GTM Analytics
The metrics that matter
Every number worth tracking in GTM Operations, grouped by role, with precise definitions, formulas, and honest benchmarks. Pick a role to go deep.
BDR / SDR metrics
Business and sales development reps turn raw demand into qualified pipeline. Their metrics measure activity, efficiency, and the quality of what they hand to closers.
View metrics →AE metrics
Account executives own the close. Their metrics blend outcome (bookings, win rate) with process health (pipeline coverage, velocity, deal hygiene).
View metrics →Sales Engineering metrics
Sales engineers (solutions consultants) own the technical win: demos, POCs, and technical validation. Their metrics measure influence on win rate and technical throughput.
View metrics →Partnerships metrics
Partnerships and channel teams generate revenue through third parties: referrals, resellers, tech alliances, and co-sell. Their metrics track sourced and influenced pipeline and partner health.
View metrics →Enablement metrics
Sales enablement builds rep capability: onboarding, training, content, and certification. Their metrics tie learning to ramp and performance.
View metrics →Customer Success metrics
Customer success protects and expands existing revenue. Their metrics are the retention and expansion numbers that compound in a subscription business.
View metrics →Customer Support metrics
Support resolves customer issues and protects satisfaction. Their metrics balance speed, quality, and efficiency, and increasingly feed retention analysis.
View metrics →Revenue & finance metrics
The company-level revenue and efficiency metrics RevOps owns and reports to leadership and finance. These are the numbers a board reviews.
View metrics →