B2B SaaS Metric Tree
A full B2B Metric Tree.
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Your Marketing Team Drives Leads. Your MRR Is Still Flat. Why?
Your CMO just presented at the quarterly business review. Lead generation is up 23%. Trial signups are growing. Enterprise pipeline looks healthy. Everyone claps.
Then your CFO shows the next slide. MRR is... basically flat. Up 2% from last quarter. Nowhere near the growth rate your board expects.
Someone asks: "If leads are up 23%, why isn't revenue growing?"
Crickets.
Here's why nobody can answer: your marketing team tracks channels (organic, paid, email, referral, social). Your sales team tracks pipeline (enterprise new business, expansion opportunities). Your finance team tracks MRR (new, expansion, retained, contraction, churned).
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