Different business models need different custom KPIs. An e-commerce store cares about product velocity and cart recovery efficiency. A SaaS company tracks expansion revenue and activation rates. Here are proven custom KPI formulas organized by industry.
E-Commerce Custom KPIs
- Product Velocity Index: (Units sold × margin %) ÷ days in stock. Identifies products that generate profit quickly vs. slow-moving inventory
- Cart Recovery Efficiency: Recovered revenue ÷ total abandoned cart value. Measures how well your abandonment sequences perform
- Channel-Adjusted ROAS: Standard ROAS weighted by customer repeat purchase rate per channel. Channels that bring one-time buyers score lower
- New Customer Revenue Ratio: Revenue from first-time buyers ÷ total revenue. Tracks growth vs. dependence on existing customers
For more e-commerce metrics, see our e-commerce analytics.
SaaS Custom KPIs
- Expansion Revenue Efficiency: Expansion MRR ÷ customer success team cost. Measures how efficiently you grow existing accounts
- Activation Rate by Source: Users completing activation milestones ÷ signups, segmented by acquisition channel. Shows which channels bring users who actually use the product
- Payback-Adjusted CAC: CAC × (1 + monthly churn rate × payback months). Adjusts acquisition cost for the risk of churn during the payback period
- Net Revenue Retention Score: (Starting MRR + expansion − contraction − churn) ÷ starting MRR. The most important SaaS growth metric
Dive deeper with our SaaS analytics.
Professional Services Custom KPIs
- Utilization-Adjusted ROI: Marketing-sourced revenue ÷ (marketing spend + allocated team utilization cost). Accounts for the time cost of marketing activities
- Pipeline Velocity: (Qualified opportunities × win rate × average deal size) ÷ average sales cycle length. Measures how quickly marketing-sourced pipeline converts to revenue
- Content-to-Consultation Rate: Consultation requests ÷ content downloads or engagements. Measures content effectiveness at driving business conversations
Marketplace and Platform KPIs
- Liquidity Score: Percentage of listings that result in a transaction within X days. Measures marketplace health
- Supply-Demand Balance: Active supply ÷ demand signals. Identifies whether marketing should focus on supply or demand acquisition
- Cross-Side Network Effect: Growth rate of one side driven by growth on the other side. Measures platform flywheel strength
How Xplainr Helps
Xplainr's custom calculated metrics engine lets you build any of these industry-specific KPIs using data from your connected platforms, with daily snapshots and trend analysis.
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Related Resources
Next Steps
- Industry Analytics
Industry-specific analytics strategies and benchmarks.
- CLV Analytics
Customer lifetime value metrics across industries.