Starter KPIs for B2B/Enterprise
Mironov Consulting
FEBRUARY 6, 2020
And I entirely reject gross revenue as a company-wide KPI. IMHO, setting gross revenue as a primary KPI encourages sloppy short-term thinking, whale hunting, and fictitious business cases. Yet it’s the first KPI proposed by many exec teams. Many of underlying B2C assumptions don’t work for B2B: The buyer is the user.
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