Sales KPIs
ARR, bookings, pipeline, deals, forecast. 10 industry-backed KPIs, each anchored to a third-party standard.
ARR, bookings, pipeline, deals, forecast
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 |
Machine-readable
- JSON for this domain:
/api/ontology/sales.json - Full catalog:
/api/ontology/index.json
Don't see a KPI you expect?
This page shows the 10 industry-backed KPIs in Sales that carry a third-party citation today. More KPIs are authored in the catalog and get back-attributed each release — see methodology and epic #1415 for the back-attribution workstream.
Fetch the cited subset for this domain as JSON:
# Industry-backed KPIs for this domain (snapshot embedded in the docs deploy)
curl https://docs.imboard.ai/api/ontology/sales.json | jq '.[].rogueId'Or via MCP: browse_rogue_kpis({ domain: 'sales' }).
Runway (Months)
Estimated number of months the company can operate at the current net burn before unrestricted cash reaches zero, holding everything else constant. The single most consequential survival input for venture-backed companies — it sets the urgency of every fundraising, hiring, and cost decision. Common pitfall: runway is often quoted off `finance.total_cash_in_bank` and a single-month spot-burn instead of operationally-available cash and a 3-month-trailing burn — the result is a runway that looks 2–4 months longer than it actually is when working capital tightens. Boards should ask which cash and which burn went into the calculation. — Finance KPI anchored to KBCM/Sapphire SaaS Survey 2024 (15th Annual).
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.