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

2. We are obsessed with data, metrics & KPIs

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

4. MY GOALS FOR TODAY
Showcase challenges
Offer tips

5. Win It
Do It
Bill It
Collect It

6. 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

7. 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

8. 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 s that are opened and clicked through
Followers - # of Twitter followers

9. 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.)

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

11. 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

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

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

14. Vice President – Sales & Marketing
Paul Braun
Vice President – Sales & Marketing