Strategic Targets
Unit Goal i
$15.0M
Annual Budget Target
Metric
Unit Goal
The annual revenue target set in the unit's approved budget for the fiscal year.
Unit_Goal = Annual_Budget_Revenue_Target
Forecast Revenue i
$14.2M
▼ 5.3% vs Goal
Metric
Forecast Revenue
Total expected revenue for the year, combining actual recognized revenue to date
and the latest rest-of-year forecast.
Forecast_Revenue = Recognized_Revenue + Rest_of_Year_Forecast (latest)
Run Rate i
$13.6M
Annualized
Metric
Run Rate
Annualized projection based on the average monthly revenue earned so far this year.
Run_Rate = (YTD_Revenue_Earned / Months_Elapsed) × 12
YoY Growth % i
+8.4%
↑ Same period
Metric
YoY Growth %
Percentage change in revenue compared to the same period in the prior year.
YoY_Growth = ((Current_Year_Revenue - Previous_Year_Revenue) /
Previous_Year_Revenue) × 100
YTD Gross Margin % i
31.2%
+4.5%
YoY Growth
Metric
Gross Margin %
Margin as a percentage of revenue — key indicator of delivery efficiency.
Gross_Margin% = ((Revenue - Cost_of_Delivery) / Revenue) × 100
Revenue Performance
YTD Revenue Earned i
$9.1M
% of Annual Goal
% of YTD Goal
Metric
YTD Revenue Earned
Cumulative revenue recognized from January through the selected period.
YTD_Revenue_Earned = SUM(Revenue_Amount)
Monthly Revenue Trend
Monthly Earned Revenue Trend vs Last Year
Current Year
Last Year
Pipeline & Sales Effectiveness
Pipeline Accumulated i
$42.1M
Total opportunity value
Metric
Pipeline Accumulated
Total value of all active opportunities in the CRM at the selected point in time.
Pipeline_Value = SUM(Opportunity_Value)
Pipeline Coverage i
2.8×
Metric
Pipeline Coverage Ratio
How many times the pipeline covers the annual unit goal. A ratio above 3× is
generally considered healthy.
Pipeline_Coverage = Pipeline_Value / Unit_Goal
Win Rate % i
34.2%
▼ 1.5% YoY
Metric
Win Rate %
Percentage of closed deals (won + lost) that resulted in a win for the unit.
Win_Rate = (Won_Deals / Closed_Deals) × 100
Closed_Deals = Won_Deals + Lost_Deals
Avg Won Deal Size i
$245k
Per closed-won deal
Metric
Average Won Deal Size
Mean revenue value of all deals that were successfully closed as won in the period.
Average_Deal_Size = SUM(Won_Deal_Value) / COUNT(Won_Deals)
New vs Existing Business i
40 / 60
New
Existing
Metric
New vs Existing Business Ratio
Revenue mix between new customers acquired in the period vs. existing customers.
New_Business_Ratio = Revenue_New_Customers / Total_Revenue
Profitability & Productivity
YTD Gross Margin i
$2.84M
+$340k
YoY Growth
Metric
Gross Margin
Absolute profit remaining after subtracting cost of delivery from revenue.
Gross_Margin = Revenue - Cost_of_Delivery
Contribution Margin i
42.5%
Metric
Contribution Margin
Measures revenue remaining after direct delivery and attributable costs.
Contribution_Margin = ((Revenue - Direct_Costs) / Revenue) × 100
Avg Margin / Project i
$18.2k
Metric
Average Margin per Project
Mean profit contribution across all completed projects in the selected period.
Avg_Margin_Per_Project = SUM(Project_Margin) / COUNT(Completed_Projects)
Revenue per FTE i
$312k
Metric
Revenue per FTE
Total revenue generated divided by total full-time equivalent employees. Measures
workforce revenue efficiency.
Revenue_Per_FTE = Total_Revenue / Total_Full_Time_Employees