The Sales Velocity metric calculation formula is (win rate x average contract value x # opportunities)/ average sales cycle length. The resultant Sales Velocity metrics highlights the amount of new bookings a Sales team can deliver per day....one key question about Sales Velocity is " is this a metric to help understand sales capacity, sales effectiveness or sales efficiency?

Dave "CAC" Kellogg and Ray "Growth" Rike break down Sales Velocity in this episode covering key topics including:

• Sales Velocity Calculation
• Sales Velocity Benefits
• Which input variables to focus on first
• Four Approaches to Increase Sales Velocity

If you have a sales team, lead a sales team or are involved in how sales performance impacts financial goals, this episode provides several key "operator insights" on how to use the Sales Velocity metric and ideas on how to improve Sales Velocity!

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Dave "CAC" Kellogg and Ray "Growth" Rike discuss the latest revenue growth trends and the related metrics driving the growth as highlighted in GONGs 2025 State of Revenue Growth Report. Topics discussed include:

• 2024 Growth Rates
• Sales Velocity Trends including Win Rates, Sales Cycle Length and ACV
• AI Adoption
• Top Growth Initiatives
• SaaS Magic Number trends

If you are responsible for the GTM and Revenue growth teams in your SaaS company, or just interested in the latest Sales benchmarks - this episode in another great listen!

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Implied ARR is the SaaS metric used to convert GAAP revenue for public SaaS companies into an equivalent to Annual Recurring Revenue (ARR) used by investors and private SaaS companies. Dave "CAC" Kellogg and Ray "Growth" Rike discuss the what, why and how behind Implied ARR.

During this episode CAC and Growth discuss multiple Implied ARR topics including:

• Implied ARR Calculation Formula
• Why Investors Calculate Implied ARR
• SaaS Metrics that use Implied ARR
• Challenges with Implied ARR
• Implied ARR versus Trailing Twelve Month Revenue

If you are interested in how public SaaS companies analysts use Implied ARR, and what the differences are between private SaaS companies ARR and public SaaS companies Implied ARR this is another great listen!

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