normalized to a one-year run-rate as of the period close. The headline operating metric for a subscription business; every growth and efficiency ratio (NRR, GRR, magic number, CAC payback, Rule of 40) is calibrated against it. Excludes one-time fees, professional services, and non-contractual usage. Common pitfall: confusing ARR (contracted recurring) with revenue (recognized) or with CARR (contracted incl. not-yet-live) — the SMSB standard draws sharp lines between them, and boards expect the same discipline. The KpiVarianceTable widget surfaces forecast / actual / variance / status / future-forecast columns against the same field. — Sales KPI anchored to SaaS Metrics Standards Board.