Know Your Business, Grow Your Business

After years of steering a B2B software business through market shifts, funding cycles, and acquisition offers, I’ve learned this: flashy metrics might win slide decks, but only a handful of KPIs truly reveal the health of your business.

Here's what I delve into each month:

🔹 Net Revenue Retention (NRR)

 If I could only track one metric, this would be it. NRR blends churn, expansion, and upsell into one number. If you're above 110%, you're growing even without new sales—your product is sticky and delivering real value.

🔹 Debtor Days / Bad Debt

 Sounds basic, but far too many software businesses coast along ignoring a core truth, happy customers pay their bills and refer you to their network.

🔹 Sales Efficiency (Sales Cycle Length)

 If this is getting longer, there is always a reason....figure it out quickly.

🔹 Weighted & Unweighted Pipeline Movements

 If you are in the enterprise space, this will tell you months in advance whether you have enough pipeline to deliver the plan, or if you'll run out of runway.

🔹 Customer Engagement Scores

 Even in niche verticals, usage patterns predict churn. We track logins, frequency, feature adoption, and even support tickets. Don't wait for cancellations—spot the disengaged users before they ghost.

🔹 Employee NPS

 Healthy businesses start from within. A motivated team builds better products, supports customers more effectively, and sticks around. It’ll show up in every other dashboard soon enough.

No single metric tells the full story. But when the #leadingindicators trend in the right direction, I know I can focus on long-term goals.

Curious what you are tracking—what’s on your KPI shortlist? Let’s compare notes 👇