# Revenue Operations metric definition

Andrew Kurau · Material Impact Group

Make one KPI reproducible. Create a separate copy for each metric instead of changing definitions inside a dashboard.

Source: https://materialimpactgroup.com/revenue-operations-metrics/

Initiative or system: 
Accountable owner: 
Review date: 

## Name, purpose, and decision

What is the stable metric name? What decision should change when it changes?

Your response:

Illustrative example: 14-day account activation rate. Decide where to improve onboarding or provide assistance. Definition version 1.

## Entity and eligible population

What is counted? Who qualifies, and which records are excluded?

Your response:

Illustrative example: One new external trial workspace mapped to an account. Exclude employees, tests, duplicates, and reactivations. Preserve a log of exclusions.

## Numerator and denominator

Specify the qualifying outcome and the complete starting group.

Your response:

Illustrative example: Numerator: eligible accounts that connect valid data, publish a shared dashboard, and have a second member view it within 14 days. Denominator: all eligible starting accounts. Divide numerator by denominator and multiply by 100.

## Window and date basis

When does the clock begin? When is a cohort mature enough to compare?

Your response:

Illustrative example: Trial-start date is the cohort basis. Observe 14 complete days per account. Do not compare partial recent cohorts with mature ones.

## Source and ownership

Which system and fields are authoritative? Who approves the definition and validates data?

Your response:

Illustrative example: Product-event records joined to governed account identity. Product and RevOps agree the milestone; Engineering owns event implementation; Analytics validates calculations.

## Segments, limitations, and review

What may distort interpretation? What count and distribution should accompany the KPI?

Your response:

Illustrative example: Show count and rate by fit and acquisition source. Review identity misses, missing events, and changes in customer mix. Review monthly; version changes and state whether history is restated.

## Before you act

- [ ] Two people can independently reproduce the number.
- [ ] The numerator belongs to the denominator population.
- [ ] Zero denominators are undefined, not 0% performance.
- [ ] The display includes the underlying count, definition version, and observation window.

## Decision and next action