SaaS Sales Performance Metrics

David Schneider, ServiceNow's President of Customer Ops, shares his sales performance metrics for SaaS companies that are aiming for hyper-scale. For the last 5 quarters:

• • Total Contract Value Attainment
  • Total Managed (ACV, Renewal, PS)
• • Net New ACV Attainment
  • Sales Quota Achievement
  • Q/Q Growth
  • Y/Y Growth
• • Cumulative Total New Customers
  • New Customers (incl. losses)
• • ACV Repeat Customers % to Net New
• • Cumulative Total Net Customers
  • New Customers
• • # Reps On-Board
  • Average Productivity per Sales Rep
  • Sales Rep Annualized Attrition Rate
  • Total Sales Annualized Attrition Rate