What is a chief revenue officer?
A chief revenue officer is the senior executive accountable for all revenue-generating functions as a single system: marketing, sales and customer success. Unlike a head of sales, they own the whole commercial lifecycle, from demand creation to renewal, and are measured on total revenue rather than new sales alone. See our guide on what a chief revenue officer does.
What is a chief growth officer?
A chief growth officer is a senior commercial leader with a broad mandate over growth, typically spanning revenue, product-led growth, partnerships and market expansion. In an SMB the role overlaps heavily with a chief revenue officer, and both fill the same gap: commercial strategy owned by someone other than the founder.
What is a fractional chief revenue officer?
A fractional chief revenue officer is an experienced revenue leader who takes on the chief revenue officer mandate on a part-time basis, usually two to three days a week, across one or several businesses. The word fractional refers to the time commitment, not the accountability. Read the full explainer.
What is revenue operations (RevOps)?
Revenue operations, often shortened to RevOps, is the practice of running marketing, sales and customer success as one connected system with shared data, processes and metrics, rather than as three separate departments. Its goal is predictable, efficient revenue growth. See revenue operations for SMBs.
What is revenue leakage?
Revenue leakage is the gap between the revenue a business should earn and the revenue it actually collects. It hides across dozens of small failure points, poor conversion, weak pricing, churn, billing errors, so it rarely shows up as one visible problem. Most businesses lose between 5% and 15% of potential revenue this way. Read the full guide.
What is net revenue retention?
Net revenue retention measures how much recurring revenue you keep and grow from existing customers over a period, after accounting for upgrades, downgrades and churn. Above 100% means your existing base is growing even before new sales. It is one of the strongest signals of a healthy revenue engine. See our deep dive.
What is pipeline velocity?
Pipeline velocity is the speed at which deals move through your sales pipeline and turn into revenue. It combines the number of opportunities, the average deal size, the win rate and the length of the sales cycle into a single measure of how fast your pipeline generates money.
What is pipeline coverage?
Pipeline coverage is the ratio of open pipeline value to your revenue target for a period. A coverage ratio of three times, for example, means you have three dollars of pipeline for every dollar of target. It tells you whether you have enough opportunities in play to hit the number, given your win rate.
What is CAC payback?
CAC payback is the time it takes to recover the cost of acquiring a customer from the gross profit that customer generates. A shorter payback period means a more efficient, more fundable growth engine. It is one of the clearest tests of whether growth is actually profitable.
What is win rate?
Win rate is the proportion of qualified opportunities that end in a closed sale. A declining win rate is one of the earliest and most reliable signs that something in the commercial system has broken, often in qualification or at a specific pipeline stage.
What is average deal size?
Average deal size is the mean value of a closed sale over a period. Growing it, through better pricing, packaging or targeting of larger customers, lifts revenue without needing more deals, which makes it one of the fastest levers on growth. See how to grow sales without hiring.
What is a revenue engine?
A revenue engine is the connected system of people, processes, data and strategy that a business uses to generate revenue predictably and repeatably. The phrase captures the idea that revenue should be engineered, not hoped for, and that marketing, sales and customer success are parts of one machine rather than separate efforts.
What is a revenue operating model?
A revenue operating model is the documented way a business runs its commercial engine: how demand is created, how deals progress, who owns what, which metrics matter, and how the functions connect. It is the blueprint that makes revenue repeatable rather than dependent on individual heroics.
What is go-to-market (GTM)?
Go-to-market, or GTM, is the overall strategy for how a business reaches and sells to its customers: who the ideal customer is, how the offer is positioned and priced, which channels are used, and how the commercial team is structured to win. A broken GTM is a common root cause of stalled growth.
What is sales and marketing alignment?
Sales and marketing alignment is the state where both functions share a definition of a good lead, a single set of connected metrics, and a coordinated handoff, rather than optimising competing goals. Misalignment, marketing chasing lead volume while sales chases closed revenue, is one of the largest hidden revenue leaks in most businesses.