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<mxCell id="r3a" value="Speed to first touch" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=12;fontStyle=1;fillColor=#EFF6FF;fontColor=#0F172A;" vertex="1" parent="1"><mxGeometry x="40" y="232" width="130" height="66" as="geometry"/></mxCell>
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<mxCell id="r3d" value="routing log, CRM activities" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="650" y="232" width="140" height="66" as="geometry"/></mxCell>
<mxCell id="r3e" value="SDR lead" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="790" y="232" width="110" height="66" as="geometry"/></mxCell>
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<mxCell id="r4b" value="records that passed the SQL gate ÷ records that became MQL (marketing-qualified), for the MQLs created in a given month, read once that month&#x27;s cohort has had time to mature" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="170" y="298" width="330" height="78" as="geometry"/></mxCell>
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<mxCell id="r4d" value="lifecycle state history on person and account" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="650" y="298" width="140" height="78" as="geometry"/></mxCell>
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<mxCell id="r5b" value="opportunities that left a stage forward ÷ opportunities that entered it, by creation cohort; a stage skipped forward counts as passed" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="170" y="376" width="330" height="78" as="geometry"/></mxCell>
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<mxCell id="r10c" value="segment, team, rep, forecast category, period" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="500" y="662" width="150" height="52" as="geometry"/></mxCell>
<mxCell id="r10d" value="CRM opportunities; plan from Finance" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="650" y="662" width="140" height="52" as="geometry"/></mxCell>
<mxCell id="r10e" value="RevOps" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="790" y="662" width="110" height="52" as="geometry"/></mxCell>
<mxCell id="r10f" value="weekly pipeline review; weekly forecast call" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="900" y="662" width="120" height="52" as="geometry"/></mxCell>
<mxCell id="r11a" value="Forecast accuracy" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=12;fontStyle=1;fillColor=#EFF6FF;fontColor=#0F172A;" vertex="1" parent="1"><mxGeometry x="40" y="714" width="130" height="78" as="geometry"/></mxCell>
<mxCell id="r11b" value="(call − actual) ÷ actual, with the call taken at the same fixed week of every quarter; kept signed so over-calling and under-calling stay visible; reported separately for rep roll-up, stage-weighted pipeline and top-down capacity" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="170" y="714" width="330" height="78" as="geometry"/></mxCell>
<mxCell id="r11c" value="method, rep, manager, segment, quarter" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="500" y="714" width="150" height="78" as="geometry"/></mxCell>
<mxCell id="r11d" value="weekly forecast snapshots, bookings" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="650" y="714" width="140" height="78" as="geometry"/></mxCell>
<mxCell id="r11e" value="RevOps" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="790" y="714" width="110" height="78" as="geometry"/></mxCell>
<mxCell id="r11f" value="monthly business review; quarterly business review" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="900" y="714" width="120" height="78" as="geometry"/></mxCell>
<mxCell id="r12a" value="Sourced pipeline" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=12;fontStyle=1;fillColor=#EFF6FF;fontColor=#0F172A;" vertex="1" parent="1"><mxGeometry x="40" y="792" width="130" height="78" as="geometry"/></mxCell>
<mxCell id="r12b" value="pipeline created, split by the sourced channel stamped on the opportunity at the gate (inbound, outbound, partner, product-led); each opportunity has exactly one source, so the channels add up to the total" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="170" y="792" width="330" height="78" as="geometry"/></mxCell>
<mxCell id="r12c" value="channel, segment, period" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="500" y="792" width="150" height="78" as="geometry"/></mxCell>
<mxCell id="r12d" value="CRM opportunities" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="650" y="792" width="140" height="78" as="geometry"/></mxCell>
<mxCell id="r12e" value="RevOps" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="790" y="792" width="110" height="78" as="geometry"/></mxCell>
<mxCell id="r12f" value="monthly business review" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="900" y="792" width="120" height="78" as="geometry"/></mxCell>
<mxCell id="r13a" value="Influenced pipeline" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=12;fontStyle=1;fillColor=#EFF6FF;fontColor=#0F172A;" vertex="1" parent="1"><mxGeometry x="40" y="870" width="130" height="78" as="geometry"/></mxCell>
<mxCell id="r13b" value="pipeline created on opportunities with at least one qualifying touch from the channel or campaign before the gate, under the attribution rules; one opportunity counts for several channels, so this never adds up to the total" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="170" y="870" width="330" height="78" as="geometry"/></mxCell>
<mxCell id="r13c" value="channel, campaign, segment, period" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="500" y="870" width="150" height="78" as="geometry"/></mxCell>
<mxCell id="r13d" value="touchpoints" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="650" y="870" width="140" height="78" as="geometry"/></mxCell>
<mxCell id="r13e" value="Marketing ops with RevOps" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="790" y="870" width="110" height="78" as="geometry"/></mxCell>
<mxCell id="r13f" value="monthly business review; quarterly business review" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="900" y="870" width="120" height="78" as="geometry"/></mxCell>
<mxCell id="s14" value="REVENUE" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fontStyle=1;fillColor=#F8FAFC;fontColor=#475569;" vertex="1" parent="1"><mxGeometry x="40" y="948" width="980" height="26" as="geometry"/></mxCell>
<mxCell id="r15a" value="Bookings" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=12;fontStyle=1;fillColor=#F0FDF4;fontColor=#0F172A;" vertex="1" parent="1"><mxGeometry x="40" y="974" width="130" height="66" as="geometry"/></mxCell>
<mxCell id="r15b" value="new ARR signed in the period: closed-won new business and expansion, by close date; a renewal at the same price adds nothing, and price uplift at renewal counts as expansion" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="170" y="974" width="330" height="66" as="geometry"/></mxCell>
<mxCell id="r15c" value="segment, opportunity type, rep, period" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="500" y="974" width="150" height="66" as="geometry"/></mxCell>
<mxCell id="r15d" value="CRM closed-won opportunities, reconciled to billing" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="650" y="974" width="140" height="66" as="geometry"/></mxCell>
<mxCell id="r15e" value="CRO; locked by Finance at close" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="790" y="974" width="110" height="66" as="geometry"/></mxCell>
<mxCell id="r15f" value="weekly forecast call; monthly comp and close" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="900" y="974" width="120" height="66" as="geometry"/></mxCell>
<mxCell id="r16a" value="Net new ARR" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=12;fontStyle=1;fillColor=#F0FDF4;fontColor=#0F172A;" vertex="1" parent="1"><mxGeometry x="40" y="1040" width="130" height="52" as="geometry"/></mxCell>
<mxCell id="r16b" value="ending ARR − starting ARR for the period, shown as the waterfall: new + expansion − contraction − churn" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="170" y="1040" width="330" height="52" as="geometry"/></mxCell>
<mxCell id="r16c" value="segment, waterfall component, period" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="500" y="1040" width="150" height="52" as="geometry"/></mxCell>
<mxCell id="r16d" value="warehouse ARR snapshots" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="650" y="1040" width="140" height="52" as="geometry"/></mxCell>
<mxCell id="r16e" value="Finance with RevOps" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="790" y="1040" width="110" height="52" as="geometry"/></mxCell>
<mxCell id="r16f" value="monthly business review" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="900" y="1040" width="120" height="52" as="geometry"/></mxCell>
<mxCell id="r17a" value="GRR" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=12;fontStyle=1;fillColor=#F0FDF4;fontColor=#0F172A;" vertex="1" parent="1"><mxGeometry x="40" y="1092" width="130" height="66" as="geometry"/></mxCell>
<mxCell id="r17b" value="gross revenue retention: (starting ARR − churn − contraction) ÷ starting ARR, for the same customer cohort over the trailing twelve months; excludes expansion" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="170" y="1092" width="330" height="66" as="geometry"/></mxCell>
<mxCell id="r17c" value="segment, customer cohort, period" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="500" y="1092" width="150" height="66" as="geometry"/></mxCell>
<mxCell id="r17d" value="warehouse ARR snapshots" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="650" y="1092" width="140" height="66" as="geometry"/></mxCell>
<mxCell id="r17e" value="Customer Success lead" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="790" y="1092" width="110" height="66" as="geometry"/></mxCell>
<mxCell id="r17f" value="monthly business review; quarterly business review" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="900" y="1092" width="120" height="66" as="geometry"/></mxCell>
<mxCell id="r18a" value="NRR" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=12;fontStyle=1;fillColor=#F0FDF4;fontColor=#0F172A;" vertex="1" parent="1"><mxGeometry x="40" y="1158" width="130" height="66" as="geometry"/></mxCell>
<mxCell id="r18b" value="net revenue retention: (starting ARR − churn − contraction + expansion) ÷ starting ARR, same cohort and window as GRR" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="170" y="1158" width="330" height="66" as="geometry"/></mxCell>
<mxCell id="r18c" value="segment, customer cohort, period" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="500" y="1158" width="150" height="66" as="geometry"/></mxCell>
<mxCell id="r18d" value="warehouse ARR snapshots" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="650" y="1158" width="140" height="66" as="geometry"/></mxCell>
<mxCell id="r18e" value="Customer Success with Account Management" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="790" y="1158" width="110" height="66" as="geometry"/></mxCell>
<mxCell id="r18f" value="monthly business review; quarterly business review" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="900" y="1158" width="120" height="66" as="geometry"/></mxCell>
<mxCell id="r19a" value="Logo churn" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=12;fontStyle=1;fillColor=#F0FDF4;fontColor=#0F172A;" vertex="1" parent="1"><mxGeometry x="40" y="1224" width="130" height="66" as="geometry"/></mxCell>
<mxCell id="r19b" value="customers with ARR at the start of the period and none at the end ÷ customers with ARR at the start; partial losses are contraction, not logo churn" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="170" y="1224" width="330" height="66" as="geometry"/></mxCell>
<mxCell id="r19c" value="segment, customer cohort, churn reason, period" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="500" y="1224" width="150" height="66" as="geometry"/></mxCell>
<mxCell id="r19d" value="warehouse ARR snapshots" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="650" y="1224" width="140" height="66" as="geometry"/></mxCell>
<mxCell id="r19e" value="Customer Success lead" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="790" y="1224" width="110" height="66" as="geometry"/></mxCell>
<mxCell id="r19f" value="monthly business review; quarterly business review" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="900" y="1224" width="120" height="66" as="geometry"/></mxCell>
<mxCell id="r20a" value="Time to first value" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=12;fontStyle=1;fillColor=#F0FDF4;fontColor=#0F172A;" vertex="1" parent="1"><mxGeometry x="40" y="1290" width="130" height="66" as="geometry"/></mxCell>
<mxCell id="r20b" value="median days from closed-won to the first-value gate: the success criterion in the handoff record, met and confirmed by the customer; self-serve uses the activation event" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="170" y="1290" width="330" height="66" as="geometry"/></mxCell>
<mxCell id="r20c" value="segment, product, closed-won cohort" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="500" y="1290" width="150" height="66" as="geometry"/></mxCell>
<mxCell id="r20d" value="CS platform, product usage" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="650" y="1290" width="140" height="66" as="geometry"/></mxCell>
<mxCell id="r20e" value="Implementation lead" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="790" y="1290" width="110" height="66" as="geometry"/></mxCell>
<mxCell id="r20f" value="monthly business review" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="900" y="1290" width="120" height="66" as="geometry"/></mxCell>
<mxCell id="s21" value="TEAM AND EFFICIENCY" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fontStyle=1;fillColor=#F8FAFC;fontColor=#475569;" vertex="1" parent="1"><mxGeometry x="40" y="1356" width="980" height="26" as="geometry"/></mxCell>
<mxCell id="r22a" value="Quota attainment" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=12;fontStyle=1;fillColor=#F8FAFC;fontColor=#0F172A;" vertex="1" parent="1"><mxGeometry x="40" y="1382" width="130" height="52" as="geometry"/></mxCell>
<mxCell id="r22b" value="bookings credited to the rep under the comp plan&#x27;s crediting rules ÷ the rep&#x27;s quota for the period" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="170" y="1382" width="330" height="52" as="geometry"/></mxCell>
<mxCell id="r22c" value="rep, team, segment, ramped or ramping, period" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="500" y="1382" width="150" height="52" as="geometry"/></mxCell>
<mxCell id="r22d" value="commissions system, CRM bookings" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="650" y="1382" width="140" height="52" as="geometry"/></mxCell>
<mxCell id="r22e" value="sales leaders; calculated by RevOps" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="790" y="1382" width="110" height="52" as="geometry"/></mxCell>
<mxCell id="r22f" value="monthly comp and close; quarterly business review" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="900" y="1382" width="120" height="52" as="geometry"/></mxCell>
<mxCell id="r23a" value="Ramped rep productivity" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=12;fontStyle=1;fillColor=#F8FAFC;fontColor=#0F172A;" vertex="1" parent="1"><mxGeometry x="40" y="1434" width="130" height="52" as="geometry"/></mxCell>
<mxCell id="r23b" value="bookings from fully ramped reps ÷ the number of fully ramped reps in the period, with ramped status taken from the capacity model" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="170" y="1434" width="330" height="52" as="geometry"/></mxCell>
<mxCell id="r23c" value="segment, team, tenure band, period" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="500" y="1434" width="150" height="52" as="geometry"/></mxCell>
<mxCell id="r23d" value="CRM bookings, headcount roster" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="650" y="1434" width="140" height="52" as="geometry"/></mxCell>
<mxCell id="r23e" value="RevOps" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="790" y="1434" width="110" height="52" as="geometry"/></mxCell>
<mxCell id="r23f" value="quarterly business review" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="900" y="1434" width="120" height="52" as="geometry"/></mxCell>
<mxCell id="r24a" value="CAC" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=12;fontStyle=1;fillColor=#F8FAFC;fontColor=#0F172A;" vertex="1" parent="1"><mxGeometry x="40" y="1486" width="130" height="66" as="geometry"/></mxCell>
<mxCell id="r24b" value="customer acquisition cost: sales and marketing cost ÷ new customers acquired in the period, with cost fully loaded from the finance close" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="170" y="1486" width="330" height="66" as="geometry"/></mxCell>
<mxCell id="r24c" value="segment, channel where cost can be assigned, period" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="500" y="1486" width="150" height="66" as="geometry"/></mxCell>
<mxCell id="r24d" value="finance ledger, CRM closed-won" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="650" y="1486" width="140" height="66" as="geometry"/></mxCell>
<mxCell id="r24e" value="Finance" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="790" y="1486" width="110" height="66" as="geometry"/></mxCell>
<mxCell id="r24f" value="monthly business review; quarterly business review" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="900" y="1486" width="120" height="66" as="geometry"/></mxCell>
<mxCell id="r25a" value="CAC payback" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=12;fontStyle=1;fillColor=#F8FAFC;fontColor=#0F172A;" vertex="1" parent="1"><mxGeometry x="40" y="1552" width="130" height="66" as="geometry"/></mxCell>
<mxCell id="r25b" value="sales and marketing cost ÷ (new ARR × gross margin), expressed in months: how long the gross profit from new customers takes to repay what it cost to win them" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="170" y="1552" width="330" height="66" as="geometry"/></mxCell>
<mxCell id="r25c" value="segment, period" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="500" y="1552" width="150" height="66" as="geometry"/></mxCell>
<mxCell id="r25d" value="finance ledger, billing new ARR" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="650" y="1552" width="140" height="66" as="geometry"/></mxCell>
<mxCell id="r25e" value="Finance" style="rounded=0;whiteSpace=wrap;html=1;align=left;spacingLeft=8;strokeColor=#CBD5E1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontSize=11;fillColor=#FFFFFF;fontColor=#334155;" vertex="1" parent="1"><mxGeometry x="790" y="1552" width="110" height="66" as="geometry"/></mxCell>
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<mxCell id="note" value="Every metric is computed in the warehouse from these definitions, so the same number appears in every meeting and every tool. A metric that is not on this page is not reported to the executive team. Changes to a definition go through the quarterly definitions and systems review, are versioned, and are announced before the next reporting period." style="text;html=1;fontSize=11;align=left;whiteSpace=wrap;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontColor=#64748B;" vertex="1" parent="1"><mxGeometry x="40" y="1630" width="980" height="44" as="geometry"/></mxCell>
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