Dave "CAC" Kellogg and Ray "Growth" Rike continue their discussion on the SaaS Metrics Maturity Model which includes the below five levels:

• Level 1: Foundation
• Level 2: Trust
• Level 3: Strategic Linkage
• Level 4: Metrics Culture
• Level 5: Trajectory

Level 1: Lay the foundation

• Definitions and calculations
• Pipeline stages, forecast categories, close dates, values, SaaS metrics
• Semantics - what do words like best case, forecast, commit and downside mean
• Instrument underlying systems (GL, CRM, Billing, HCM, etc)
• Consider Metrics Committee

Level 2: Build trust

• Templates, templates, templates
• Metrics selection & presentation
• History & context - always include footnotes on how metrics are calculated
• Regular Cadence: which templates used at which meetings?
• Continuous improvement - fix data at the source, improve templates

Level 3: Link Metrics to Business Strategy

• Identify your top challenges
• Define 4-6 strategic goals - align metrics to those goals
• Link department, team and individual objectives to the company metrics (OKRs)

Level 4: Build a metrics culture

• Demand numeracy
• Manage to the regular metrics publishing cadence
• Metrics conversations about the business impact NOT the metric calculation method

Level 5: Agree on strategic trajectory

• Long-range, driver-based models
• Timeframe: When are metrics goals targeted to be achieved, what are the milestones towards goal
• Sequencing: Not everything at once - what is the priority order and associated timeframe for each metric's goal

If you are a creator, user or participant in how your company uses metrics to measure performance, inform decision making and/or report performance to your boss, your board and your investors this conversation will be valuable!!!

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