Key Performance Indicators for the Geospatial Profession Paul Braun Vice President – Strategy and Development background

We are obsessed with data, metrics & KPIs

THE CHALLENGE IS KNOWING What to measure? How to measure it? When to measure it? What to do with it?

MY GOALS FOR TODAY Showcase challenges Offer tips

Win It Do It Bill It Collect It

How To Go About It? Set Definitions – Write ‘em down! What is it? Who owns it? Where does it come from? When to pull it? When to deliver it? Why collect it? Set Goals Guess if you have to Measure against them Adjust later Focus on both lagging and leading KPIs

Common Challenges Terminology definition Sources Procedure Timelines Sales quota vs budgeted gross revenue Sales pipeline Sources Projected gross revenue Procedure Supporting real-time Timelines COB Tuesdays for Do, Bill & Collect 10 am Fridays for Win Earned vs. unearned Billings vs earned revenue Transitioning from cash to accrual accounting Getting lost in data

Win It Quota – Whatever the VP of Sales & Marketing says Weighted Pipeline – Gross revenue with a probability Sales – Gross revenue of sales won Master Contract Net Revenue – Anticipated revenue of a master contract pursuit Open and click through rates - % of outbound emails that are opened and clicked through Followers - # of Twitter followers

Do It Open Jobs – # of jobs opened within a designated time frame Backlog - $ value of work under contract that has not yet been worked and invoiced Chargeability – Billed hours divided by total hours worked Effective Rate – Total billable hours divided by revenue % FTR – % of work delivered first time right MTPD – Map tolerance percent defect LifeEst – % of life remaining before failure (e.g., SSDs, sUAS batteries, etc.)

Bill It Revenue – Billings Gross Margin – Revenue minus COGS Net Profit – Excess of revenue minus expenses Profit Margin % – (Revenue – COGS – Operating Expenses)/Revenue

Collect It Days in Receivable – Average days an invoice sits before being paid Receivable Turnover – # of times the average AR balance is turned over per year

Recommendations Focus on definitions Start small Ensure processes are documented & followed Don’t worry initially about presentation tier

My Top 5 KPIs Weighted pipeline Projected revenue Backlog Gross margin Net profit

Vice President – Sales & Marketing Paul Braun Vice President – Sales & Marketing pbraun@continentalmapping.com 888.815.3327