Strategies for Understanding Customer Lifetime Value to Acquisition Cost Ratio for CROs

Top 5 Metrics for Chief Revenue Officers that own the entire customer journey, including Customer Acquisition, Customer Retention and Customer Expansion process.

Dave "CAC" Kellogg and Ray "Growth" Rike discuss 5 of the top metrics for a Chief Revenue Officer in 2024 including:

1. ARR "Actual vs Plan" - the keep your job metric
2. Pipeline Performance - Coverage & Efficiency
3. Net Revenue Retention
4. CAC Ratio
5. CLTV:CAC Ratio

Key context to this episode, is it discusses 5 of the top metrics for a true Chief Revenue Officer, not a SVP/VP Sales with the CRO title. CROs are responsible for revenue growth across every stage of the customer lifecycle, and is a financial steward of the company focused on increasing enterprise value by leading the strategy and the execution of all processes that result in efficient, profitable revenue growth.

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