![]() This cookie is set by GDPR Cookie Consent plugin. These cookies ensure basic functionalities and security features of the website, anonymously. Necessary cookies are absolutely essential for the website to function properly. The only thing that will need to be adjusted is the Close Rate. However, for the purpose of this model, it can be replaced with other KPIs like Leads, MQLs, SQLs etc. Note: Sales Opportunities is our favorite primary marketing KPI (more on that in a separate post). This is the “Top Down” number the marketing team will be aiming for. The mechanics of the spreadsheet work by starting with the company’s ARR goals and backing into the number of new deals and new Sales Opportunities required to hit them. You can open the spreadsheet here to follow our breakdown below.
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