How every reported number is computed, how it is cut, where it comes from, who answers for it, and which meeting reads it. Definitions only; targets live in the plan.
How to read this
- Most metric fights are definition fights: two teams computing win rate over different denominators. Writing the denominator and the time window into one row ends that argument before the meeting.
- Cohort cuts are there on purpose. Win rate and conversion by creation cohort cannot be flattered by a slow quarter the way period-based numbers can.
- Sourced pipeline adds up to the total because every opportunity has exactly one source. Influenced pipeline never adds up, and is reported as overlap, not as a share.
- Forecast accuracy is kept signed and taken at the same week every quarter, so a habit of over-calling or under-calling shows up by rep and by method.
- If a number is not on this page it does not go to the executive team. Changes go through the quarterly definitions review.
Diagram source: 16-metrics.drawio 16-metrics.svg
