GITNUX MARKETDATA REPORT 2023
Must-Know B2B Metrics
Highlights: The Most Important B2B Metrics
- 1. Revenue Growth
- 2. Customer Acquisition Cost (CAC)
- 3. Customer Retention Rate
- 4. Churn Rate
- 5. Average Contract Value (ACV)
- 6. Customer Lifetime Value (CLV)
- 7. Lead-to-Customer Conversion Rate
- 8. Leads Generated
- 9. Sales Cycle Length
- 10. Pipeline Velocity
- 11. Revenue by Market Segment
- 12. Customer Engagement Rate
- 13. Net Promoter Score (NPS)
- 14. Customer Satisfaction (CSAT)
- 15. Return on Investment (ROI)
Table of Contents
B2B Metrics: Our Guide
Dive into our updated report on the most essential B2B Metrics every business should be tracking. This comprehensive insight will enlighten you on current trends, the importance of specific metrics, and how they can drive your business to unprecedented success. Stay ahead of the competition in the B2B landscape by mastering these crucial metrics.
The increase in a company’s sales over a specific period, indicating the effectiveness of its B2B marketing strategies, product development, and customer acquisition efforts.
Customer Acquisition Cost
The total cost of acquiring a new customer, including marketing, sales, and onboarding expenses. This metric is essential for determining the efficiency of B2B marketing and sales efforts.
Customer Retention Rate
The percentage of customers who continue to do business with a company over a set period. A high retention rate implies a strong customer relationship, satisfaction, and loyalty.
The percentage of customers lost during a specific period. A high churn rate indicates poor customer satisfaction and potentially a weak product or service offering.
Average Contract Value
The average revenue generated per customer contract over its lifetime. Higher ACV illustrates the value offered by a business and its potential for growth.
Customer Lifetime Value
The total revenue a company expects to generate from a customer throughout their entire relationship.
Lead-To-Customer Conversion Rate
This metric helps evaluate the success of marketing and sales campaigns in driving customer conversions.
The total number of business prospects generated through marketing activities. This metric helps determine marketing effectiveness in attracting potential customers.
Sales Cycle Length
The time it takes for a lead to move through the sales funnel from initial contact to closing the deal.
The speed at which leads move through the sales funnel, indicating the efficiency of the sales process and the effectiveness of marketing and sales activities.
Revenue By Market Segment
This metric helps identify high-performing market segments and informs growth strategies and resource allocation.
Customer Engagement Rate
The level of interaction between a company and its clients, typically measured by metrics such as website visits, email opens, social media interactions, or support tickets.
Net Promoter Score
A measure of customer satisfaction and loyalty, calculated by asking customers how likely they are to recommend a product or service to others.
Regularly measuring CSAT helps identify areas for improvement and maintain high customer satisfaction levels.
Return On Investment
An essential metric that measures the financial efficiency of marketing and sales campaigns or other investments.
Frequently Asked Questions
What are B2B metrics and why are they important?
What are some common types of B2B metrics?
How can businesses measure their B2B metrics effectively?
Can B2B metrics help improve customer relationships and increase sales?
What are some best practices for setting and tracking B2B metrics?
How we write these articles
We have not conducted any studies ourselves. Our article provides a summary of all the statistics and studies available at the time of writing. We are solely presenting a summary, not expressing our own opinion. We have collected all statistics within our internal database. In some cases, we use Artificial Intelligence for formulating the statistics. The articles are updated regularly. See our Editorial Guidelines.