THE PERFORMANCE STRAND
Placeholder copy: the Performance strand helps teams define the right measures, review the right rhythm, and make better decisions before effort is wasted.
Use Performance when you need:
✓ Clearer success indicators
✓ Better operating cadence
✓ Faster diagnosis of weak signals
✓ Evidence-led decisions
✓ Commercial accountability that compounds
1
Identify
(ICP)
Are we targeting the right organisations?
● ICP Fit Score (%)
● Target Account Coverage
● Decision Maker Coverage
● TAM Penetration
● Ideal Industry Mix
2
Attract
(Awareness)
Are we creating interest from the right people?
● Website Conversion Rate
● MQAs (Quality)
● Cost per ICP Lead
● Lead Quality
● Brand / Search Traffic
3
Engage
(Conversations)
Are prospects engaging with us?
● Response Rate
● Meeting Acceptance Rate
● Discovery Booked %
● Email/Call Connect Rate
● Speed to First Response
4
Qualify
(Opportunities)
Are we working on deals worth winning?
● Qualification Rate
● Stage Conversion %
● MEDDICC Completion
● Average Sales Cycle
● Opportunity Quality Score
5
Convert
(The Knot)
Can customers confidently buy?
● Win Rate
● Proposal-to-Win %
● Discount %
● Time to Close
● Forecast Accuracy
6
Onboard
(Delivery)
Can customers realise value quickly?
○ Time to Value
○ Onboarding Completion %
○ Go-Live Success
● Implementation Duration
● Early Adoption
7
Realise Value
(Success)
Are customers achieving the outcomes they bought?
○ Product Adoption
○ Health Score
○ QBR Completion ○ CSAT
○ Support Ticket
8
Expand
(Growth)
Are we growing existing customer value?
○ NRR
○ GRR
○ Expansion ARR
○ Cross-sell Rate
○ Upsell Rate
9
Advocate
(Referral)
Would customers recommend us?
○ NPS
○ Referenceable Customers %
○ Case Studies Created
○ Referrals
● Community Participation
● Leading Indicators — You can influence today
● Operational Indicators — Shows how the system is working
● Lagging Indicators — The scoreboard
Lead with outcomes
Focus on the few metrics that predict the results your business needs.
Keep it simple
If it’s not clear, it won’t be used. Simplicity drives consistency.
Drive action
Every metric should inform a decision or action.
Align and share
One source of truth. Visible, transparent and accessible.
Review and adapt
Metrics evolve. Review regularly to stay focused on what matters.
Measure what matters
Placeholder text for the performance measurement system.
Create review rhythm
Placeholder text for cadence, accountability, and operating rhythm.
Improve decisions
Placeholder text for turning performance insight into action.